ICBUSA presents a series of webinars covering a wide range of topics of general and specific interest to our members and industry stakeholders. Please take a moment to review the list of upcoming webinars and register today!


Pricing on Purpose: Implementing Value Pricing in Your Firm, Part I

  Ronald J. Baker  

Presented by Ronald J. Baker, author, Implementing Value Pricing: A Radical Business Model for Professional Firms

August 16, 2018 - 1pm EST / 10am PST

Register now!

A business is defined by the value it creates for its customers. Your price speaks volumes about your value proposition, more so than any other component of your firm’s marketing. Yet, an overwhelming majority of professional firms price their services by the flawed hourly billing method. This method is outdated and suboptimal. There is a better way.

All prices are, ultimately, determined by the subjective value perceptions of the customer. This makes having a value conversation with the customer to comprehend and communicate your firm’s value essential.

Agenda:

 

Step 1: The Value Conversation, The best opening statement ever spoken for every Value Conversation

Step 2: Pricing the Customer, Not the Services

Step 3: Crafting and Pricing 3 Choices for Every Customer, How to increase your price by 50 to 90 percent over your nearest competitor

Step 4: Presenting the Choices to the Customer and Handling Price Objections


The Greatest Knowledge Management Tool in the History of the Human Race: After Action Reviews

August 28, 2018 - 1pm EST / 10am PST

Register now!

This session is dedicated to the possibility that a professional firm can significantly increase its effectiveness in working with customers by creating a culture that uses after action reviews as their primary knowledge sharing tool. Adopting the AAR is not easy as it requires professionals to “spend” a significant about of time on an activity that is not “billable.” Because of this, the after-action review is not for everyone and should only be used by firms that truly seek to transform themselves. If you think that it is possible that you and your firm can meet this challenge, you are welcome to attend this webcast delivered by Ed Kless, senior director of partner development and strategy at Sage.

  Ed Kless  

Ed Kless joined Sage in July of 2003 and is currently the senior director of partner development and strategy. He develops and delivers curriculum for Sage business partners on the art and practice of small business consulting including the Sage Consulting Academy, Business Strategy and Customer Experience Workshops. He also facilitated the Sage Leadership Academy, a year-long program designed to assist Sage Software partners develop a continuous process of improvement in their organizations and serves as liaison to the Strategic Leadership Association.

Ed is the author of The Soul of Enterprise: Dialogues on Business in the Knowledge Economy, a compendium of a few of the episodes of his VoiceAmerica talk-show The Soul of Enterprise: Business in the Knowledge Economy with Ron Baker, founder of the VeraSage Institute where Ed is also a senior fellow.


Pricing on Purpose: Implementing Value Pricing in Your Firm, Part II

  Ronald J. Baker  

Presented by Ronald J. Baker, author, Implementing Value Pricing: A Radical Business Model for Professional Firms

September 6, 2018 - 1pm EST / 10am PST

Register now!

This session will complete the rest of the eight steps in Implementing Value Pricing.

Agenda:

 

Step 5: The components of a successful Fixed Price Agreement

Step 6: The basics of project management

Step 7: Dealing with scope creep and scope seep: Change Requests and Change Orders

Step 8: The Pricing After Action Review: 20 Questions to answer after the engagement

loading