Watch the video below and see why charging by material cost doesn’t really make sense in the Service industry.

So, charging by the hour punishes someone for being good.

How do we charge then? By value of course. And here’s how.

I’m still trying my best through the use of:

  • Asking Why
  • Using a prescriptive approach
  • Finding out the real problem
  • Finding the To-Be state with a little imagination
  • Using myself as a branding
  • Asking the right questions
  • Using persuasion psychology

I’m still weak in educating clients the perceived value and I hope to get there one day. But I feel all Account and Sales folks should understand and practice this value based approach.