Pricing for Professional Services

2011 © Copyright Helen Cousins, Xcel Business Solutions 2011

Helen Cousins

for

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What is a Professional?

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What do you value in a doctor?

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What do you value in a film?

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What do you value when raising equity?

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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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Is time the “value add”?

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What are you selling?

Hourly Hours Rate Fee

€ €To Professional Fee 55 €150 €8,250

Unit Quantity Price Total € €

Kitchen sinks 55 €150 €8,250

This reminds me…

of this…

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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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We’ve all got 24 hours per day

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We’ve all got 24 hours per day

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Are all hours equal …

=

… in the context of professional services?

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Pricing is a function of Marketing

Product Price

PlacePromotion

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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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Articles on Pricing

Article Published on

Why Business Pricing Can’t be Personal Own Blog

Your Business, Your Price - Do you value YOUR Brand?

Own Blog

Pricing for Profit – Pitching Your Price through Innovation

Own Blog

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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Connect with Xcel Business Solutions

Helen Cousins