Blair Enns – Pricing Creativity – A Guide To Profit Beyond Billable Hours

Blair Enns – Pricing Creativity – A Guide To Profit Beyond Billable Hours

Check it out: Blair Enns – Pricing Creativity – A Guide To Profit Beyond Billable Hours

Your clients will pay more for the expertise you offer.

How much more?

You may charge 50% more before you’ve finished this guide. You may double or triple your margin within a year.

When we stop pricing our time and our inputs and start charging for the value we create for our clients, everybody wins.

Read this book, embrace the mindset, live by the 5 Rules (and master the sixth), and refer to the 20+ tips for specific scenarios and let me know what your bottom line looks like in the months ahead.
“What’s the value of this book? Somewhere between the retail price and a few million dollars… You can read the book, apply the ideas, and win—or you can spend the rest of your life working nights and weekends and chasing profits. Which are you going to choose?”
DAVE GRAY
“What’s the value of this book? Somewhere between the retail price and a few million dollars… You can read the book, apply the ideas, and win—or you can spend the rest of your life working nights and weekends and chasing profits. Which are you going to choose?”
DAVE GRAY
founder, XPLANE; author of Gamestorming: A Playbook for Innovators, Rulebreakers, and Changemakers
WHAT’S INSIDE:

TABLE OF CONTENTS
1 PRINCIPLES
Understand These

Introduction: What Price for a Logo?
Price Like a Marketer
Inputs, Outputs, or Value: What Are You Selling?
The Many Ways in Which You Deliver Value

2 RULES
Live by These

Price the Client, Not the Job
Anchor High
Say a Price Before You Show a Price
Master the Value Conversation
Offer Options
Limit Unpaid Proposals to One Page

3 TIPS
Use These in Specific Situations

Constructing Your Proposals

Crafting High-Priced Options
Framing Low-Priced Options
Make the Margin in the Middle

Pricing Models

Do Retainers Right
Lease Instead of Sell
Sprints, Points, Tips, Pay What You Like, and More Alternative Pricing Models

Negotiating

Sell Risk Reduction
Nudge, Nudge; Wink, Wink
Never Discount (But When You Do, Do it Right)
Alternatives to Cutting Price
Remove Pricing From the Front Lines
Negotiate Like a Pro

The Next Level

Begin to Untether From Time
The Last Obstacle is You