- Examine the key focus of your early conversations with a prospect.
- Identify the four types of value you can offer to clients as a consultant.
- Recognize when you should and should not focus on pricing your value.
- Explore how to determine the value of custom consulting.
Skill Level Intermediate
- Value creation, value proposition, value-based fees, value is such a buzzword, and for good reason. People don't buy products or services. They buy the value those purchases provide, a car to get myself and my stuff from here to there, a dentist to make sure my teeth stay healthy, a graphic designer to help me project the right image. As a consultant, if you can focus on the value that you are uniquely able to provide to your clients rather than the hours spent or the products developed, you can build loyal, mutually beneficial relationships.
But value is in the eye of the client. You have to set your prices based on the value perceived by the people you serve. I'm Robbie Kellman Baxter, the author of The Membership Economy. I'm also the CEO of Peninsula Strategies, a firm focused on helping organizations build forever transactions with the people they serve, through tactics like subscription pricing, digital community, and a service orientation. I also coach independent consultants and professional services providers on how to establish and build their own practices using value-based pricing.
In this LinkedIn Learning course, you'll learn how to define your unique value proposition, so you can move from pricing for effort to pricing for results. I'll share specific questions you can ask and frameworks for identifying sources of value, regardless of your client situation. And I'll teach you how to reduce your labor intensity, even as you increase the value of your contribution. Whether you're a process expert, a career coach, a designer, or even an accountant, I can help you work more strategically with your clients to better achieve their goals and your financial goals as a consultant.
So if you're ready, let's dive into the concept of value.