VeraSage

If You Don’t Discuss Value, Expect to Discuss Hours

Ron Baker - 06/06/2006

We hear it from partners in every firm, no matter where in the world we are:  “Our clients just don’t want alternative pricing methods.  They always bring the conversation back to hours.”

Of course they do.  Because you aren’t discussing value up-front with them.  Mostly because firms haven’t taken the time to understand the value they are creating.  If you don’t understand the value you create, you’ll never be able to capture it with effective and strategic pricing.