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 a profitable business. Then use the value conversation to identify and educate customers that you can serve and with whom you enjoy working.
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 […]
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 […]
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.
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. […]
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 […]
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” […]