Highlights
• First and second law of pricing and how they influence your pricing decisions
• How the anchoring and framing effects influence pricing
• What and how people buy
• Handling price objections
• Proper project management
• Facilitating a pricing after action review
• Importance of price psychology and emotions
• Why your firm should offer a value guarantee
• How hourly billing is a suboptimal pricing strategy
Objectives
• Identify how to have the value conversation with clients
• Determine how to price the customer, not the services
• Determine how to develop pricing and presenting options
• Identify fixed-price agreements, pricing objections, project management, change requests, change orders and pricing after action reviews