Announced on April 21, P3® – The Practice Innovation Conference will transform into P3® – The Virtual Experience, a series of online, interactive content taking place in June. The in-person experience was previously cancelled due to the COVID-19 pandemic. View the P3 home page for more information.
Entrepreneurial Pricing – A Client-Centric Approach to Fully Monetizing Our Value
Track: Pricing & Profitability
“Can I buy a bunch of 6-minute units from you?” asked no client ever! And yet we persist in framing the conversation and encouraging clients to do so in these very terms. Clients don't buy six-minute units any more than we walk into a travel agent and ask if we can buy 90 minutes on a plane. Clients buy outcomes, results, reassurance, peace of mind. The six-minute unit is a management distraction.
In this session, we will explore in real-world terms with case studies, what truly entrepreneurial pricing looks like, why it is essential to uncouple production cost from the client's perception of the value they are getting, and how this can result in not only enhanced profitability, but also immensely satisfied clients grateful to firms that are genuinely willing to align both party’s commercial interests.