Be strategic in pricing your services. To get the price right for any given client, consider these factors.
Analyse your client
- perceptions and characterisation of you, the needs, measures of value, why they choose you, price sensitivity, propensity to innovate
Analyse competitors
- identity, location, profile, strengths, brand-value
Analyse your practice positioning
- capabilities, strengths, efficiency, costs of production, brand-value.
Assess your bargaining power
- can your client get what s/he wants and needs.
Evidence of successful pricing strategies
- ".... their pricing does not present us with any impediment to using them"
- "... we're not paying for anything unnecessary..."
- "....they're value at that price" - "we get value for what we pay ...".
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