2 Cost-plus pricing and beyond
Competition-driven pricing (market-driven)
The competitive landscape – what is your market positioning?
New service launches – setting the market price
Pitching for Relationship Advice
The link between chemistry, likeability and price
Post-pitch negotiation on price
Clients on historically low rates
Just how strong is your relationship?
Strategy 1 – increase your prices
Strategy 3 – work smarter not harder
Strategy 4 – cut overheads, reduce the cost base
Strategy 5 – cut prices, win more work
Option 2 – project-based costing
Option 8 – discounted hourly rates
Supporting a client in distress
Negotiate with the toughest clients at the right time
Deliver what was actually paid for
Lower rate does not equal less spend
Act for clients that you like (not the bullies)
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?
Pricing across the lifetime of a product
Add-ons and aftercare – double the profit
Unexpected extra costs and penalties
Price matching promises to (accidentally) stop competition
Power by the hour – changing the supply dynamic
Key Performance Indicators exercise
Hidden resources and how to use them
Clients who always want to save money
Finally – when did you last save a client money?
11 Pricing controls and capabilities
Building pricing capabilities by Robert Browne