In this presentation on “Pricing for Service Professionals”, Helen advocates “value pricing” for professional services. This pricing model begins with defining what constitutes a professional and what exactly is it that they are selling. The end result is a client who knows what value you have added to their business, and who is happy to pay for that.

1. Pricing for Professional Services
Helen Cousins
for
2011 © Copyright Helen Cousins, Xcel Business Solutions 2011

2. What is a Professional?
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3. What do you value in a doctor?
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4. What do you value in a film?
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5. What do you value when raising equity?
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6. Do you care how long it took…
… to perform a successful surgical
operation?
… to make your favourite film?
… to successfully raise equity to fund
your company?
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7. Is time the “value add”?
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8. What are you selling?
This reminds me…
Hourly
Hours Rate Fee
€ €
To Professional Fee 55 €150 €8,250
of this…
Unit
Quantity Price Total
€ €
Kitchen sinks 55 €150 €8,250
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9. If you sell hours…
… aren’t you training your clients to value
hours?
… why won’t your client just buy the
cheapest hours?
… what differentiates you from other
professionals?
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10. We’ve all got 24 hours per day
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11. We’ve all got 24 hours per day
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12. Are all hours equal …
=
… in the context of professional services?
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13. Pricing is a function of Marketing
Product Price
Promotion Place
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14. Value Pricing
Sell knowledge, not time
Results focused, not time obsessed
Fixed price contracts
Remove risk from client
Price by client
Scope your work carefully
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15. Articles on Pricing
Article Published on
Why Business Pricing Can’t be Personal Own Blog
Your Business, Your Price - Do you value YOUR Own Blog
Brand?
Pricing for Profit – Pitching Your Price through Own Blog
Innovation
Pricing for Profit. [Part 1] Bloggertone
Pricing Vs. Costing [Part 2] Bloggertone
Pricing as a Process [Part 3] Bloggertone
Pricing for Professionals [Part 4] Bloggertone
How to Improve Your Profit Margin All About Business (BOI)
The Devil is in the Discount All About Business (BOI)
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16. Connect with Xcel Business Solutions
Helen Cousins
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