Art Of Value

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Value and Pricing in the Enterprise with Matthew Habuda – 094

April 26, 2016 by Kirk Bowman Leave a Comment

Value and Pricing in the Enterprise with Matthew Habuda

After discussing the limitations of hourly rates in a Facebook group, Matthew Habuda decided to give value pricing a chance. He started with a small project and progressed to a Fortune 500 opportunity. Along the way, he had to convince the customer and subcontractors it was the right decision. He shares his results and why he will never bill by the hour again.

Filed Under: Episodes, Switching Tagged With: Hourly billing, Sales, Value pricing story

Why I Disagree With Seth Godin

January 4, 2016 by Kirk Bowman 2 Comments

Why I Disagree With Seth Godin

Seth Godin recently published a blog post titled When to charge by the hour. And while usually I agree with most of what he writes, this time, I have a different point of view. First, in principle, I do not believe anything should be priced by the hour. The customer is buying the outcome of the […]

Filed Under: Articles Tagged With: Hourly billing, Pricing strategy, Value conversation

A Second Chance at Value Pricing with Tim Dietrich – 073

December 1, 2015 by Kirk Bowman Leave a Comment

A Second Chance at Value Pricing with Tim Dietrich

Tim Dietrich is a mobile application consultant and the developer evangelist for Airtable. He was formerly a database consultant in the FileMaker space, creating several open source projects for the community. He majored in computer science at Towson University. Tim’s first appearance on the Art of Value was episode #28, A Contrary View to Value […]

Filed Under: Episodes, Software, Switching Tagged With: Hourly billing, Software development, Value pricing story

The Funniest Thing About Value Pricing with Greg Kyte – 048

June 2, 2015 by Kirk Bowman Leave a Comment

The Funniest Thing About Value Pricing with Greg Kyte

Greg Kyte is a CPA and comedian. He teaches ethics and fraud courses for accountants with a comedic edge at ComedyCPE.com. He is also the G. Robert Newhart Non-Value-Added Fellow at Versage Institute. The Real Context of  Value What is the most important thing you can share about pricing? You need to price your services like you […]

Filed Under: Accounting, Episodes, VeraSage Tagged With: Accounting, Hourly billing, VeraSage

Lawyers Can Switch to Value Pricing with John Chisholm – 042

April 21, 2015 by Kirk Bowman Leave a Comment

Lawyers Can Switch to Value Pricing with John Chisholm

John Chisholm helps law firms move from hourly billing to value pricing. A 25-year lawyer turned business consultant, he says the problem with the cost of legal services is not the amount. It is the unpredictability. Customers prefer the experience of and will pay more for price certainty. John shares how this single change can inspire a spirit of innovation and entrepreneurship in lawyers.

Filed Under: Episodes, Legal, Switching, VeraSage Tagged With: Attorney, Hourly billing, VeraSage

Do Not Assume in a Value Conversation with Jonathan Stark – 038

March 24, 2015 by Kirk Bowman Leave a Comment

Do Not Assume in a Value Conversation with Jonathan Stark

Jonathan Stark is a mobile consultant who helps retail brands thrive in a post-PC era. He’s written three books on web development including O’Reilly’s Building iPhone Apps with HTML, CSS, and JavaScript. He made the national news with Jonathan’s Card, an experiment using mobile payments at Starbucks. He ditched hourly billing and has 10 years experience with value pricing. Value Pricing […]

Filed Under: Episodes, Software Tagged With: Hourly billing, Software development, Value conversation

Price Communicates Your Value with Jay Shepherd – 029

January 20, 2015 by Kirk Bowman Leave a Comment

Price is more than a number. It is part of how a lawyer communicates value to the customer. To unpack this principle, Jay Shepherd, an employment litigation attorney, compares how a customer perceives an hourly rate vs. a fixed price. He says knowledge instead of activity is more valuable to the customer. Value pricing enables the customer to purchase what he wants in a manner he truly enjoys.

Filed Under: Episodes, Legal, VeraSage Tagged With: Attorney, Hourly billing, VeraSage

A Contrary View of Value Pricing with Tim Dietrich – 028

January 13, 2015 by Kirk Bowman Leave a Comment

A Contrary View of Value Pricing with Tim Dietrich

Tim Dietrich is a database consultant, specializing in the FileMaker platform. He is the author of FileMaker Pro 13 Absolute Beginner’s Guide and creator of FMEasySync, an open source sync framework for FileMaker. Wins & Losses in Value Pricing What is the most important thing you can share about pricing? Tim mentioned my session from FileMaker DevCon 2009 with Jonathan Stark. […]

Filed Under: Episodes, Software, Switching Tagged With: Hourly billing, Project management, Software development

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