Podcasts about value based pricing

In this new episode of Path to Market, our Director Natasha Lytton and co-host Micah Smurthwaite, Partner at Pipeline Ventures, sit down with Tim Bertrand — a three-time GTM leader who's scaled companies from just a few million to hundreds of millions in revenue. Currently serving as President of HAProxy, Tim previously held sales leadership roles at Acquia and Project44, and brings deep insights into category creation, founder-led sales, sales hiring, and international expansion.Tim walks us through his career of building sales engines from the ground up — including Acquia's leap from $2M to $200M+ ARR — and explains why he keeps coming back to the early-stage trenches.He also shares actionable advice for founders: when to hire (and who to hire) in your first sales roles, how to think about pricing in new markets, how to align product and GTM, and what great onboarding and sales coaching look like.Here's what's covered:05:00 Early-Stage Sales: Why Tim Keeps Coming Back07:12 Structuring Your First Sales Hires09:44 Traits of Great Early-Stage Sellers13:00 Does Domain Expertise Matter?15:28 Best Practices for Sales Onboarding17:48 Sales Methodologies: MEDDICC & BANT22:14 Creating Real Urgency in the Sales Cycle30:23 Value-Based Pricing & Market Signals38:09 Building a Business Around Open Source42:16 Sales Methodologies for Founders43:40 Hiring a CRO: When & What to Look For

Points of Interest1:09 – 2:28 – Meet Rich Brett: Rich shares his background in agency finance and how he now serves 12–15 agencies monthly by bridging gaps between finance, operations, and strategy.2:29 – 4:03 – The FinOps Mindset: Rich defines FinOps as the intersection of finance and operations—connecting financial data with the reality of agency delivery for more meaningful insights.4:04 – 6:02 – Rate Cards and Data Integrity: The duo explores how operational metrics like utilization and recovery must align with financial planning, especially when building rate cards.6:03 – 9:03 – Revenue Recognition Fundamentals: Rich explains revenue recognition as booking revenue based on delivery progress rather than invoice or payment dates, providing a more accurate financial view.9:04 – 12:08 – Cash vs. Accrual Accounting: Marcel and Rich outline the critical distinction between accrual accounting for tax, GAAP, and management purposes—and why methodology matters for insight.12:09 – 15:17 – Common RevRec Mistakes: Many agencies overcomplicate revenue recognition or fail to track only fee-earned income, leading to distorted financials and misaligned reporting.15:18 – 17:55 – Building a Methodology: Rich outlines a practical approach using project forecasts, resourcing, and delivery inputs to estimate monthly revenue earned from projects.17:56 – 21:08 – Percent Complete Frameworks: The episode covers five models for calculating project completion—from time vs. timeline to project manager estimates—each with pros and cons.21:09 – 24:47 – Operational Insights from Finance: They highlight how mismatches between recognized revenue and time tracking reveal performance issues and inform staffing decisions.24:48 – 27:37 – Working with Accountants: Rich emphasizes keeping revenue recognition simple and ensuring bookkeepers support your methodology with appropriate journal entries.27:38 – 36:00 – Scope Clarity and Internal Truth: The conversation turns to separating internal planning from client-facing documents and how poor internal assumptions lead to inaccurate reporting.Show NotesRich's LinkedInResource plan-based/general forecastMy FrameworkTime vs timelineHours vs budgetBurndownInitial project shape% complete

Thriving Business Finances with Value-Based Pricing Strategies and the Profit First Model Running a successful business today requires more than just hard work—it takes strategy, clarity, and a sustainable approach to finances. Adopt value-based pricing strategies and implement the Profit First model to avoid burnout. Together, these two approaches enable business owners to set prices based on the value they provide, ensuring that profit is prioritized from the outset. Rethinking Your Worth with Value-Based Pricing Strategies: What Are You Providing? One of the most common pitfalls in business is undervaluing your work, particularly when pricing is based solely on the time spent. Instead of asking, "How long did this take me?" with value-based pricing strategies, we ask, "What difference is this making for the person I serve?" When you price based on value, you recognize the real impact of your work: peace of mind, business growth, clarity, and confidence. These things go far beyond time spent and deserve to be reflected in how you charge. Clients aren't just paying for your time—they're investing in meaningful change. And that change has measurable value. You deliver an ROI when you help a client increase their revenue, streamline operations, or reduce stress that leads to better decision-making. This return on investment (ROI) often exceeds the cost of your services. By clearly communicating that ROI—whether it's financial growth, time saved, or long-term stability—you make it easier for clients to see your services as an investment, not an expense. When you price according to the outcomes you create, you simplify your pricing, establish clear expectations, and reinforce the true worth of your services. Read the full show notes and access all links. Website for Kristin Gravitt Additional Resources Download the free eBook: A guide for alleviating anxiety and developing healthy habits for a healthy mind Why every entrepreneur needs systems and processes to scale their business

Sam Hanson shares his journey from leaving a 10-year job to starting his own motion design business that's doubled every month, offering insights on finding your worth as a creative and the importance of genuinely helping clients rather than just focusing on billing hours. Key Takeaways Understand your value by asking clients what solving their problems is worth to them - don't just set an hourly rate based on what you think you deserve Being helpful, cheerful and consistent creates relationships that lead to more work - Sam's biggest clients keep giving him more projects because he makes their lives easier Having a community of supportive peers (like a mastermind group) provides the encouragement and accountability needed to take risks and grow your business About Sam Hanson Sam Hanson is a motion designer and founder of Unlidded Co., focused on helping brands repurpose existing content and create motion graphics that bridge the gap between static design and video. His work helps build a cohesive, consistent brand narrative across platforms, drawing on over a decade of experience he finds brand design with live action. In This Episode [00:00] Welcome to the show! [04:24] Meet Sam Hanson [06:16] Mastermind Retreat Takeaways [10:50] Mastermind Group [22:31] Value Based Pricing [28:51] Helpful Softwares for Business [31:15] Discovering Your Value [44:49] Connect with Sam [47:28] Outro Quotes "Find out your worth and then believe in it. Like if you've gotten paid more than you think you're worth before and you actually delivered and then that person's happy, don't go back from that because you can do that at that same level again and again." - Sam Hanson "My takeaway is that people are way more encouraging than you are to yourself. And that was a huge, huge boost for me." - Sam Hanson "You don't need to figure out your worth. That's what that project's worth. That's what solving this problem, that's what it's gonna be worth for them." - Ryan Koral "The best advice I can give to myself is to keep going. Sometimes things are really hard and they don't need to be. And even if they feel like that, it seems like it just keeps getting better." - Sam Hanson Guest Links Find Sam Hanson online Book a call with Sam Hanson - he'd love to connect with fellow creatives and business owners! Find Sam Hanson on Facebook | Instagram Connect with Sam Hanson on LinkedIn Links  Find out more about the Studio Sherpas Mastermind Join the Grow Your Video Business Facebook Group  Follow Ryan Koral on Instagram Follow Grow Your Video Business on Instagram Check out the full show notes

Are you secretly undercharging for your work (and you know it)? In this episode, we're getting into the real talk behind pricing: the mindset blocks, the fear of rejection, and how to confidently raise your rates without guilt. We share our own pricing journeys, the psychology behind perceived value, and practical tips to help you price with confidence. If you've been second-guessing your rates or struggling to own your worth, this one's for you. In between a big decision? Need advice? Drop a voice message and we'll answer it live on the podcast. Or submit a written question here if voice notes aren't your thing. //@inbetween.pod//@astridjohanaphoto//@alexisteichmiller

Es gibt viel zu besprechen in der neuesten Ausgabe des AI Talk. Unsere Hosts Clemens Wasner, KI-Unternehmer bei EnliteAI und Chairman von AI Austria, und Jakob Steinschaden von Trending Topics wühlen sich einmal quer durch die neuesten Geschehnisse am KI-Markt und nehmen unter die Lupe:Super Safe Intelligence: Kein Produkt, aber 32 Milliarden Dollar BewertungDas Debakel von Meta rund um Trickerseien bei Llama 4Auswirkungen der Google AI Overviews auf TrafficPricing-Strategien von OpenAI, Anthropic und CoValue-based PricingAI Website Builder von Wordpress und CoScale-up der Woche: Finmatics Wenn dir diese Folge gefallen hat, lass uns doch fünf Sterne als Bewertung da und folge dem Podcast auf Spotify, Apple und Co. Für Anregungen, Kritik, Feedback oder Wünsche zu künftigen Gästen schick uns jederzeit gerne eine Mail an ⁠⁠⁠⁠⁠⁠⁠feedback@trendingtopics.at.

Attorney Craig Dobson, an expert on ethics and professional responsibility, joins Stephanie Everett to talk about the ethical and professional responsibility concerns lawyers face in a rapidly evolving legal landscape. They discuss how solo and small firm attorneys can stay compliant while leveraging new tools, the importance of confidentiality and competence, and the fundamental need to maintain diligence in your practice. Craig and Stephanie examine alternative fee structures beyond just hourly billing and provide guidance on ethical practices around lawyer pricing models. Craig also shares how he's approaching billing in his own practice and why lawyers need to be proactive about understanding the risks.  Read Craig's article: Overview | Full Article    Listen to our other episodes about ethics and alternative billing practices:   #350: Ethics in Your Business: It's More than Regulations, with Susan Liautaud Apple Podcasts | Spotify | Legal Talk Network  #488: The Power of Value-Based Pricing, with Shaun Jardine Apple Podcasts | Spotify | Lawyerist   #543: What Lawyers Need to Know About the Ethics of Using AI, with Hilary Gerzhoy Apple Podcasts | Spotify | Lawyerist  #547: Legal Tech You Need for Flat Fees, with Adriana Linares Apple Podcasts | Spotify | Lawyerist     Have thoughts about today's episode? Join the conversation on LinkedIn, Facebook, Instagram, and X!  If today's podcast resonates with you and you haven't read The Small Firm Roadmap Revisited yet, get the first chapter right now for free! Looking for help beyond the book? See if our coaching community is right for you.  Access more resources from Lawyerist at lawyerist.com.  Chapters:    00:00 Introduction   00:18 Lawyerist Coaching  05:22 Expense Tracking in MyCase   10:01 Integrating Finance with Practice  14:54 Immigration Law and the Current Administration  17:53 Specialization and Maintaining Competence Across Multiple Areas  22:39 Lawyer Pricing Models in an Era of Uncertainty 

Attorney Craig Dobson, an expert on ethics and professional responsibility, joins Stephanie Everett to talk about the ethical and professional responsibility concerns lawyers face in a rapidly evolving legal landscape. They discuss how solo and small firm attorneys can stay compliant while leveraging new tools, the importance of confidentiality and competence, and the fundamental need to maintain diligence in your practice. Craig and Stephanie examine alternative fee structures beyond just hourly billing and provide guidance on ethical practices around lawyer pricing models. Craig also shares how he's approaching billing in his own practice and why lawyers need to be proactive about understanding the risks.  Read Craig's article: Overview | Full Article    Listen to our other episodes about ethics and alternative billing practices:   #350: Ethics in Your Business: It's More than Regulations, with Susan Liautaud Apple Podcasts | Spotify | Legal Talk Network  #488: The Power of Value-Based Pricing, with Shaun Jardine Apple Podcasts | Spotify | Lawyerist   #543: What Lawyers Need to Know About the Ethics of Using AI, with Hilary Gerzhoy Apple Podcasts | Spotify | Lawyerist  #547: Legal Tech You Need for Flat Fees, with Adriana Linares Apple Podcasts | Spotify | Lawyerist     Have thoughts about today's episode? Join the conversation on LinkedIn, Facebook, Instagram, and X!  If today's podcast resonates with you and you haven't read The Small Firm Roadmap Revisited yet, get the first chapter right now for free! Looking for help beyond the book? See if our coaching community is right for you.  Access more resources from Lawyerist at lawyerist.com.  Chapters:    00:00 Introduction   00:18 Lawyerist Coaching  05:22 Expense Tracking in MyCase   10:01 Integrating Finance with Practice  14:54 Immigration Law and the Current Administration  17:53 Specialization and Maintaining Competence Across Multiple Areas  22:39 Lawyer Pricing Models in an Era of Uncertainty  Learn more about your ad choices. Visit megaphone.fm/adchoices

Fair to Others But Not Yourself? Why You Need That +10% Are you charging what's "fair" but forgetting to be fair to yourself? In this episode, April exposes the dangerous habit of undercharging that's sinking businesses and nonprofits – and why you need to add that critical +10% to protect your legacy.

Have you ever wondered if there's a better way to run your creative business - one that feels less exhausting and more aligned with who you truly are? After speaking with hundreds of you creative entrepreneurs out there, in many different fields, I've noticed a very common thread: the most successful creative businesses aren't built on following industry rules or pushing through limitations. They're built around the owner's natural strengths. In this episode, I'm very excitingly unveiling a new comprehensive support system I've been developing behind the scenes to help creative business owners uncover their unique strengths and turn them into a profitable business that's authentically yours.   Key Moments: [00:00] Introduction to finding out what I have been pouring my heart into for the last 12 months [01:58] Reflection on last week's concept of building a business around your exceptional strengths [04:36] The common challenges faced by creative entrepreneurs who aren't aligned with their strengths [06:29] My personal journey from kitchen table to seven-figure creative business [10:38] Introduction to the three-tier support system launching in 2025 [11:02] 1. The Value Pop: Day-to-Day Handbook for Today's Creative Entrepreneur [13:13] 2. The Bright Line: A program focusing on value-based pricing [14:57] 3. The Colour Lab: A fully comprehensive program with community support [18:43] Why this approach differs from other business programs [19:52] Real transformation stories from creative entrepreneurs [26:31] My personal mission and work with my own mentor [28:28] Plans for a potential YouTube channel [29:22] Closing thoughts and invitation to join the waitlist   Notable Quotes: "When your business isn't aligned with what you do best, it feels like an uphill battle —long hours, pricing struggles, constantly looking at others for answers." "Most business advice starts with strategies, tactics, or one-size-fits-all blueprints. But I've seen time and again that these approaches often fail creative entrepreneurs."   Resources Mentioned: Read: This Week's Journal Post Last week's Episode:  Finding Your Exceptional Strength: The Key To An Unstoppable Creative Business Handbook: The Value Pop Handbook  Program: The Bright Line Program  Program: The Colour Lab Program Website: www.philippacraddock.com Email: news@philippacraddock.com   Share Your Insights: I would genuinely love to hear your thoughts on this episode and the upcoming programes. What you have to say really matters as many of our conversations go on to shape future content, so please do pop over to Instagram and send me a DM.   Never Miss an Episode:  Subscribe to the weekly newsletter to be the first to hear what is coming next!

Paolo De Angeli is currently leading the Customer Experience and Customer Value Management teams at Borealis AG. He has a strong background and passion for Customer Value, from Value Creation to Value Based Pricing. In this episode, Paolo shares the importance of persistence for pricing practitioners, encouraging them to confidently share their insights even when facing resistance. He highlights that pricing is not just about numbers but also about effective change management and influencing senior leaders. By staying committed and focusing on both soft skills and strategy, pricing professionals can drive impactful results.   Why you have to check out today's podcast: Gain actionable strategies for understanding customer needs, framing value propositions, and making data-driven pricing decisions. Dive into valuable lessons on building strong supplier-customer relationships. Learn how pricing is as much about effective communication and influencing as it is about numbers, with tips on navigating resistance.   “If you are a pricing practitioner, you spend time learning, investing. Maybe like I did, taking some certification like the Professional Pricing Society, or you've been involved in the network. You are entitled to share your opinions.” - Paolo De Angeli   Topics Covered: 01:47 - How he found himself in pricing and what made him embrace it 03:45 - Reflecting on the evolution of the pricing profession 05:32 - Articulating the strategic reasoning behind his role as Head of Customer Experience and Customer Value Management 09:09 - Explaining how customer experience and customer value management are interconnected within a continuous commercial operations cycle 14:28 - Emphasizing the importance of having more customer value conversations, highlighting that customers are generally receptive to it 15:33 - Explaining how companies often fear customer value conversations due to the risk of their assumptions being challenged 20:08 - What process he employs when customers suggest improvements 22:05 - The importance of leading value discussions and identifying and addressing specific KPIs that matter to the customer to demonstrate value 25:20 - Highlighting the need to understand the customer's needs before discussing KPIs 27:11 - Why you need to look beyond customer feature requests to uncover the underlying problems 28:56 - How effective value management benefits both the supplier and the customer, creating a win-win scenario 30:13 - Paolo's best pricing advice   Key Takeaways: “Everything that we do internally, when we challenge our value proposition, and we try to understand where our differential value is, comes not only from our internal perception but also and above all from what our customers are telling us.” - Paolo De Angeli “Companies are afraid that customers will not talk, will not share, and will destroy these hypotheses and negotiate on price. And the solution for this is to build a relationship that is more going in the direction of partnership than a transaction with your customers.” - Paolo De Angeli “If we want to simplify two main applications for customer value management, one is when you launch a new solution in the market, you need to have a differential value, a compelling value proposition, so that you need to be convincing both internally and externally and explain why anyone in the world should be interested in buying from you this new solution and not an existing one.” - Paolo De Angeli “Managing expectations is the most important thing, it's not because they ask for something that they will get it, but it's, I think that what we owe our customers is to listen to them. Have a conversation on why certain things are possible and others are not, and then have a joint collaboration on what's possible.” - Paolo De Angeli “Before understanding the KPIs, we need to understand their [customers] needs. We need to understand what their problems are.” - Paolo De Angeli “It's important to agree on the KPIs, but what matters is, to understand what their[customers] problems are and help them understand the profit equation.” - Paolo De Angeli   People/Resources Mentioned: Professional Pricing Society: https://www.pricingsociety.com/ European Pricing Platform: https://www.pricingplatform.com/about-epp Syngenta: https://www.syngenta.com/   Connect with Paolo De Angeli: LinkedIn: https://www.linkedin.com/in/paolo-de-angeli-cpp-b232b85/   Connect with Mark Stiving: LinkedIn: https://www.linkedin.com/in/stiving/ Email: mark@impactpricing.com  

Mark Herring is a passionate marketing leader with strong technical roots and deep knowledge of how to market cloud and enterprise software to open-source developers and DevOps audiences. He is the Chief Marketing Officer at HiveMQ. In this episode, Mark shares his approach to cold outreach, explaining why leading with recognizable brands before introducing value creates engagement. He explores effective email strategies, emphasizing the power of short, curiosity-driven messages over long, detailed pitches. He also discusses pricing from the buyer's perspective, highlighting how perceived value—rather than just function—drives purchasing decisions.   Why you have to check out today's podcast: Learn proven strategies for grabbing attention in cold calls and emails, using brand credibility and psychological triggers like FOMO. Discover how to price based on what buyers truly value, rather than just cost or features, using real-life analogies. Get practical tips on structuring sales conversations to keep prospects engaged without sounding like a typical salesperson.   “Try and understand the value in the eyes of your buyer. I think far too many times as vendors, we think there's intrinsic value because it costs us much to produce or we think it looks like that. It's trying to understand from a buying perspective, what is the value you're providing.” - Mark Herring   Topics Covered: 01:29 - How his journey from development to product marketing led him to pricing 03:41 - How his early pricing research focused on how customers would use a product rather than explicitly asking about the problem it solved 04:59 -  To what is the short tenure of CMOs in B2B and consumer goods attributed to 06:25 - Explaining what a pipeline is and how pipeline generation involves value demonstration 10:38 - Comparing pipeline to running a marathon, emphasizing that while MQLs and SQLs are useful stepping stones, the ultimate goal is generating real sales opportunities 12:02 - Differentiating a pipeline from a SQL 14:18 - Demonstrating how a successful cold outreach combines multiple touchpoints 18:57 - How to make prospects more receptive in a cold call  21:13 - Why he uses big brand names as conversation openers in cold calls rather than starting with a value statement 22:27 - What an effective cold email should be 24:42 - Highlighting  the importance of A/B testing cold emails and continuously refining outreach strategies to improve open rates 25:55 - Mark's best pricing advice   Key Takeaways: “It's cold because you've never had the interaction, but usually they've interacted somewhere with you. It's like they might have seen you at an event, or they might have seen some of your outreach to you already and going, ‘Okay, I'll give this guy a bone.'” - Mark Herring “One of the sales guys was talking about this [cold calls] at the conference we were at together, and I just loved it. And he is like, ‘Don't over research, because there's never a good time to know everything.' Because you got to keep on dialing.” - Mark Herring “You can't stop doing it [cold outreach] because it's like getting dice and trying to get the six, the more you throw it, the better chance you're going to get to the six.” - Mark Herring “I lead [cold call] with brands, not with value. And when you do that type of thing, they're then shocked going, ‘Oh, he didn't do a sales pitch on me. He's asking me about these companies. Well, maybe it is something interesting.'” - Mark Herring   People/Resources Mentioned: FedX: https://www.fedex.com/en-us/home.html UPS: https://www.ups.com/us/en/home   Connect with Mark Herring: LinkedIn: https://www.linkedin.com/in/herringmark/ Email: mark.herring@hivemq.com   Connect with Mark Stiving: LinkedIn: https://www.linkedin.com/in/stiving/ Email: mark@impactpricing.com  

Did you like the episode? Send me a text and let me know!!Mastering Product Pricing Strategies: Key Insights for EntrepreneursIn this episode of Business Conversations with Pi, host Skoob and AI co-host Pi delve into the essential topic of product pricing for new entrepreneurs. They discuss various pricing strategies such as cost-plus, value-based, competitive, and dynamic pricing. The episode provides detailed insights into dynamic pricing and offers guidance on determining whether pricing strategies are working effectively. Additionally, they share tips to avoid underpricing and recommend helpful books to master the art of pricing. The show emphasizes the importance of ongoing evaluation and adjustment in achieving the optimal pricing strategy for any business. "The Strategy and Tactics of Pricing" by Thomas T. Nagle, John E. Hogan, and Joseph Zale "Priceless: The Myth of Fair Value (and How to Take Advantage of It)" by William Poundstone "The Psychology of Price" by Leigh Caldwell "Value-Based Pricing" by Harry Macdivitt and Mike Wilkinson00:00 Introduction to Business Conversations with Pi01:52 Discussing Product Pricing Strategies02:56 Deep Dive into Dynamic Pricing04:06 Evaluating Your Pricing Strategy05:17 Avoiding Common Pricing Pitfalls06:27 Recommended Books on Pricing07:37 Final Thoughts and Encouragement08:16 Conclusion and Next Steps Thank you for being a Skoobeliever!! If you have questions about the show or you want to be a guest please contact me at one of these social mediasTwitter......... ..@djskoob2021 Facebook.........Facebook.com/skoobamiInstagram..... instagram.com/uepodcast2021tiktok....... @djskoob2021Email............... Uepodcast2021@gmail.comAcross The Start Line Facebook Community If you would like to be coached on your entrepreneurial adventure please email me at for a 2 hour free discovery call! This is a $700 free gift to my Skoobelievers!! Contact me Now!! On Twitter @doittodaycoachdoingittodaycoaching@gmailcom

In this episode, Stephen Moore sits down with Shaun Jardine to discuss the decline of hourly billing in the legal profession and the rise of value-based pricing. Together, they delve into the profound implications this shift has for clients, lawyers, and law firms. Topics include the challenges of adopting new pricing models, understanding client value, and how technology is revolutionising legal services. Shaun draws on his experience as a consultant to highlight the importance of effective communication and change management within firms, while Stephen explores how value-based pricing can transform law firms financially. He also discusses the benefits of empowering lawyers to choose their clients and establish stronger, more transparent relationships. The conversation takes a forward-looking turn as they consider the evolving legal profession, touching on the influence of technological advancements and the changing expectations of younger lawyers entering the field. Don't miss this insightful discussion on the future of legal services and the transformative power of pricing innovation. 00:00 – Ditching the Billable Hour: An Introduction 02:49 – Value-Based Pricing: A New Paradigm 05:54 – The Challenges of Change in Legal Practices 09:10 – Understanding Client Value and Outcomes 12:12 – The Role of Technology and AI in Legal Services 15:02 – The Importance of Effective Communication with Clients 17:54 – The Penguin Metaphor: Change Management in Law Firms 21:13 – The Future of Legal Pricing and Client Relationships 25:02 – Value-Based Pricing: A Game Changer for Law Firms 30:39 – Empowering Lawyers: The Shift in Client Relationships 39:39 – Financial Outcomes: The Impact of Value-Based Pricing 46:54 – The Future of Law: Adapting to Change and New Generations

$108,246… that's how much we made in the last 40 days working as photographers, filmmakers and brand strategists. It has been wild and yes this is our biggest month yet - $100k months are not normal for us. But here's the crazy part — this wasn't because we are better creatively than you.. heck, we might even be less talented than you creatively.. this is the story of learning to land on high-value projects in both the brand and wedding space and today, we're breaking it all down.Here's what we are covering in this video: Breaking down the 8 projects that created the $108,264 Value-Based Pricing (how hourly and day rates are the biggest ceiling in high income months) Increasing the Value of a Client (how to give them even more than they ask for) Overcoming Sales Objections (how to block pricing objections)If we knew what you know now.. holy smokes. Those first 5-6 years would have been so much easier. A $108,246 Month would never be possible without learning the lessons the last decade has taught both of us.Our goal is that this video massively shortcuts that learning curve for you. And that's why we started Creativ Rise in 2019 - to help creatives get paid to do what they love by focusing on building a creative business strategy.And we have a LIVE, free virtual workshop coming this Wednesday, Feb 26th at 4:30pm PST called the $10k/mo Creator Workshop! If you're a creative who wants to hit consistent $10k/mo's in your creative business, this is for you.We are going to breaking down in further details our $100k month AND we're also bringing on other $10k/per month creatives in the wedding, brand and social media management space to show how you can do it, too.THIS WORKSHOP WILL INCLUDE: How we made $108,000 since January 1, 2025 selling photo, video & brand campaigns The top trends of the creators who are making 6 figures in 2025 The 5 ways to make $10K/Mo in 2025 The biggest do's and don'ts of growing your creative business Q&AIf you want to learn how to build a $10k/mo creative business, register now!We only have 150 seats for this free virtual workshop, so register today!

In today's episode, we'll hear from Christin Cifaldi on pricing optimization. What is it, and how does it impact a business's profits? What factors are considered, and how do data and analytics shape pricing decisions? Tune in to learn about common tools and techniques used in pricing optimization.

Discover how to grow your business without social media burnout in this value-packed episode with "Fearless Business" coach Robin Waite. Robin reveals his five-step strategic partnership framework, which generated 3,000 qualified leads and $300,000 in revenue from a single podcast appearance. After running a successful marketing agency for 12 years, Robin experienced entrepreneurial burnout, which led to a complete breakdown—and ultimately, a breakthrough transformation in how he approached business growth. You'll learn why charging hourly is limiting your income, how to package your services based on client outcomes (like the golf pro who tripled his prices overnight), and why playing the long game of relationship-building trumps short-term marketing tactics. Robin shares his journey from struggling agency owner to creating a thriving coaching practice with lifetime community support. He demonstrates how small adjustments in pricing and approach can yield dramatic results. Whether you feel stuck in your business or are ready to scale without exhaustion, Robin's practical framework will help you play big faster.

In this episode, I'm breaking down the emotional and mental barriers that hold so many creative service providers back from charging their worth. From the fear of disappointing clients to the struggle with self-worth, I'm sharing my own pricing journey—including the pushback I got when I doubled my rates (yikes!)—and the lessons that changed everything for me.

Eric Siu shares the highs, lessons, and hustle of building Karrot, a game-changing LinkedIn ABM tool. From major enterprise leads to planning for explosive 2025 growth, this vlog is a masterclass in entrepreneurship.  Watch the full interview here: https://youtu.be/ptwPlz03nBU TIME-STAMPED SHOW NOTES: (00:00) Introduction and Updates on Carrot's Progress (03:02) Insights on Account-Based Marketing and Client Engagement (06:08) The Role of AI in Product Development (08:55) Team Dynamics and Annual Planning (12:07) Quarterly Planning and Strategic Focus (15:02) Value-Based Pricing and Market Positioning (18:08) Looking Ahead: Future Plans and Resilience Don't forget to help us grow by subscribing and liking on YouTube! https://www.youtube.com/channel/UC3owDdLk7HL1dyQnkoBuRew  — What should I talk about next? Who should I interview? Please let me know on X. Did you enjoy this episode? If so, please leave a short review here Subscribe to Leveling Up on iTunes   Connect with Eric Siu:    Growth Everywhere Newsletter Single Grain - Eric's Marketing Agency Eric Siu on X Eric Siu on Instagram

Are you a healer struggling to confidently price your services? In this thought-provoking episode of Helping Healers Succeed, I'm taking a critical look into the important topic of value-based pricing that will help you overcome guilt, boost your confidence, and create a sustainable healing practice.You'll discover:✅ The shocking truth about practitioner burnout: Learn how undercharging leads to 68% of alternative healers considering leaving their practice within two years✅ How to calculate your true value beyond just skills - understanding your unique energy, experience, and transformative impact on clients✅  Practical pricing strategies that attract committed clients and prevent energy drain, with rates ranging from $150 to $500 per session✅  The powerful concept of energy exchange and why giving away your services for free actually undermines your healing work✅  Specific techniques to document and communicate the profound changes you create for your clientsI share personal stories from my own journey of overcoming pricing anxiety, including how raising my rates actually attracted more dedicated clients and improved their healing outcomes. Whether you're just starting or looking to revitalize your healing practice, this episode will give you the confidence and framework to charge what you're truly worth.Ready to transform your healing practice? Tune in now and start valuing your incredible gifts!Links mentioned in this episode: https://healersu.com/safety Show notes at https://helpinghealerssucceed.comNeeded: Your Expert Feedback to Help to Shape a New Program I'd love your feedback on a 15-min, no-sales call. As a thank-you, you'll receive a healing audio of your choice. Let's connect! Go to https://www.healersu.com/feedback. Liked this episode? Pay it forward and share it with a friend.Love the show? Write a 5-star review — even one sentence helps us keep bringing you the content you want to hear. More from Dr. Anastasia: Websites: https://healersu.com and https://scientifichealer.com LinkedIn: https://linkedin.com/in/drachopelas Facebook: https://facebook.com/dranastasiachopelas YouTube: https://youtube.com/c/dranastasiachopelas Some product links on this site are affiliate links, which means we'll earn a small commission for any affiliate purchases you make (at no addition...

Points of Interest00:00 – 00:47 – Intro and Gratitude: Marcel thanks listeners and sets up the episode's focus on benchmarking traps and performance evaluation.00:47 – 01:33 – The Benchmarking Trap: Marcel introduces the risks of relying on external benchmarks instead of understanding your agency's internal performance model.01:33 – 02:53 – Rate Benchmarking Limitations: Marcel explains why comparing rates fails to provide meaningful insights, especially with modern pricing models.02:53 – 05:00 – Flat Fees and Efficiency: He discusses the rise of value-based and project pricing, and how efficiency affects realized rates.05:00 – 06:08 – Realized Rates vs. Rate Cards: Marcel highlights that listed rates (rate cards) rarely reflect the actual rates agencies earn.06:08 – 07:29 – The Power of Average Billable Rate: Marcel introduces average billable rate as a more meaningful metric, blending efficiency and pricing insights.07:29 – 09:30 – Challenges in Measurement: Marcel explains why few firms measure key metrics like average billable rate and the inconsistencies in benchmarking them.09:30 – 12:26 – Revenue per FTE Caution: He critiques absolute revenue-per-FTE benchmarks, emphasizing cost structure and geography's role in profitability.12:26 – 14:00 – Look Inward First: Marcel urges agencies to focus inward on their business models instead of seeking external validation.14:00 – 17:33 – Understanding Your Agency Model: Marcel explains how to map team structure, capacity, and time allocation to determine delivery and utilization ceilings.17:33 – 19:48 – Budgets and Cost Breakdown: He emphasizes categorizing hard costs into delivery, sales, admin, and facilities to build a clear financial model.19:48 – 22:44 – Revenue Potential Example: Marcel demonstrates how capacity, utilization rate, and average billable rate determine an agency's revenue potential.22:44 – 25:00 – Delivery Margin and Overhead Benchmarks: He shares benchmarks for delivery margin (50–60%) and overhead costs (20–30% of AGI) to evaluate profitability.25:00 – 28:47 – Operating Profit Targets: Marcel outlines healthy operating profit margins (20–30%) and explains how utilization and billable rates interact within a model.28:47 – 31:00 – Beta Tool for Agencies: Marcel announces Parakeeto's beta software for modeling agency performance, offering free access for listeners to analyze and improve their businesses.Show NotesPricing models / Margin TargetsEpisode on RatesToolkit LinkLink for our beta free access to our model softwareLove the PodcastLeave us a review here.

Daniel Cho has over 29 years of experience in the healthcare industry, currently serving as the Senior Director of Global Pricing at Philips Healthcare. With a background in sales, product management, and pricing strategy, Daniel has a unique perspective on how to effectively communicate value to customers and drive profitability. In this episode, Daniel shares his journey into pricing and the critical importance of understanding the value your product delivers to customers. He emphasizes that pricing should not just be about features but about the economic, operational, emotional, clinical, and societal value that resonates with different stakeholders. Through real-world examples, Daniel illustrates how a well-structured pricing strategy can lead to stronger, more profitable relationships.   Why you have to check out today's podcast: Discover the five key value drivers that can transform your pricing strategy and enhance customer relationships. Learn how to effectively communicate value to different stakeholders within a healthcare organization, from CFOs to clinical staff. Gain insights into structuring contracts and pricing metrics that align with customer needs and perceptions of value.   “Resist on the discount as much as possible. Look for every other ways to solve it rather than the discount. The discount should always be a last resort and not the first thing you want to deliver or give.” – Daniel Cho   Topics Covered: 02:33 - Daniel's journey into pricing 03:23 - The power of pricing strategy, using segmentation and perceived value to differentiate identical products for distinct markets 06:58 -  How two identical products can be integrated differently with existing pricing ecosystems 07:57 - Leveraging his expertise in data analysis to establish Philips' first pricing department 12:11 - Initiating a value-based approach at Philips to create, price, and articulate value 14:22 - Defining value and discussing the 5 key value drivers in a health organization 18:03 - Tailoring value propositions and demonstrating how those four other value streams ultimately lead to financial and strategic benefits 25:22 - An effective sales training Daniel created that teaches salespeople to tailor value-based pitches to different stakeholders' priorities 31:27 - Daniel's best pricing advice   Key Takeaways: “We cannot continue to sell features and benefits, we have to go and sell value.” - Daniel Cho “If the product is not value-based, you can't ask the salespeople to sell value because you have to start from the product that actually deliver and generate value. So, we started from the product managers.” - Daniel Cho “The first one is economic value. Very simple. Help me to make more revenue or help me to save costs so I have an economic benefit.” - Daniel Cho “The next value is the emotional value. How can we create a better experience for the patients and also their own staff so the staff don't get burnout.” - Daniel Cho “Financial value, although as strong as it is, doesn't resonate with everyone.” - Daniel Cho “Stop giving discounts for free. Always get something back from the customer.” - Daniel Cho   People/Resources Mentioned: Philips Healthcare: https://www.philips.com/ Apple Watch Launch: https://www.apple.com/ Bausch and Lomb Contact Lens Case: https://www.bausch.com/   Connect with Daniel Cho: LinkedIn: https://www.linkedin.com/in/danielkkcho/   Connect with Mark Stiving: LinkedIn: https://www.linkedin.com/in/stiving/ Email: mark@impactpricing.com  

In this episode, Luke Freiler, CEO of Centercode, which provides user testing solutions to leading tech companies. Luke shares his journey from hardware engineering to founding a company that revolutionizes product testing. He discusses the importance of continuous user testing, the shift from waterfall to agile methodologies, and how Centercode has established itself in a new market category. Luke emphasizes the significance of community building, demonstrating value through metrics, and the evolution of pricing strategies. He also explores the impact of generative AI on product testing and shares valuable leadership lessons learned throughout his entrepreneurial journey. Luke is a tech idealist who wants technology to just work, to be simple, and friendly. He mission is to connect product builders and their audiences to actualize this vision at scale. In this episode, Luke talks about creating a brand new category in the market, and all the fun challenges that go hand in hand with that. How do you get your first customers, how do you price your offering and value-based pricing, convincing customers about the ROI of your offering. He also shares lessons learnt about PLG or product led growth motion. This is an incredibly candid and transparent conversation and I enjoyed it immensely. I hope you do as well. Key takeaways: - The Importance of Continuous Testing in Agile Development - Establishing a Common Vocabulary for Early Customers - Demonstrating the Value Proposition with Key Metrics - Adapting Pricing Strategies in a New Category - The Importance of Value-Based Pricing - The Impact of AI on Product Testing - Treating the Company Like a Product - Building a Great Culture by Designing the Company Connect with Luke Freiler: https://www.linkedin.com/in/freiler/ Connect with Rahul Abhyankar, host of Product Leader's Journey: https://www.linkedin.com/in/rahulabhyankar

In this episode of the Table Rush Talk Show, Mischa sits down with Jay Lee, a high-ticket sales expert who has helped multiple companies scale from start-up to million-dollar months. Jay shares his unique background, from his beginnings as a pastor to his unexpected transition into sales, where he discovered a talent for closing high-ticket deals. Jay's signature method transforms standard service offerings into lucrative, high-value packages, redefining what clients are willing to invest in growth and transformation.Key Takeaways:Offer Stacking for Maximum Value: Jay reveals his ‘offer-stacking' strategy, which adds layers of value to service packages, allowing them to command higher price points.Sales Psychology and ‘Give First' Mindset: Jay's philosophy centers on a ‘give first' mentality—building client trust and value upfront to create a more powerful sales process.From 50K to 1M in Monthly Sales: Jay recounts his experience of scaling a client's sales from 50K to 1M in a few months using strategic price increases, offer refinement, and targeted closing techniques.Handling High-Value Transactions: Jay shares practical insights on managing large sales, handling objections, and creating urgency without pressure.Creating Financial Freedom: Through his sales and scaling methods, Jay demonstrates how companies can create reliable, high-ticket revenue streams to support sustained growth and freedom.Tune in to discover Jay's playbook for high-ticket selling, including how to reposition your offers, engage potential clients, and drive growth at an extraordinary pace!Links and Resources:Jay Lee FaceBook: https://www.facebook.com/jayleesalesninja Learn more about Jay and Book a Call with him  here! https://www.gosalesninja.com/home  Mischa's Stuff!Join my Podcast guest speaking Masterclass: Register NowThis Masterclass will teach you:How to speak with confidence and authenticity.How to find podcasts that attract your ideal audience.How to get booked without the hassle.Ideal for coaches, course creators, and heart-centered entrepreneurs who want to generate leads, customers, and sales in a genuine way.Join us and start your journey to becoming a podcast guest-speaking pro!Register Now______________________For social Media: LinkedIn - https://www.linkedin.com/in/mischaz/Subscribe and share with your business associates who could use a listen!

In this episode, Grant Hushek, head of GrantBot Co., an automation consulting and no-code agency, joins the pod to discuss the power of no-code solutions. Grant explains how his firm helps founders and their teams save time by automating repetitive tasks, often without needing complex AI models. The conversation delves into the common misconceptions about AI in automation, the importance of structured processes before implementing automation, and the convergence of low-code and no-code tools. Grant emphasizes the importance of data integrity and strategic thinking before automation. The discussion also covers pricing strategies, the impact of rapid technological advancements on business models, and the future of custom software versus no-code solutions. Grant shares his insights on positioning and differentiating services, niching down, and staying ahead of the curve. The episode concludes with Grant's innovative approach to maintaining relevance in the fast-evolving tech landscape.01:00 Understanding Automation and AI03:32 Challenges in Automation05:34 Strategic Automation Implementation07:13 No Code vs. Low Code10:06 Optimizing Business Processes16:09 Value-Based Pricing in the Age of AI24:54 Struggles with Document Management25:38 Measuring Client Transformation26:41 Calculating Time Savings27:50 Framing Value for Clients30:05 Importance of Credibility and Trust35:08 Challenges of Niching Down43:55 Staying Ahead with InnovationConnect with Grant: • https://grantbot.co• https://www.linkedin.com/in/grant-hushek/• human@grantbot.coConnect with Raul: • Work with Raul: https://dogoodwork.io/apply • Free Growth Resources: https://dogoodwork.io/free-growth-resources• Connect with Raul on LinkedIn (DMs open): https://www.linkedin.com/in/dogoodwork/ 

We break down how to charge higher rates based on the value you create rather than just time and materials. The conversation covers real examples of value-based pricing and pricing strategy, including how to qualify clients, set price anchors, and identify which projects are worth taking on. Throughout part one, we explore why most freelancers and agencies default to commodity pricing and how to shift away from it.We discuss the importance of expertise in value-based pricing and when to walk away from projects that aren't a good fit. Using examples from video production to woodworking, we look at how different businesses and industries approach pricing models and what it takes to successfully charge premium rates as a creative professional.We also dive into client relationships and what it means to be a true expert versus just a service provider. From marketing directors to business owners, understanding who you're talking to and their relationship to the problem you're solving is crucial for implementing value-based pricing in your business. -Ai If you enjoyed this episode, please consider giving us a rating and/or a review. We read and appreciate all of them. Thanks for listening, and we'll see you in the next episode. Links To Everything: Video Version of The Podcast: https://geni.us/StudioSessionsYT Matt's YouTube Channel: https://geni.us/MatthewOBrienYT Matt's 2nd Channel: https://geni.us/PhotoVideosYT Alex's YouTube Channel: https://geni.us/AlexCarterYT Matt's Instagram: https://geni.us/MatthewIG Alex's Instagram: https://geni.us/AlexIG

With Andrew Weiss, a dynamic podcaster, Guinness World Record holder, and accountability coach, known for his expertise in helping individuals break through their limiting beliefs and achieve remarkable personal and professional growth. With a passion for public speaking and entrepreneurship, Andrew has delivered over 1,000 presentations, contributed to the growth of the Oregon Business Academy, and built a profitable passive income stream. His achievements also include being named the top public speaker in Central and Southern Oregon at just 22 and breaking the Guinness World Record with Podfest Expo for hosting the "World's Largest Virtual Podcasting Event."Driven by a desire to empower others, Andrew runs a successful social media agency and has helped grow the Podfest brand to over 25,000 followers across various platforms. He now focuses on guiding entrepreneurs and business owners to amplify their brand awareness and revenue. In addition to his professional accomplishments, Andrew enjoys playing basketball, traveling, sharing dad jokes, and competing in board games. Based in New York City, he continues to inspire and motivate individuals to reach their highest potential.Join us as Andrew discusses the power of accountability and the importance of community in driving success. He explores strategies for staying motivated, shifting to value-based pricing, and using AI for business growth. He also shares personal experiences of overcoming setbacks, offering valuable insights into staying focused and intentional. Tune in for practical advice on achieving greater fulfillment in both life and work!To listen to the podcast and access the show notes and any other resources mentioned in this episode, visit us at www.legalwebsitewarrior.com/podcast.

Hourly billing is incredibly common throughout the agency space. We've all seen it, paid for it, and probably have priced our work that way at one point as well. But hourly billing is not great for anyone involved in the transaction: those providing the service find themselves hitting a ceiling and unable to scale, while clients worry about how many hours a project will take and whether or not the quoted price is actually what they'll pay. Jonathan Stark is here today to present the full case against hourly billing and guide us in what our pricing models should be instead. This week, episode 235 of The Digital Agency Growth Podcast is about ditching hourly billing and embracing value-based pricing! Watch our latest video training, How to Take Charge of Your Agency's Future Revenue. During this training, you'll learn how we get qualified appointments every week using tasteful and highly targeted email outreach.In this episode of The Digital Agency Growth Podcast, Jonathan Stark shares the importance of understanding the value clients get from your contributions and how to package that value for sale. and actionable steps you can take right now to start targeting specific industries to get more leads. Jonathan Stark is a former software developer who is on a mission to rid the world of hourly billing. He is the author of Hourly Billing Is Nuts, the host of Ditching Hourly, and writes a daily newsletter on pricing for independent professionals.In this episode, Dan and Jonathan discuss the following: How hourly pricing can lead to a ceiling on income and limits the ability to scale.The benefits of specialization and how it can lead to more productization.The importance of positioning yourself as the one and only expert in your niche.Ways to start shifting to project or performance-based pricing.Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and our Video training at http://salesschema.com/takecharge CONNECT WITH JONATHAN STARK:Value Pricing BootcampCONNECT WITH DAN ENGLANDER:LinkedInSales Schema

Steven Forth is Ibbaka's Co-Founder, CEO, and Partner. Ibbaka is a strategic pricing advisory firm. He was CEO of LeveragePoint Innovations Inc., a SaaS business. In this episode, Steven emphasizes the importance of shaping willingness to pay by understanding and communicating real value to customers. He also highlights the role of AI and context-driven pricing in adapting to customer needs dynamically, stressing that consistent delivery and documentation of promised value are crucial for long-term retention.   Why you have to check out today's podcast: Explore the nuances of pricing strategies, distinguishing between perceived, real, and proven value and how each impacts customer retention and willingness to pay. Learn why documenting value delivered to customers can significantly reduce churn, with actionable steps to demonstrate value in B2B sales. Gain insights on Context-Driven Pricing, offering a fresh approach to optimize pricing in real time.   "You need to make sure that the value you promise in sales is the value that you deliver and that you can document that value. Because if you don't do that, you're going to struggle with renewals." - Steven Forth   Topics Covered: 02:09 - Why Steven believes that value-based pricing and willingness to pay are distinct, with value coming first shaping willingness to pay 06:19 - How techniques from behavioral economics, like anchoring, actually impact value perception rather than solely increasing willingness to pay 07:12 - Acknowledging Mark's example of using "good-better-best" as a framing strategy but argues that it's more than just a "trick" 10:40 - Introducing his concept of generative pricing, which leverages generative AI to dynamically adjust product configurations and prices based on each buyer's context 12:35 - Steven emphasizes the need for a clear value model rather than solely relying on AI-driven willingness-to-pay estimates 14:49 - Highlights how value is not only unique to each customer but also varies over time for the same customer 17:05 - Underscoring that willingness to pay is actively shaped by how a company communicates and delivers value 18:34 - Emphasizes the need for a value model in pricing, contrasting it with software approaches like revenue management that estimate willingness to pay without actively shaping it 20:37 - Explaining why B2B pricing cannot rely on traditional price elasticity curves 21:36 - Steven's best pricing advice   Key Takeaways: "Willingness to pay is an outcome that you shape. It's not something that is given to you by something outside of your product and how you sell it, and that you play a huge role in defining the context." - Steven Forth "We want people to pay a fair amount of money. If I can trick someone into paying more than something's valuable, greater than its actual value, and value in this case means the economic return they're going to get, I don't think I've done myself a service in the long term." - Steven Forth   People/Resources Mentioned: Pros: https://pros.com Pricefx: https://www.pricefx.com Zilliant: https://zilliant.com Vendavo: https://www.vendavo.com Tom Nagle: https://impactpricing.com/podcast/604-insights-into-value-based-pricing-strategies-for-b2b-with-tom-nagle/ Barret Thompson: https://impactpricing.com/?s=barrett+thompson B.F. Skinner: https://en.wikipedia.org/wiki/B._F._Skinner   Connect with Steven Forth: LinkedIn: https://www.linkedin.com/in/stevenforth/ Email: steven@ibbaka.com   Connect with Mark Stiving: LinkedIn: https://www.linkedin.com/in/stiving/ Email: mark@impactpricing.com  

About the Guest(s): Chris Do is a seasoned entrepreneur, educator, and founder of the educational company, The Futur. With a background in graphic design, Chris has transformed his passion for teaching into a mission to educate one billion people worldwide. He is widely recognized for his expertise in business strategy, pricing, and creative services, having accumulated decades of experience in production and design. Chris is also a prominent speaker and content creator, known for his impactful presence on YouTube where he shares invaluable insights for creative professionals. Episode Summary: In this enlightening episode of the Who You Know Show, host Trevor Houston sits down with Chris Do to explore the transformative journey that lies in pursuing grand goals and imparting educational wisdom to the masses. Chris shares his ambitious mission to reach a billion people through education, emphasizing the personal growth and transformation involved in such an endeavor. With references to thought leaders like Jim Rohn, Chris underscores the idea that who we become in pursuit of our goals is just as vital as achieving them. The discussion deepens as Chris shares insights on leveraging technology, particularly AI, to scale educational outreach and enhance learning experiences. From developing AI tools to measure and provide feedback on sales calls to exploring the potential of creating specialized teaching assistants, Chris is at the forefront of innovation in education. The conversation also touches on the importance of self-value and confidence, pricing strategies for creative services, and the evolving role of content creation in today's digital landscape, providing listeners with a treasure trove of strategies for personal and professional growth. Resources: Chris Do LinkedIn: https://www.linkedin.com/in/thechrisdo/ Career Transition Summit: https://event.webinarjam.com/register/67/04404igv  LinkedIn e-book: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://online.flippingbook.com/view/714118097/⁠⁠⁠⁠⁠⁠⁠  ⁠⁠⁠⁠⁠⁠⁠ Subscribe: ⁠⁠⁠⁠⁠⁠⁠⁠https://podcasters.spotify.com/pod/show/who-ya-know-show ⁠⁠⁠⁠⁠⁠⁠⁠ Trevor Houston is a licensed financial professional offering insurance/financial products through various carriers. For more info visit ⁠⁠⁠⁠⁠⁠⁠⁠http://cpwstrategies.com Chapters: (0:00) Chris Do's Mission to Educate a Billion People (7:57) AI-Powered Sales Call Analysis and Feedback Solutions (12:37) Rebuilding Self-Worth After Job Loss in Corporate America (19:27) Overcoming Public Speaking Fears Through Repetition and Discipline (24:03) The Journey From Podcasting Novice to Confident Host (28:55) Building Confidence Through Podcasting Skills and Self-Reflection (34:39) Value-Based Pricing and Finding the Right Clients (41:43) The Value of Speed and Pricing in Service Delivery (44:54) Evolving Content Strategies for YouTube Success (53:43) Balancing Creator Freedom and Fan Expectations (56:21) Defining Art and Design Through Personal and Professional Lenses (1:01:10) YouTube's New Features and Monetization Strategies for Creators (1:05:59) The Challenges and Philosophy of Content Creation and Marketing (1:11:45) Optimizing YouTube Growth Through Unique Thumbnails and Engagement (1:16:56) Leveraging AI for Personalized Content Creation and Design (1:20:14) Optimizing Video Content Through Titles and Thumbnails (1:25:18) The Importance of Knowledge and Networking in Success

Are you feeling overwhelmed by constant client demands that keep you stuck on the client service hamster wheel and disrupt your strategic planning? In a world where balancing client needs with agency goals is key to sustainable growth, mastering client service is essential to avoid burnout and maintain profitability. For many agency owners, the daily grind of juggling client requests can drain resources and prevent them from achieving their long-term vision. in today's episode you'll discover how to: Understand client psychology to align your efforts with their true needs, creating more satisfying and productive relationships.Structure your communication to manage expectations effectively, reducing misunderstandings and saving valuable time.Implement value-based pricing to ensure your work is fairly compensated, boosting your agency's profit margins and ensuring long-term sustainability. Ready to regain control and transform your client management approach? Grab a coffee and let's dive in! Timestamp: [00:00] Introduction  [00:36] The Client Service Hamster Wheel  [01:59] Rob's Early Agency Life  [03:04] The Importance of Client Management  [05:27] Strategy 1: Client Psychology [ 07:04] Strategy 2: Effective Communication  [08:35] Strategy 3: Value-Based Pricing  [10:01] Strategy 4: Handling Scope Creep  [10:33] Strategy 5: Long-Term Relationships  [12:07] Recap and Final Thoughts Rate, Review, & Subscribe on Apple Podcasts “I enjoy listening to The Agency Accelerator Podcast. I always learn something from every episode.” If that sounds like you, please consider rating and reviewing my show! This helps me support more people like you to move towards a Self-Running Agency. How to leave a review on Apple Podcasts Scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then, let me know what you loved most about the episode! Also, if you haven't done so already, subscribe to the podcast. I'm adding a bunch of bonus episodes to the feed and, if you're not subscribed, there's a good chance you'll miss out. Subscribe now! Useful links mentioned in this episode: Get the special offer to join The Client & Account Management Mastery CourseTry your AI Digital Coach, AskRobAnything, for free!

This is an Impact Pricing Blog published on August 15, 2024, turned into an audio podcast so you can listen on the go. Read Full Article Here:  https://impactpricing.com/blog/value-based-pricing-a-simple-definition/ If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com.  Now, go make an impact.   Connect with Mark Stiving: Email: mark@impactpricing.com LinkedIn: https://www.linkedin.com/in/stiving/

In this episode of the Measure Success Podcast, Luis Scott shares his journey from attorney to successful entrepreneur. Learn how value-based pricing transformed his law firm, and how leading with love and grace has created a powerful work culture. Luis offers valuable insights for entrepreneurs and professionals looking to grow their businesses sustainably. Don't miss his strategies for turning challenges into opportunities for growth. Tune in now for actionable takeaways from this engaging conversation with Luis Scott. Interested in becoming a podcast sponsor? https://calendly.com/erin-gibney/15-minute-meeting-sponsors

Register for the Free Webinar, “How to Create a Profitable Grant Writing Business with Little to No Experience” on Tuesday, Oct. 15th at 4 pm EST. https://grantwritingandfunding.com/academy-webinar We discussed how to price your grant writing services in the last episode, but now we are going to something more nuanced in ethical sales. It's ethical to NOT give discounts on your grant writing services. Here's the thing. Because you are choosing to do Value-Based Pricing, you are confident in your pricing. So why would you give a discount if you already figured out your fair price? Inside the Freelance Grant Writer Academy, we have an entire module and scripts on how to reply to Pesky questions like, “Can you give us a discount”. This helps you to start pausing and adapting language that feels neutral and has boundaries. Check out the bonus episode “It's Ethical to Not Give Discounts” Listen to Series #4. Resources Mentioned in this Episode: ✨The Freelance Grant Writer Academy ✨Free Webinar, “How to Create a Profitable Grant Writing Business with Little to No Experience” on Tuesday, Oct. 15th at 4 pm EST. Rate, Review, & Follow on Apple Podcasts ___________________________________________________________ "Write Grants. Get Paid" Newsletter - Get FREE Grant Writing Resources in our Newsletter Series grantwritingandfunding.com/get-started/ Freelance Grant Writer Academy: Replace your Full-Time Income Writing Grants Part-Time from Home. grantwritingandfunding.com/freelance-g…er-academy/ Grant Professional Mentorship: Double Your Revenue as a Grant Professional with a Team, Systems, and Scaling Offer - without Burning Out. grantwritingandfunding.com/grant-profe…nt-writers/ ——————————————————————————— To learn more about this episode AND get the full links for each of these, click here: grantwritingandfunding.com/361 Favor, please? If you love this podcast, would you please do me a favor and leave a review on iTunes or your podcast listener? This helps others find the podcast and I read each and every review! “Every time I listen to Holly's show, I learn something”

Register for the Free Webinar, “How to Create a Profitable Grant Writing Business with Little to No Experience” on Tuesday, Oct. 15th at 4 pm EST. https://grantwritingandfunding.com/academy-webinar Pricing. I get the most questions about this when it comes to folks selling their grant writing services. “What should I price my grant writing services for?” The word that needs to change to ease the nervous system is to change ‘what' to ‘how'. I can't tell you, “Oh yeah, charge $150 per hour” because we don't promote hourly for one thing, but there are a variety of other factors that come into play. To figure out how to price your grant writing services, we do recommend Value-Based Pricing. This type of pricing utilizes the following elements: ✨Time ✨Expenses ✨Similar professional costs ✨Features/Benefits of Services ✨Experience/Education ✨Types of Grants ✨Your Confidence Inside the Freelance Grant Writer Academy, we have an entire Framework on Value-Based Pricing because we understand the importance behind learning how to price services. Let's face it. Product-based pricing is SO much easier. Service-based industries are more ambiguous. But when you have a formula for figuring out your pricing, guess what happens? You get confident in your prices! Check out the bonus episode “It's Ethical to Price Your Services with Value-Based Pricing” to figure out how to price your grant writing services. Listen to Series #3 Resources Mentioned in this Episode: ✨The Freelance Grant Writer Academy ✨Free Webinar, “How to Create a Profitable Grant Writing Business with Little to No Experience” on Tuesday, Oct. 15th at 4 pm EST. Rate, Review, & Follow on Apple Podcasts ___________________________________________________________ "Write Grants. Get Paid" Newsletter - Get FREE Grant Writing Resources in our Newsletter Series grantwritingandfunding.com/get-started/ Freelance Grant Writer Academy: Replace your Full-Time Income Writing Grants Part-Time from Home. grantwritingandfunding.com/freelance-g…er-academy/ Grant Professional Mentorship: Double Your Revenue as a Grant Professional with a Team, Systems, and Scaling Offer - without Burning Out. grantwritingandfunding.com/grant-profe…nt-writers/ ——————————————————————————— To learn more about this episode AND get the full links for each of these, click here: grantwritingandfunding.com/360 Favor, please? If you love this podcast, would you please do me a favor and leave a review on iTunes or your podcast listener? This helps others find the podcast and I read each and every review! “Every time I listen to Holly's show, I learn something”

Send us a textIn this special episode of Pricing Heroes, we welcome back our very own Alex Galkin, who joins us for our conversation with today's guest, Maciej Kraus. Maciej is a Managing Partner at Movens Capital, a growth equity firm, where he helps companies generate more profit for their development and growth. He is also a guest lecturer at the Stanford Graduate School of Business and the author of three books, including "The Future of Pricing: A Guide to the Next 10 Years of AI" and his forthcoming book, "Pricing Decoded: How Leading Pricing Practitioners Manage Practice to Boost Profits." Maciej is also one of the longest-serving members of Competera's advisory board.Recommended ResourcesMaciej recommends several resources for those looking to deepen their pricing knowledge:Value-Based Pricing by Stefan LiozuThe Strategy and Tactics of Pricing by Thomas NagleMark Stiving's Impact Pricing Podcast----------Get your free copy of Get Ready for the Future Of Pricing with our A-Z Guide.You can access all of our Pricing Heroes episodes featuring our interviews with retail pricing experts at https://competera.ai/resources/pricing-heroes.Interested in joining a dynamic community of pricing experts? Check out the Retail Pricing Community on LinkedIn, where you will find a community of professionals sharing their expertise and discussing the latest trends.For more information about AI pricing solutions, visit Competera.ai.

Author of Ditch The Billable Hour!, Shaun Jardine, joined me on Ditching Hourly to explain how he transitioned his 240-person law firm off the billable hour.  Shaun's LinksShaun's BookShaun's WebsiteShaun's LinkedInShaun's TwitterThe book Shaun mentioned: Our Iceberg Is Melting by John Kotter ----Do you have questions about how to improve your business? Things like:Value pricing your work instead of billing for your time?Positioning yourself as the go-to person in your space?Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.To book your one-on-one coaching call, go to: https://jonathanstark.com/callI hope to see you there!

Being a small business owner isn't easy. But there's one simple trick that could make all the difference: value-based pricingThat's right, Sheila Hansen—our guest in this episode—dives into why shifting from traditional hourly rates to a value-based approach can revolutionize your business. We discuss how understanding and communicating the value you bring changes everything. Sheila, a CPA, coach, and CFO, emphasizes understanding what clients truly value. It's not just about the deliverables; it's about the speed, outcomes, process ease, and the potential revenue increase a small business can provide.This episode is packed with insights to help you rethink your pricing strategy. Tune in and hear all the ways value-based pricing can boost your small business!Specifically, this episode highlights the following themes:Understanding and delivering customer value over time-based pricingExperimenting with pricing based on customer feedback and perceived valueOffering tiered pricing options to customers and communicating the value effectivelyOther Mentioned Links & ResourcesGet to know more about Sheila Hansen:https://www.hansenllc.netLearn More About Treefrog's Small Business Marketing Resources & Services:https://www.treefrogmarketing.comReceive 50% Off Your First Year of HoneyBook:https://www.treefrogmarketing.com/honeybook-coupon-codeBook a Strategic Marketing Coaching:https://treefrogmarketing.com/marketing-consulting-small-businessesJoin the Priority Pursuit Podcast Facebook Community: https://www.facebook.com/groups/179106264013426Follow or DM Treefrog Marketing on Instagramhttps://www.instagram.com/treefroggersFollow or DM Kelly Rice on Instagramhttps://www.instagram.com/treefrogkellyFollow or DM Victoria on Instagram:https://www.instagram.com/victorialrayburn

Dr. Rita Numerof, who appeared as a guest on Episode 27 of The Business of Healthcare Podcast, returns to discuss with host Dan Karnuta why it remains so difficult for value-based pricing to catch on in the healthcare industry. Numerof is an author, president and co-founder of healthcare consulting firm Numerof & Associates and a columnist at Forbes. Karnuta is director of the Professional Program in Healthcare Management at The University of Texas at Dallas Naveen Jindal School of Management. Links discussed on the episode: “Why Accountable Care Organizations Won't Deliver Better Healthcare  — and Market Innovation Will” (Heritage Foundation's Healthcare Reform Report)

Richard Jaggs is the founder and managing director of Resolution Design, a creative marketing agency based in the southwest of England. Established in 2007, Resolution Design has grown to specialize in helping small and medium-sized businesses transform their marketing efforts. Richard is also the founder of subzapp, a web-based product designed to help agencies manage and scale client subscriptions.

In this powerful episode, we dive into a transformative approach to client relationships that will change the way you do business, going beyond the surface to tackle some of the most pressing challenges entrepreneurs face today — especially those who want to maintain high standards, protect their boundaries, and ensure they're working with clients who truly value what they bring to the table.We explore the concept of making your clients audition for the privilege of working with you, much like contestants on American Idol. This isn't about playing hard to get; it's about setting clear boundaries, commanding confidence, and ensuring that the clients you take on are aligned with your values, vision, and the level of service you provide.In this episode, I discuss:Auditioning Your Clients: Just like in American Idol, not everyone makes it to the next round. I'll teach you how to audition your clients, guiding you on principles to help them either self-eliminate or clearly identify themselves as strong potential candidates.Creating Demand Generation: Discover how to generate strong demand for your services, making clients eager to work with you. When done right, this approach flips the script, positioning you as the sought-after expert who clients are vying to work with.Combating Scope Creep: Learn how to protect your time and resources by setting firm boundaries from the start, ensuring that your projects stay within scope and that you're compensated fairly for any additional work.Setting Boundaries and Expectations as an Empath: As someone who genuinely cares about others (and I'm sure you do in your business), it can be challenging to enforce boundaries. I'll share strategies to balance empathy with the necessity of maintaining your professional integrity.Commanding Confidence in the Discovery Phase: The initial discovery phase is crucial for establishing authority and setting the tone for the entire client relationship. I'll guide you on how to exude confidence and control during this critical stage.Mastering Value-Based Pricing: Discover how to shift the focus from cost to value, ensuring that clients understand and appreciate the worth of your services. I'll share techniques for implementing value-based pricing that aligns with the results you deliver, helping you command higher fees while maintaining client satisfaction.Maintaining High-Profit Margins: Learn strategies to keep your profit margins high without compromising on the quality of your work. We'll discuss how to structure your offerings and negotiations to ensure you're paid what you deserve, allowing you to focus on delivering excellence.Removing Objections with Confidence: Objections can derail a conversation and undermine the perceived value of your services. I'll guide you on addressing and removing objections preemptively, creating an environment where clients see you as the essential bridge to achieving their goals. By removing the air out of the room, you'll keep the focus on the vision and the transformative impact of working with you.Eliminating Budget Concerns: Learn how to remove budget from the equation by shifting the conversation to value. I'll show you how to guide clients to see the worth of your services, allowing you to command the rates you deserve while keeping your profit margins high.By the end of this episode, you'll have a clear roadmap for elevating your business relationships, protecting your time and energy, and ensuring that the clients you work with are a perfect fit for your services. If you're tired of chasing clients, compromising on rates, or dealing with constant scope creep, this episode is for you. Beyond The Episode Gems:• Learn More Starting Your Own Business With Amazon's Delivery Service Program• Start Creating Exceptional Sites & Business Solutions Using Wix Studios • Grow Your Business Faster Using HubSpot's CRM Platform• Use The Same Recording Platform I Use For My Podcast, Try Riverside.fm For Free• Buy Troy's Book, Strategize Up That Is Referenced In This Episode: StrategizeUpBook.com• Discover All Podcasts On The HubSpot Podcast Network#####Support The Podcast & Connect With Troy: • Rate & Review iDigress: iDigress.fm/Reviews•  Follow Troy's LinkedIn @FindTroy• Get Strategy Solutions & Services: GrowWithTroy.com•  Follow Troy's Instagram @FindTroy•  Subscribe to Troy's YouTube Channel

Unlocking Pricing Power: Adam Wallace on Raising Prices and Building Your Legacy Adam Wallace is an American expert in pricing strategies who has dedicated his career to unlocking pricing power for products and services. With over a decade of experience as a corporate fixer, he has collaborated with Fortune 100 leadership teams to enhance multibillion-dollar ventures, helping organizations capture additional value and optimize their pricing models.Currently, he serves as an interim executive and board member for private companies, where he continues to apply his deep knowledge of pricing dynamics to drive growth and profitability. In his new book, (Re)Value: Raise Your Prices and Build Your Legacy, Adam distills his extensive experience into actionable strategies for businesses looking to enhance their pricing power. The book emphasizes that pricing is not just about charging more; it's about understanding the unique value that customers are willing to pay for. It provides insights into how to identify what customers truly value, where businesses may be leaking value, and how to craft offerings that resonate with customers. Beyond his professional achievements, Adam's roots run deep; he grew up in a historic two-story log cabin near Nashville, built by his seventh-generation grandfather before Tennessee became a state. This unique upbringing instilled in him a strong sense of legacy and value, which he now shares with others through his insights and strategies in the business world. Connect with Adam Wallace: Website | LinkedIn | Amazon

Clients don't fall out of the sky. Find out what's working right NOW in this brand new 60 minute live training you will learn... The biggest mistakes new SMMs make ​​Pricing your services to make them more attractive ​​​​​​​Pitching, networking and getting in front of clients Sign up for the FREE Live Webinar now: https://event.webinarjam.com/register/14/l7q5oa0 ~~~ On today's episode it's Q&A time! I've gone through my YouTube, Instagram & TikTok comments for the most commonly asked questions and put them into this episode for you. Today we're covering: Cold Pitching - Emails vs DMs Pricing - What to charge as a Social Media Manager Platforms - which ones should you or your clients be on Client Expectations - watching out for Red Flags! Not Reaching Client Goals - how to resolve these with your client. Let me know what you think of today's episode over on Instagram. Should I do more of these? Do you have a burning question you'd like me to bring up? Would you do something differently to me - tell me why! Thanks so much for listening. As always, I'd appreciate it if you could review the podcast over on Apple or Follow & Rate us 5 Stars on Spotify. Your continued support in this area means we can continue to bring these episodes to you for free! Talk to you next week!Ellen xx ~~~ Mentioned in today's episode: Listen to my Money Series episodes. Start here with Should I Charge an Hourly Rate or Offer Packaged Services And one of my earlier episodes on Value Based Pricing & What to Charge Want to get more Ellen or Work with her and her team? Check out the Dishing Up Digital Agency website for more information and to contact us: https://www.dishingupdigital.com/ Join the Dishing up Digital School: https://www.dishingupdigital.com/courses Ellen's Instagram Page: https://www.instagram.com/ellenmackenziee/ Ellen on TikTok: https://www.tiktok.com/@ellenmackenzieee?lang=en Buy Ellen's Book: https://www.ellenmackenzie.com/book

Question or comment?

SO HOW DO YOU BALANCE BUSINESS WITH YOUR PERSONAL LIFE? Today we dive deep into the art of balancing business growth with a fulfilling personal life, especially for those running service-based businesses. If you're striving for success without sacrificing your well-being, this is the podcast for you. Get ready to uncover powerful strategies that will help you manage your time, price your services right, and scale your business without compromising your personal happiness. Like many of our episodes this one was sparked by a listener's email highlighting their challenge of balancing their business growth with parenting. In the episode we explore... Common challenges faced by service-based business owners. The difference between service-based and product-based businesses. The impact of these challenges on personal life and business growth. Time Management and Prioritisation The significance of effective time management. Practical tips for prioritising tasks and managing time efficiently. Techniques like time-blocking and goal setting to enhance productivity. Pricing Your Services Profitably and Sustainably Strategies for pricing services based on value rather than time. Importance of market research and understanding costs. Steps to set and adjust prices effectively for profitability. Scaling Your Business Building a supportive team and leveraging freelancers. Standardising processes and using technology for efficiency. The importance of client retention over constantly seeking new clients. Balancing Parenting and Personal Life with Business Growth Creating boundaries between work and personal time. Involving family members in the business and understanding their support. Practical steps to find balance and manage expectations.   Contact Us Instagram: @philippacraddock Email: hello@philippacraddock.com  Mentioned Links Free pricing guide in the Resources section on our website. Episode 046: Strategies to Support You with Effective Time Management I hope you find this episode insightful and helpful. Balancing business and personal life is crucial for long-term success and well-being. Implementing the strategies discussed today will create a more balanced approach to managing your service-based business...    

In this episode, pricing expert Casey Brown describes common challenges for salespeople in pricing conversations. She emphasizes the importance of communicating value and highlighting differentiators before offering discounts. Casey's approach with clients is to train their sales teams to have a value-based mindset and understand customers' buying signals and motives. While having a strong pricing strategy is important, equipping salespeople with the right negotiation skills will lead to better outcomes.  Note: At the beginning of the interview, we refer to one of her blog posts, which can be found here.Find more at revopschampions.com

“I realize there's this massive disconnect in the business model whereby you've got governments and health insurers paying billions and billions of dollars for what might be a not very effective therapy, and then there's all these potential cures, even, and much better treatments out there.” - Savva Kerdemelidis Savva Kerdemelidis and Zan Lowe, of Public Good Pharma, joined me this week to talk about re-aligning the incentive structures for drug development.  In our current system, drugs are often funded based on how much of their formula is patentable, and manufacturers will tweak the formulas in order to get new patents when they've run out. So how do we fix the system, for the public good?  Savva's solution is to “self-fund” pharmaceutical trials, through employers. These trials can be used to determine if lower cost drugs have the same or better effect than more expensive, patented ones (which they often do), and also demonstrate huge cost-savings for employers.  Join us as we take on “Big Pharma” this week on Self-Funded. Chapters: (00:00:00) Introducing Public Good Pharma (00:09:29) Our Profit-Driven Pharmaceutical Industry (00:12:16) Drug Development Challenges in Patent System (00:13:19) Patent Monopolies and “Evergreening” Pharmaceuticals (00:17:44) “Interventional Pharmacoeconomics” (00:19:32) Clinical Trials for Affordable Treatments (00:29:18) Employer Involvement in Lower-Cost Drug Trials (00:33:37) Cost-Effective Pharmaceutical Incentive Strategy (00:36:55) Revamping Healthcare Incentives (00:45:28) Affordable Pharmaceutical Alternatives Key Links for Social: @SelfFunded on YouTube for video versions of the podcast and much more - https://www.youtube.com/@SelfFunded Listen on Spotify - https://open.spotify.com/show/1TjmrMrkIj0qSmlwAIevKA?si=068a389925474f02 Listen on Apple Podcasts - https://podcasts.apple.com/us/podcast/self-funded-with-spencer/id1566182286 Follow Spencer on LinkedIn - https://www.linkedin.com/in/spencer-smith-self-funded/ Follow Spencer on Instagram - https://www.instagram.com/selffundedwithspencer/ Key Words:  #PharmaIndustry #DrugPricing #PatentSystem #Evergreening #ValueBasedPricing #InterventionalPharmacoeconomics #FormularyDesign #InnovativeIncentives #FixTheSystem #CostReduction #PersonalizedMedicine #AIinHealthcare #selffunded #podcast Pharma Industry, Drug Pricing, Patent System, Evergreening, Value Based Pricing, Interventional Pharmacoeconomics, Formulary Design, Innovative Incentives, Fix The System, Cost Reduction, Personalized Medicine, AI in Healthcare, self funded, podcast --- Support this podcast: https://podcasters.spotify.com/pod/show/spencer-harlan-smith/support

Dr. Thomas (Tom) Nagle founded the Strategic Pricing Group (now part of Monitor Deloitte) in 1987 soon after publication of the first edition of The Strategy and Tactics of Pricing. For more than three decades, he has advised companies, primarily in B-to-B markets, on how to manage more profitably the five elements of pricing strategy: Value Creation, Value Communication, Price Structure, Pricing Policy, and Competitive Price Setting. In this episode, Tom shares how value is perceived and measured by customers, emphasizing the distinction between economic value and willingness to pay. He also delves into the complexities of pricing negotiations, highlighting the importance of understanding customer perceptions and effectively communicating the impact of products or services on their business outcomes.    Why you have to check out today's podcast: Understand the intricacies of value-based pricing, distinguishing between economic value and willingness to pay, and providing real-life examples illustrating these concepts effectively Delve into these two critical decisions buyers make to help you better understand and influence customer purchasing behaviors Find out practical advice on handling price negotiations, emphasizing the importance of "gives and gets" and strategies to avoid undermining your pricing integrity   "Don't ever believe what the customer is telling you upfront about what their value is. They may believe it, but they don't know the impact." - Tom Nagle   Topics Covered: 01:29 - His early experiences with pricing influenced by his grandmother and how he got into pricing professionally 03:16 - How it is more effective to focus on market response to price changes and gather qualitative insights from clients than just precisely measuring elasticity 08:49 - Important thoughts on why pricing didn't matter much then before its deregulation 11:28 - Explaining the concepts of value and value-based pricing with an example illustrating the point 16:56 - The need to create policies to maintain price integrity and managing negotiations to prevent undermining value capture 23:25 - Discussing the concept of value-based pricing and sharing an insightful example where a service's value was evaluated against the status quo rather than a competitor 26:16 - Tom's best pricing advice   Key Takeaways: "The goal is not to try to put a line between them that's a weighted average of the high prices and the low prices, and call it a demand curve. The goal is to figure out why we have all this variation and use that variation to create segments that eliminate the trade off between price and volume." - Tom Nagle "The value isn't in the product. You can study the product from now until kingdom come, and you are never going to understand the value by studying the product. You have to study how the products' benefits impact the customer's income statement." - Tom Nagle   People/Resources Mentioned: Financial Analysis for Profit-Driven Pricing: https://sloanreview.mit.edu/article/financial-analysis-for-profitdriven-pricing/ Walmart: https://www.walmart.com DuPont: https://www.dupont.com Malcolm Baldrige National Quality Award: http://asq.org/quality-resources/malcolm-baldrige-national-quality-award   Connect with Tom Nagle: LinkedIn: https://www.linkedin.com/in/thomas-tom-nagle Email: thomasnaglephd@gmail.com   Connect with Mark Stiving: LinkedIn: https://www.linkedin.com/in/stiving/ Email: mark@impactpricing.com  

Jason Covitz, the Vice President of Commercial Finance at Covetrus, possesses a wide range of expertise including CFO, Business Growth, Value-Based Pricing, Sales Effectiveness, and Product Management, among others. In this episode, Jason shares competitive pricing strategies, emphasizing the importance of understanding both inherent and relative value when comparing products to competitors. He shares practical methods for gathering competitive pricing intelligence and highlights the need for combining analytical and creative thinking in pricing.   Why you have to check out today's podcast: Gain valuable insights into how to approach value-based pricing, understand competitor comparisons, and leverage features to maximize your product's value Discover valuable methods for gathering competitive pricing intelligence and innovative techniques to help you make informed pricing decisions Learn to "ruthlessly prioritize" tasks based on their potential value to help you effectively focus your efforts and achieve significant business results   "Keep digging. Get your teams comfortable with learning. Be inquisitive, poke around, turn on the lights, and hopefully you find large piles of money." - Jason Covitz   Topics Covered: 02:11 - What led Jason into pricing 03:17 - Discussing how analytics at Capital One included evaluating factors like the cost of repossessing a car and its post-repossession value 05:01 - Explaining the difference between a private equity (PE) owned company and a public company 07:32 - Advocating for a detailed feature-level competitor comparison 10:45 - Think about ROI conversation 11:45 - The challenge of determining competitor pricing for value-based pricing 16:16 - Discussing strategies for competitive pricing and understanding relative value 20:50 - Important thoughts on the use of conjoint analysis in B2B versus B2C contexts 22:40 - Talking about the blend of skills required in pricing, noting that it's not about pure numbers 23:44 - Jason's best pricing advice   Key Takeaways: "Competitive intelligence from pricing --- people are like, well, I'm just going to ask them what the number is. Well, the number by itself doesn't stand alone; you got to bring the whole story to the conversation in that case." - Jason Covitz   People/Resources Mentioned: Capital One: https://www.capitalone.com First Data: https://www.first-datacorp.com Covetrus: https://covetrus.com/   Connect with Jason Covitz: LinkedIn: https://www.linkedin.com/in/jcovitz/ Email: jascovitz@gmail.com   Connect with Mark Stiving: LinkedIn: https://www.linkedin.com/in/stiving/ Email: mark@impactpricing.com