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