8

Drivers of value

Typical starting point

Creating different services – part 1: best ever service

Creating different services – part 2: lowest cost

Creating different versions

Price discrimination

Creating different services – statistics and data

Using existing clients as your differentiator

Moving from costs incurred to value delivered

The perfect solution – start with value

Value pricing by work type

The big question: does value pricing mean the end of charging by time?

This chapter is about the importance of understanding a client’s drivers of value: the additional or enhanced services for which they would be prepared to pay a premium, and those parts of a service that they would be happy to forgo in return for a price reduction. This ...

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