It requires a wholesale change of approach to:
Clients and prospects really value solutions to the challenges that they face and there is huge potential for any firm’s to step up and redefine their role and impact with clients.
Pricing value is about comprehending value in the eyes of your client through developing a clear understanding of the root cause of their pain and demonstrating how the firm can create value through bespoke solutions.
Its then about capturing a commercial share of the value created and communicating the economic value of the solution to the client. This means developing a real understanding of, and belief in, just what value clients ‘get’ when you work with them.
We are usually asked help clients in two ways:
Solution 1) How to capture and communicate more value from existing work
Solution 2) How to adapt a ‘time on the clock’ culture and move fee earners towards a mindset and approach of value co-creation
Key messages and areas of focus