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

Compensating Your Team Based on Value with Christopher Marston – 089

March 22, 2016 by Kirk Bowman Leave a Comment

Compensating Your Teams Based on Value with Christopher Marston

For over a decade, Chris Marston has been paying his team based on the value they create for the law firm. Each employee can choose how to serve a customer in an engagement from five different roles. The contribution of the role, the lifecycle of the project and the importance of the customer to the firm determine the compensation paid. His “value” model aligns how the company prices customers to how it compensates the team.

Filed Under: Episodes, Legal, VeraSage Tagged With: Attorney, Compensation, VeraSage

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

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

The Journey from Time to Value with Matthew Burgess – 041

April 14, 2015 by Kirk Bowman Leave a Comment

The Journey from Time to Value with Matthew Burgess

Matthew Burgess is a lawyer who lost a customer when he sent an email at 4:30am on a Sunday. The customer said he wanted Matthew’s best work not what remained after exhaustion. This incident started Matthew’s quest to find a better way. For the last ten years, he has practicing value pricing at his own firm, View Legal. He shares why the switch is a journey instead of a destination.

Filed Under: Episodes, Legal, Switching, VeraSage Tagged With: Accounting, Attorney, VeraSage

The State of Value Pricing (Down Under) with Steve Major – 036

March 10, 2015 by Kirk Bowman Leave a Comment

The State of Value Pricing (Down Under) with Steve Major

Steve Major is a pricing and business consultant from Australia. He started out as a charted accountant (CPA) and then founded a consultancy for accountants called Pricing Power. He grew up on a sheep station (70,000 acres) in Texas, Queensland. He is the host of the Pricing Power podcast and enjoys landscape photography. Switching to Value Pricing What […]

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

The Magic and Logic of Pricing with Tim Williams – 034

February 24, 2015 by Kirk Bowman 3 Comments

The Magic and Logic of Pricing with Tim Williams

Tim Williams is a marketing professional with over 20 years experience in large agencies. He is the founder of Ignition Consulting Group and author of Positioning for Professionals. Tim is also a Senior Fellow at the VeraSage Institute. Pricing Integrity What is the most important thing you can share about pricing? Stand your ground. When […]

Filed Under: Episodes, Positioning, VeraSage Tagged With: Creative agency, Positioning, VeraSage

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

How to Have a Value Conversation with Dan Morris – 023

December 16, 2014 by Kirk Bowman Leave a Comment

How to Have a Value Conversation with Dan Morris

Dan Morris runs an accounting company and loves to ask, “What if?” He thinks of himself as the rudder to help his customers think strategically. What is the most important thing you can share about pricing? Always remember that whatever the price, the price to the customer has to be less than the value they receive. […]

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

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