Introduction to the Value Pricing
This session will be dedicated to the possibility that a professional firm will achieve better results for its customers and be more profitable when it recognizes that it does not sell time, but rather knowledge. Creating such an organization is hard work and not for everyone. It requires us to think differently than we have in the past about what it is that we do. You are hereby invited to open a dialogue on a different model for creating and capturing value in a professional firm.
Objectives
Understand that prices are not based on costs, but rather on the perception of customer value
Learn to move off the solution and have the value conversation
How to set your price using
The Seven Ts of Choice
The van Westendorp Questions
The Neinbach Model
