How on earth do you and your team, your colleagues, your firm as a whole, engage in meaningful, tangible conversations with clients, demonstrating that your firm delivers real value?
In this podcast discussion with Paul Kennedy of OBK, a relatively small firm north of London, we discover that for decades Paul has been a keen student of Ron Baker, Rick Payne and Bootcamp, and he has implemented an approach to value pricing in a very practical way.
You’ll hear Paul share his insights and his thoughts about how his firm have implemented value pricing. There's a lot of discussion around value pricing, but Paul reveals the practical ways of delivering value, so that your clients will say: 'oh, that is worth far more than the 10 minutes or 10 hours you've invested in working with me.'
We tend to do, for example, tax calculations annually in advance rather than annually in arrears.
We're always trying to think let's look forward and let's compare that view of the future, let's challenge it and let's see if we can help people create a better future.
And that's really our raison d'être, that's the way we think.
Connect with Paul
Connect with Paul
What does Humanise the numbers mean to you?
A qualitative focus
Getting to know the business owner
The subjectivity of value / Finding the right client
What has influenced your business philosophy?
Resistance to change
Is there a model for value pricing?
Click the play button below and use the slider on the audio below to get quickly to the chapters in the podcast.
Resources relating to this podcast:
Listen to Paul and Paul talk about the importance of not just counting the numbers but delivering real value to clients.
Paul talks about understanding the numbers, but going beyond the numbers to help clients drive their businesses forwards.
Paul and the team at OBK find out what their clients are thinking and what their view of their business is now and in the future, they ask the right questions to really get to the heart of what their clients want their business to achieve. OBK work with them to make this a reality.
This Bitesize Business Breakthrough will show you how to build value and sell more by using the SPIN framework to ensure you are asking the right questions.
Click the link on the button to read this report and discover 4 sad and happy questions that will deliver value to your clients.