rate both yourself and your firm.
by august j. aquila
price it right
there are things that you can do to help your clients perceive a higher value in you and your services. these are not activities that will immediately increase your fees, but if done consistently, they will reinforce to your clients the added value that you bring to them.
more: how utility and value affect pricing | the four types of competition | marketing and the 5 p’s | why choose a marketplace orientation? | why value pricing?
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innovative firms realize that it takes more than just a seminar or newsletter to provide added value to the client. everything revolves around the personal relationship that ultimately develops between the professional service provider and the client.
exactly what is that relationship and how does it translate into higher fees? everything that you do for a client ultimately has to have an impact on the client’s future, his or her personal success, the profitability of his or her company, the security of his or her estate, and so on.
completing the questionnaire below will show you how much added value you are currently providing to your clients.
value-added questionnaire
consider the following ways that value can be added to your services. for each way, rate yourself and your firm as to how well you do. if you are doing an outstanding job, give yourself a 10; if you are doing an extremely poor job, give yourself a 1. most likely you will rate yourself between these two extremes. any questions that receive a rating below 7 or less should be reviewed carefully to see how you could improve the rating.
