Art Of Value

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Discover Impact, Meaning and Feeling with Matthew Tol – 098

May 24, 2016 by Kirk Bowman Leave a Comment

Discovery Impact, Meaning and Feeling with Matthew Tol

At times, value pricing can seem complex. However, if you boil it down to the core elements it is listening to the customer, discovering the impact and then creating options. Matthew Tol is passionate about the fundamentals and believes you should expand discovery to include the meaning and feeling to the customer to fully understand the value landscape.

Filed Under: Accounting, Episodes, VeraSage Tagged With: Options, Value conversation, VeraSage

A Value Conversation for the Solopreneur with Eric Davis – 095

May 3, 2016 by Kirk Bowman Leave a Comment

A Value Conversation for the Solorpreneur with Eric Davis

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.

Filed Under: Episodes, Software Tagged With: Project management, Software development, Value conversation

Singing the Praises of Value Pricing with BJ Lee – 090

March 29, 2016 by Kirk Bowman Leave a Comment

Singing the Praises of Value Pricing with BJ Lee

Making money as a music teacher is tough, especially if you charge by the hour. That is why BJ Lee and his wife Sylvia decided to use a different business model in their vocal coaching practice. They wanted to price their services based on the results their student would achieve rather than the time for the […]

Filed Under: Episodes, Switching Tagged With: Options, Value conversation, Value pricing story

Creating Proposals That Win Business with Curtis McHale – 087

March 8, 2016 by Kirk Bowman 16 Comments

Creating Proposals That Win Business with Curtis McHale

The traditional view of the proposal is that the professional must wow the customer with his expertise. A contrary view is the proposal is a collaboration between the professional and the customer. A collaboration that explores the value they can create, the value they should create, and the most valuable way to do it. WordPress developer […]

Filed Under: Episodes, Software, WordPress Tagged With: Options, Proposals, Value conversation

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

Selling Value to Corporate Purchasing with Jennifer Kinson – 074

December 8, 2015 by Kirk Bowman Leave a Comment

Selling Value to Corporate Purchasing with Jennifer Kinson

Jennifer Kinson sells professional services to Fortune 100 customers in information technology. She typically manages 6- to 7-figure deals. Because of the size of the engagements, Jennifer has to put together ROI statements for her customers. She does not have a traditional sales background, and that works to her advantage. Her husband, James Kinson, is […]

Filed Under: Episodes, Software Tagged With: Positioning, Sales, Value conversation

The Impact of Really Smart People with Kirk Bowman – 071

November 17, 2015 by Kirk Bowman 2 Comments

The Impact of Really Smart People with Kirk Bowman

This episode is a summary of two conferences Kirk Bowman attended this quarter. The ideas from these events challenged his thinking and influenced how he will do business in the future. The conferences were the VeraSage Symposium in Boston and Regency Mastermind in Phoenix. VeraSage Symposium Asking Great Questions – Ed Kless with Sage Shut Up and Eat Your French Fries from The […]

Filed Under: Episodes, VeraSage Tagged With: Copywriting, Positioning, Value conversation

VeraSage State of the Union 2015 with Baker, Kless & Chisholm – 069

November 3, 2015 by Kirk Bowman Leave a Comment

VeraSage State of the Union 2015 with Baker, Kless & Chisholm

This episode of the Art of Value Show is a live recording from the bi-annual VeraSage Symposium, which was in Boston, MA. The distinguished panelists or VeraSagi are Ron Baker, Ed Kless, John Chisholm and Kirk Bowman. This episode will be rebroadcast on The Soul of Enterprise with Ron & Ed and Pricing Power by Steve Major. What is the future of value […]

Filed Under: Episodes, VeraSage Tagged With: Psychology, Value conversation, VeraSage

Pursuing of the Economic Buyer with Higbee & Riopelle – 065

October 6, 2015 by Kirk Bowman Leave a Comment

Pursuing the Economic Buyer with Wes Higbee & Matt Riopelle

Wes Higbee is a software consultant from New York. He has been interviewed on the AOV Show before about software consulting, agile development, and customer value. Matt Riopelle is a creative consultant from Austin. He was a guest on the AOV Show previously to discuss the importance of pricing. Wes and Matt practice value pricing in their businesses and frequently […]

Filed Under: Episodes Tagged With: Psychology, Sales, Value conversation

The Ethics of Price Discrimination with Rags Srinivasan – 064

September 29, 2015 by Kirk Bowman 2 Comments

The Ethics of Price Discrimination with Rags Srinivasan

Rags Srinivasan is an engineer, turned pricing consultant. His epiphany came when he realized it is not about costs. Nowadays, he leverages an analytical approach on pricing. He has an MBA from the Haas School of Business at Berkeley, where he studied with Teck-Hua Ho. He is an avid hiker and said that if it is not […]

Filed Under: Episodes Tagged With: Options, Psychology, Value conversation

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