Great Advice on Services Pricing
I was recently asked to contribute a piece to a special feature titled The One Piece of Advice You Need to Get the Fees You Deserve put out by the folks at Raintoday.com. The report features a lot excellent advice from a great team of thinkers and consultants to services firms. Check it out here.
For those of you who aren’t familiar with it, Rain Today is a rich resource for professionals that are looking for clear advice on the unique aspects of marketing, selling, and pricing services. While you’re there, sign up for their newsletter. Of the many that I get, it is clearly one of the best.
2 comments so far
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Mark,
I love Rain Today. I really appreciate the article you contributed. One of the challenges of value-based pricing is that clients don’t always know what they want before you begin working with them. One of the ways I figured out to get paid while I begin to understand their business is by doing small paid engagements for “assessments” where clients get a web audit or a marketing collateral audit for a set price. This often leads to larger engagements, and gives us a good understanding of the mutual fit between our firms.
Keep up the good writing!
Adrianne Machina
Chief Velocity Officer
http://Tornado-Marketing.com
Adrianne:
That is a terrific way to go about it – and is a practice that we use with our clients as well. I estimate that 2/3 of our initial engagements are smaller, “prove your value” engagements. Virtually all of these include the development of a business case that enable the client to get a much sharper understanding of how we can improve their business performance, what resources it will take, and why in comparison to those results our fees are reasonable.