Blog
Category: Pricing
Outcome‑Based Pricing: The Model Clients Actually Want
Clients aren't buying hours, they're buying outcomes. Here's why outcome-based pricing is reshaping how professional services firms price their work.
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Why a lack of pricing discipline is undermining your profitability
Pricing inconsistency quietly erodes profitability and client trust. Here's why it happens, and the framework professional services firms can use to fix it.
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The hidden pricing mistake most professional services firms make
Answering "how much will this cost?" too quickly is one of the fastest ways to undervalue your work. Here's what to understand before you quote a fee.
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Client Feedback Program for Professional Services Firms: Why It's Essential
A well-designed client feedback program is no longer a “nice to have.” It’s one of the most effective business development, retention and pricing tools available to professional services firms.
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A Value Pricing Master Class by Alec Guinness (Star Wars)
When you think about Star Wars, you think: George Lucas, Luke Skywalker, Princess Leia, Han Solo, Darth Vader and maybe an Ewok or two. What you are unlikely to do is make a connection between Star Wars and Value Pricing. But, if you are a student of Value Pricing looking to understand the impact it can have on the bottom-line, then Star Wars is a good place to start.
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The future role of AI in business development
At its core, business development in professional services is about people. Despite what people might be telling you about the wonders of artificial intelligence (AI); the art of building trust, listening to client needs, and staying front-of-mind will still require the human touch for years to come.
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Trust-based pricing: when relationships set the price
For some time now we have been told that the onset of artificial intelligence (AI) will doom the billable hour and that value-based pricing is the future. But, what if they are wrong?
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Professional services firms: pricing the uncertain
Pricing work that lacks clear deliverables, predictable timelines, measurable outcomes or a defined scope of services is one of the biggest challenges professional services firms face today.
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Redefining leverage in the age of AI
As the age of artificial intelligence (AI) dawns, the traditional view of leverage is being reviewed and rewritten. Tomorrow, leverage is going to be less about headcount ratios and more about a new dynamic.
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How to attract high-value clients
High-value clients gravitate toward firms that are intentional about how they present themselves, what they do, who they serve and what value they are delivering to their clients.
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10 ways AI will change your firm’s pricing
Fundamentally, AI will bring discipline to pricing by offering firms real-time insights, automating routine processes, and revealing patterns that help partners and pricing teams make better decisions.
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Receiver pricing: a procurement-led perspective
Receiver pricing is a relatively new concept to professional service suppliers. In short, it is structured from the perspective of the purchaser/buyer of your service, not the more traditional model o
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