how to get paid a fair price for what you do with jan copley atticus, inc. presents

How to Get Paid a Fair Price for What

You Dowith

Jan CopleyAtticus, Inc.

Presents

2

Are You Your Own Worst Enemy?

The discounting reflex

The fear factor

Giving work away

The cash flow crunch

Default to hourly billing

3

Be Deliberate About Your Pricing

How much do you want to make this year?

How much does it cost to operate your firm?

How much do you want to take home?

Set your goals

Enlist your team

4

Client Selection

A, B, C, D clients

Don’t let the wrong prices bring you the wrong clients

Case Selection

Will make you money?

Is the case worth it?

Sleep at night factor

5

6

Keep the Pipeline Full

Focus bringing the work in

Never, ever, ever stop marketing

7

Be Assertive About Collecting

Set client expectations

When you expect to be paid

How you expect to be paid

Don’t take on a case without a retention

Evergreen retainers

Bill when the work is done

8

Rules of Engagement

1 Replace the discounting reflex with a little arrogance

2 Understand the value you offer to your customers

3 Price to increase profits

R. Holden and M. Burton, Pricing with Confidence (Wiley 2008)

9

Rules of Engagement (con’t)

4 Present what you provide to give you pricing flexibility

5 Build your selling backbone

6 Remember who you are

R. Holden and M. Burton, Pricing with Confidence (Wiley 2008)

More information: Jan Copley

jan@copleycoaching.com626.696.3145

~or~

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