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Propulsion: Exploring the "next practices" of successful marketing communication firms

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It’s up to sellers (agencies) to change pricing strategies, not buyers (clients)

July 15, 2008 | Author: Ron Baker

The history of commerce teaches us that almost every single innovative pricing change has been done by sellers, not buyers. This is because most pricing strategies are often changes in business models — that is, how companies monetize the value they create.

Yet, across the professional knowledge sector we hear endlessly how firms and their clients are going to have to jointly get rid of the billable hour. This is nonsense.

Intellectual capital isn't sold by the hour

Professional firms will have to eliminate the billable hour by changing their...

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