Business case-based selling
Value pricing can feel to clients like you're charging whatever you can get. Framing it as a business case makes the conversation collaborative.
Kevin C. Whelan
A better way to frame value-based pricing:
Business case-based selling.
Value pricing, to the client, sort of feels like price discrimination.
Like a person saying, “What’s this worth to you?” and then trying to charge as much as they can get away with.
To me, making a valid business case for an engagement feels more reasonable, collaborative, and aligned.
You’re a co-buyer seeking to help the client find the right solution that meets their business objectives. Not too much, not too little.
You help them make a business case for your scope and price based on reasonable performance expectations.
Just my random thought of the day. More mindset and semantics than definitions.
Agree or disagree?
—kw