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The Internal Perspective of Value Pricing with Kirk Bowman

The Internal Perspective of Value Pricing with Kirk Bowman – 018

November 25, 2014 by Kirk Bowman Leave a Comment

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.

http://traffic.libsyn.com/artofvalue/018-The-Internal-Perspective-of-Value-Pricing.mp3

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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 there are who are looking at a project from a value perspective, the better it is for the customer.
  • My team has authority to write and price under a certain dollar amount.

How does value pricing work with Agile development?

  • Kirk believes in an Agile/Waterfall development process.
  • Agile transfers more risk to the customer.
  • You have to define your boundaries, but set a price to give you flexibility.

How has value pricing affected you and your company financially?

  • A debt-free business with savings allows us to make better decisions.
  • Having the ability and confidence to say no is easier when you are not “living paycheck to paycheck”.
  • Collect money upfront and then work harder to serve a customer who trusts us.
  • Value pricing allows you to go to conferences, work on internal projects and gives you room to experiment.
  • Shift customer perspective from inputs to outputs.
  • Guarantee your work.
  • Team will do everything in our ability to make a project 100% successful.
  • Becoming a pricing consultant came out of value pricing for my software company.
  • Coaching and training offerings are coming out of the value pricing world.
  • Value is subjective; every price is contextual.

Thanks to Wes McClure for conducting this interview, wesmcclure.com.

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

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