August 2015
Beginner
320 pages
8h 21m
English
Content preview from Mastering Services Pricing
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5
The pricing lever
Strategy 1 – increase your prices
Strategy 3 – work smarter not harder
Strategy 4 – cut overheads, reduce the cost base
Strategy 5 – cut prices, win more work
In this chapter we are going to examine some of the options that are open to a firm that wants to increase its profits. Most service firms have a relatively simple business model which involves employing staff, housing them, selling their time (either by the hour or using fixed or project-based fees), then accounting for and billing that.
I will look at the options available to a firm that wants to increase profits, which include increasing the prices charged; working harder or increasing utilisation; the infamous ‘working smarter not harder’; ...
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.