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.

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