Implementing Value Pricing: A Radical Business Model for Professional Firms PDF Download Ebook. Ronald J. Baker shows superior model to price for professional services: selling intellectual capital with pricing based on the results and value it creates, not the cost or time it took to formulate.
This text declares the customer as the sole and ultimate arbiter of value. It proposes a business model change from "We sell time" to "We sell intellectual capital," exploring the requirements, hurdles, challenges, and opportunities that enlightened firms transitioning to this new business model will face.
Driven by theory and the actual experiences of many firms, this book features seven appendixes available for download on the companion website containing checklists, strategies, sample forms, and case studies, and discusses business model innovation, the latest research on the history of the billable hour and timesheets with the foundations of creating value.
An eight-step model to assist firms to implement value pricing is described with two frameworks for scoping complex engagements, hourly billing and timesheets. Seven appendixes are available for download on the companion website—containing checklists, strategies, sample forms, and case studies. Author weaves all of them together seamlessly, and includes numerous examples to illustrate his primary points.
With case studies from firms that have profitably implemented these specific ideas, it is a practical guide for how and why to implement a business model change, create more value, and unlocks the tremendous competitive power hidden in the intellectual capital of every professional firm. There are exploring topics that include economic theory, customer orientation, value identification, service positioning, and pricing strategy.
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