Having a value conversation with the customer is important regardless of the size of your business. However, as a solopreneur, it is essential for survival. You have to determine what type of customer is necessary to operate your business profitably. Then use the value conversation to identify and educate customers that you can serve and with whom you enjoy working. What Is the Customer's Perception of Value? What is the most important thing you can share about pricing? There is more … [Read more...]
Use Joy to Position Your Business with Richard Sheridan – 072
Richard Sheridan is the co-founder and CEO of Menlo Innovations. The title on his business card is "Chief Story Teller." He is also the author of Joy, Inc. In his career, he has grown from programmer to vice president to entrepreneur. He loves to ski, and recently he set a personal record, completing a 5K in under 30 minutes. Creating Value Through Software What is the most important thing you can share about pricing? Avoid the trap of believing that the lower the price, the more … [Read more...]
The Fundamentals of Project Management with Cesar Abeid – 068
Cesar Abeid is a Certified Project Mangement Professional and Vice President of Client Services at Remontech. He started his career as an electrical engineer. He is the author of Project Management for You and host of the Project Management for the Masses podcast. What Is Project Management? What is the most important thing you can share about pricing? Do not become a commodity. Be different, and then you have no competition. The question then becomes, "What are people willing … [Read more...]
Value Pricing Is A Business Model with David Wells – 066
In 2012, David Wells led Moores, a 40-lawyer practice, through a transition from hourly billing to value pricing. From his experience, he learned value pricing is more than a way to determine what to charge a customer. It is a business model, a philosophy, and a way of thinking. David shares how the new model changed the customers, employees, processes, and systems at Moores for the better. Switching to Value Pricing What is the most important thing you can share about pricing? … [Read more...]
A Live After Action Review with Susan Fennema – 057
Susan Fennema is the project manager at MightyData. We have worked together for over five years. This episode is a glimpse into the internal conversations we have to continuously improve service for our customers. Creating a Quick Win What is the value of offering a "quick win" to the customer? The biggest value is a quick turn-around. We can learn faster to solve the customer's needs faster. Going deep, but only for the first phase, prevents overwhelming … [Read more...]
A Contrary View of Value Pricing with Tim Dietrich – 028
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. Tim and I both studied value pricing and came to different conclusions. Tim thinks value … [Read more...]
The Internal Perspective of Value Pricing with Kirk Bowman – 018
In this episode, Wes McClure continues the interview with Kirk, discussing how he uses value pricing from the perspective of a business owner and with his team. How do you ensure your team understands value? Talk about it all the time. Learn from experience. Team members can shadow on a call to learn. Your team will challenge you. Have a pricing council. We ask subcontractors for a fixed price, but they are usually providing an effort-based price. The more people … [Read more...]
The External Perspective of Value Pricing with Kirk Bowman – 017
In this episode, Wes McClure interviews Kirk on his path to value pricing, the challenges with hourly billing, and the process he uses now with his customers. What was your path to value pricing? Life-long entrepreneur. Custom software developer "by the hour" for the 15 years. Switched to value pricing for 5 years ago. Kirk shares his "conversion" story. Getting to the point you are willing to say no if you can't help the customer becomes an integrity issue. Billing by … [Read more...]