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-Pricing Strategy-

Busy Fools vs. Eureka Moments

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Busy Fools vs. Eureka Moments

If your firm sells hours, how do your clients distinguish between paying for busy fools and eureka moments?  Are they paying for middling plodders or proficient geniuses? Distracted muddlers or breakthrough brains? The billable hour, while arguably an easy thing to track, is not an easy thing to value. 

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Pricing, Not Price, as a Competitive Advantage

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Pricing, Not Price, as a Competitive Advantage

The way to win more business is not to offer the best price, but rather the best pricing approach. Many firms will argue that their clients are “price shoppers,” and it’s true there are undiscriminating buyers in every market.  But most smart clients understand you get what you pay for.  The reason even some of them seem prone to “buy on price” is much more about _how we sell_ than how they buy. 

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Seven Ways to Create New Revenue Streams

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Seven Ways to Create New Revenue Streams

Would you like to earn money while you sleep? Most of your clients do.  While most product and service companies have diverse ways of generating revenues, professional services firms generally don’t make money unless they’re recording hours on a timesheet. But an emerging crop of innovative firms across the globe are successfully cultivating new revenue streams, diversifying their sources of income, and yes, even making money while they sleep.   How do they do it? Here are seven ways you can accomplish this in your own business.

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Go Beyond Scope of Work to Scope of Value

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Go Beyond Scope of Work to Scope of Value

Agencies are routinely given various “Scopes of Work,” then dutifully proceed to fulfill their client’s requests. But what’s missing from this sequence of events? What should come before the SOW? Our answer: the SOV — Scope of Value.

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Is Your Firm Incentivized to Be Inefficient?

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Is Your Firm Incentivized to Be Inefficient?

Why are firms like advertising agencies routinely criticized by clients for lacking the tools and practices that would make them more efficient?  The answer in large part is that there are no real economic incentives in place to make these things happen.  And if there's one thing economists agree on, incentives matter.

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Why You Should Always Provide Pricing Options

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Why You Should Always Provide Pricing Options

When you equip clients and prospects with options, you’re not only providing immensely useful decision-making context, you’re also fundamentally altering the dynamics of the agency compensation game. Offering different options changes the dialogue away from “How many hours will this take to “Which of these options would work best?” Showing different combinations of program elements and deliverables keeps the conversation focused on what clients really buy: outputs, not inputs.

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