I'm tracking others' insights - on Pricing and Value Propositions

I've been watching Chris Marston's blog.  At first glance, it appears he's just one more of many law-firm-management commentators.   But take a closer look.  For you non-law-firm professional service marketing leaders, Marston is one of the few who talks about PRICING and VALUE for clients. 

I love his comments on his late-summer post on the 4 C's of value pricing:  "(Say it with  me now) The Price of work has NOTHING to do with time."  Or this post, even earlier in the summer: "Outside in pricing is about looking outside of the four walls of your office building to determine what your work is worth to the client. Did you ever think to ask your client what it is worth? Why not? "

I still can't believe how often professionals -- even marcom consultants with whom I work -- are still using the hourly-pricing model, or who haven't pushed clients to re-think it themselves.  (If they did, they'd have to address their own value propositions. ) 

Marston is right on; as professionals, none of us should be afraid to find out the REAL perceptions of our value to our clients. If it means we have to push ourselves to improve, so be it. 

It's no fun otherwise.