{"id":102413,"date":"2022-09-30t12:00:42","date_gmt":"2022-09-30t16:00:42","guid":{"rendered":"\/\/www.g005e.com\/?p=102413"},"modified":"2024-08-14t09:30:09","modified_gmt":"2024-08-14t13:30:09","slug":"make-the-value-curve-work-for-you","status":"publish","type":"post","link":"\/\/www.g005e.com\/2022\/09\/30\/make-the-value-curve-work-for-you\/","title":{"rendered":"make the value curve work for you"},"content":{"rendered":"

\"older<\/a>does your position match client perception?<\/strong><\/p>\n

by august j. aquila<\/i><\/a><\/p>\n

there is a completely different way of looking at value and it is tied into the type of accounting or consulting work that is available in any given market and the type of accounting or consulting work that your firm provides. thirty-plus years ago william c. cobb wrote \u201cthe value curve and the folly of billing-rate pricing,\u201d providing a great deal of insight into the concept of pricing and value. many of the ideas that follow are based on cobb\u2019s article.<\/p>\n

more: <\/b>how competitors drive pricing<\/a> | how to leverage demand in your pricing<\/a> | the four phases of service life<\/a> | what we know about pricing strategies<\/a> | make the most of your marketing mix<\/a> | marketing orientation is what firms need<\/a> | when hourly billing hurts profits<\/a>
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in discussing legal services, cobb notes that sophisticated clients do not tie benefits to hours. rather, there are certain types of services that have a significant impact on the client\u2019s business. the key words here are \u201csophisticated\u201d and \u201cimpact.\u201d
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