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Drivers of value
Creating different services – part 1: best ever service
Creating different services – part 2: lowest cost
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
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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