Breaking the Time Barrier
If you are in the managed services business (for that matter, even if you sell a product), be it a consultant, GC, EC, security system salesperson, attorney, engineering firm, architect or physician you might want to get a look at this parable penned by Mike McDerment, CEO of Freshbooks.
The view from here? A fascinating perspective on how to price and position in an increasingly commodity world. Breaking the time barrier (cost-plus), the art of value-pricing and the gradual ascent upmarket.
Plan to set aside an hour of quiet time.
For instance, look for this "nugget":
"The best thing I can do for the client is to help them explore what they want. And it turns out, this initial conversation about their problem is the foundation of my approach to pricing.”