Implementing Value Pricing: A Radical Business Model for Professional Firms

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Product details:

• ISBN-10 ‏ : ‎ 9780470584613
• ISBN-13 ‏ : ‎ 978-0470584613
• Author: Ronald J. Baker (Author)

Implementing Value Pricing is a powerful blend of theory, strategy, and tactics. Ron Baker’s most recent offering is ambitious in scope, exploring topics that include economic theory, customer orientation, value identification, service positioning, and pricing strategy. He weaves all of them together seamlessly, and includes numerous examples to illustrate his primary points. I have applied the knowledge I’ve gained from his body of work, and the benefits to me—and to my customers—have been immediate, significant, and ongoing.”

Table of contents:

PART I A RADICAL BUSINESS MODEL

CHAPTER 1 The Firm of the Past 3

CHAPTER 2 The Firm of the Future 7

PART II FOUNDATIONS OF CREATING VALUE

CHAPTER 3 Why Are We in Business? 21

CHAPTER 4 A Tale of Two Theories 25

CHAPTER 5 Four Ps and Five Cs 31

CHAPTER 6 What People Buy 37

The Dynamics of Customer Expectations 38

CHAPTER 7 How People Buy 41

CHAPTER 8 Your Firm’s Value Proposition 49

CHAPTER 9 The Consumer Surplus and Price Discrimination 55

CHAPTER 10 Macro Pricing Strategies 65

CHAPTER 11 Price the Customer, Not the Service 73

Ten Factors of Price Sensitivity 73

CHAPTER 12 There Is No Such Thing as a Commodity 77

CHAPTER 14 Value Pricing and Self-Esteem 95

There Is No Standard Price for Intellectual Capital 98

CHAPTER 15 Ethics, Fairness, and Value Pricing 101

PART III THE GENESIS AND CONSEQUENCES OF HOURLY BILLING AND TIMESHEETS

CHAPTER 16 A Brief History of Hourly Billing and Timesheets 113

CHAPTER 17 The Deleterious Effects of Hourly Billing 119

PART IV WHAT REPLACES HOURLY BILLING AND TIMESHEETS

CHAPTER 18 Why Carthage Must Be Destroyed 143

What, Exactly, Replaces Hourly Billing and Timesheets? 147

CHAPTER 19 Price-Led Costing Replaces Hourly Billing 149

CHAPTER 20 The Wrong Mistakes 155

CHAPTER 21 Who Is in Charge of Value? 163

CHAPTER 22 Measure What Matters to Customers 173

CHAPTER 23 Firm-wide Key Predictive Indicators 181

CHAPTER 24 Knowledge Worker Key Predictive Indicators 191

CHAPTER 25 After Actions Reviews 205

CHAPTER 26 O’Byrne & Kennedy: A Firm of the Future 215

PART V EIGHT STEPS TO IMPLEMENTING VALUE PRICING

CHAPTER 27 The Eight Steps at a Glance 231

CHAPTER 28 Step One: Conversation 235

CHAPTER 29 Step Two: Pricing the Customer: Questions for the Value Council 245

CHAPTER 30 Step Three: Developing and Pricing Options 257

CHAPTER 31 Step Four: Presenting Options to the Customer 281

CHAPTER 32 Step Five: Customer Selection Codified into the Fixed Price Agreement 289

CHAPTER 33 Step Six: Proper Project Management 299

CHAPTER 34 Step Seven: Scope Creep and Change Orders 311

CHAPTER 35 Step Eight: Pricing After Action Reviews 317

PART VI INFLECTION POINT

CHAPTER 36 No One Can Forbid Us the Future 321

CHAPTER 37 Declaration of Independence 331

Title Tag:

Implementing Value Pricing – Transform Your Professional Firm’s Business Model
Revolutionary Value Pricing Strategy – Elevate Your Professional Services Firm
Embrace Value Pricing: Innovate and Enhance Your Professional Firm’s Revenue Model