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Implementing value pricing : a radical business model for professional firms

Author: Ronald J Baker
Publisher: Hoboken, N.J. : Wiley, ©2011.
Series: Wiley advisor.
Edition/Format:   Print book : EnglishView all editions and formats
Summary:
"The overwhelming majority of professional firms price their services by the antiquated hourly billing method, a method with many flaws. This new book demonstrates there is a superior model to price for professional services, a business model change from "We sell time," to "We sell intellectual Capital." Focused on the art of pricing commensurate with external value created, this volume uniquely views value as seen  Read more...
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Document Type: Book
All Authors / Contributors: Ronald J Baker
ISBN: 9780470584613 0470584610
OCLC Number: 635455405
Description: xxxi, 365 pages : illustrations ; 24 cm.
Contents: Part I A radical business model --
Chapter 1 The firm of the past --
Chapter 2 The firm of the future --
Part II Foundations of creating value --
Chapter 3 Why are we in business? --
Chapter 4 A tale of two theories --
Chapter 5 Four Ps and five Cs --
Chapter 6 What people buy --
Chapter 7 How people buy --
Chapter 8 Your firm's value proposition --
Chapter 9 The consumer surplus and price discrimination --
Chapter 10 Macro pricing strategies --
Chapter 11 Price the customer, not the service --
Chapter 12 There is no such thing as a commodity --
Chapter 13 Baker's law: bad customers drive out good customers --
Chapter 14 Value pricing and self-esteem --
Chapter 15 Ethics, fairness, and value pricing --
Part III The genesis and consequences of hourly billing and timesheets --
Chapter 16 A brief history of hourly billing and timesheets --
Chapter 17 The deleterious effects of hourly billing --
Part IV What replaces hourly billing and timesheets --
Chapter 18 Why carthage must be destroyed --
Chapter 19 Price-led costing replaces hourly billing --
Chapter 20 The wrong mistakes --
Chapter 21 Who is in charge of value? --
Chapter 22 Measure what matters to customers --
Chapter 23 Firm-wide key predictive indicators --
Chapter 24 Knowledge worker key predictive indicators --
Chapter 25 After actions reviews --
Chapter 26 O'Byrne & Kennedy: a firm of the future --
Part V Eight steps to implementing value pricing --
Chapter 27 The eight steps at a glance --
Chapter 28 Step one: conversation --
Chapter 29 Step two: pricing the customer: questions for the value council --
Chapter 30 Step three: developing and pricing options --
Chapter 31 Step four: presenting options to the customer --
Chapter 32 Step five: customer selection codified into the fixed price agreement --
Chapter 33 Step six: proper project management --
Chapter 34 Step seven: scope creep and change orders --
Chapter 35 Step eight: pricing after action reviews --
Part VI Inflection point --
Chapter 36 No one can forbid us the future --
Chapter 37 Declaration of independence.
Series Title: Wiley advisor.
Responsibility: Ronald J. Baker.
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Abstract:

* The overwhelming majority of professional firms price their services by the antiquated hourly billing method, a method with many flaws * This new book demonstrates there is a superior model to  Read more...

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