Art of Value Show - Discover Value | Create Options | Start Pricing: Recent Episodes
Kirk Bowman
In this episode, Ron Baker and I continue with Part 2 of the What Matters series. If profit does not matter, then what should replace it? Cash planning and budgeting. This is a huge opportunity for accountants and consultants because you can equip your customer to make stronger business decisions. Will you seize it? About […]
The post Why Cash Does Matter with Ron Baker – 129 appeared first on Art Of Value.
In this episode, Dr. Reginald Tomas Lee explains why cash and profit are not the same. Cash is the life blood of a business. It drives daily operational decisions. Profit, on the other hand, is a relative metric (not measurement), dependent on the cost formula chosen. Executives and managers need to understand the difference and […]
The post Why Profit Does Not Matter with Reginald Tomas Lee – 128 appeared first on Art Of Value.
In this episode, Ed Kless and I tackle the myth that economic development has reached its peak through technology, especially artificial intelligence. We explore the theme through three books: Life After Google by George Gilder, Tomorrow 3.0 by Michael Munger, and Subscribed by Tien Tzuo. This episode was recorded live at Kellys in Allen, TX–one […]
The post The Business Model of Tomorrow with Ed Kless – 127 appeared first on Art Of Value.
In this episode, Joe Woodard and I conduct an After Action Review on Scaling New Heights 2018. The conference was held in June 2018. This episode was recorded a couple of weeks later. Joe is very forthright about what went well, what did not, and what he learned for next time. About Joe Woodard Joe […]
The post An Authentic After Action Review with Joe Woodard – 126 appeared first on Art Of Value.
In this episode, Carrie Mulrooney and I discuss her transition from hourly billing to value pricing. She met Ron Baker at an accounting conference in 2015, and shortly thereafter, joined his Black Swan program. Within a year, she had converted most of her bookkeeping practice to value pricing. About Carrie Mulrooney Carrie Mulrooney is the […]
The post A Bookkeeper Learns to Price with Carrie Mulrooney – 125 appeared first on Art Of Value.
In this episode, Jody Padar and I discuss the impact technology has had on the accounting industry. And ironically, we conclude it is not really about the technology. It is simply forcing the profession to move in the direction it is should go anyway. About Jody Padar Jody Padar is a CPA with 25 years […]
The post It Is Not About the Technology with Jody Padar – 124 appeared first on Art Of Value.
In this episode, Jeff Kofman and I discuss his journey from journalism to tech startup CEO. Jeff explains how he came up with the idea for Trint.com, an AI (artificial intelligence) transcription service. He then shares insights into the pricing strategy for their SaaS (software as a service) product. About Jeff Kofman Jeff Kofman is […]
The post Does Technology Replace or Liberate? with Jeff Kofman – 123 appeared first on Art Of Value.
In this episode, Wes Higbee and I explore the impact that emotional blindspots can have on the success or failure of a software project. The first challenge is they are blind (unseen). The second is they are rooted in emotion (feelings). Wes explains how to overcome both challenges. About Wes Higbee Wes Higbee is the […]
The post Emotional Blind Spots Influence Your Pricing with Wes Higbee – 122 appeared first on Art Of Value.
In this episode, Hector Garcia and I discuss the impact creating videos for YouTube has had on his business. If you go to any popular accounting conference, Hector is probably speaking on marketing with YouTube. We explore why video, why YouTube, and the things he has learned through marketing with video. About Hector Garcia Hector […]
The post Using YouTube to Establish Authority with Hector Garcia – 121 appeared first on Art Of Value.
In this episode, Joe Woodard and I explore the impact technology has on the value you create for your customer. Joe explains why, although you cannot ignore technology, it is only a tool to achieve the desired outcome for your customer. Then, we explore the theme Rise of the Machines for Scaling New Heights 2017. […]
The post The Impact of Technology on Value with Joe Woodard – 120 appeared first on Art Of Value.
In this episode, Tom Lewis and I discuss the state of value pricing in advertising in the United Kingdom. Our conversation explores having an effective value conversation with procurement. Then, he shares insights from the keynote speakers at the 2017 IPA conference in London. About Tom Lewis Tom Lewis is Financial Director at the Institute […]
The post Pricing, Procurement & the Ad Agency with Tom Lewis – 119 appeared first on Art Of Value.
In this episode, Ed Kless and I discuss his recent trip to Australia. He was in Melbourne to present a strategy workshop and speak at Sage Summit 2017. We explore the strategy framework of Why, Who, What and How. Then, we review his sessions from Sage Summit, Healing Leadership and Innovation Beyond Technology. About Ed Kless […]
The post The Who, What and Why of Value with Ed Kless – 118 appeared first on Art Of Value.
During this episode, Jeffrey and Patrick explain why the best legal problem is the one you never have. They share their experience as customer and attorney, and then colleagues helping Fortune 1000 companies create a culture of risk prevention. About Jeffery Carr Jeffry Carr is the Former Senior Vice-President and General Counsel at FMC Technlogies. While […]
The post Prevention: The Next Legal Frontier with Carr and Lamb – 117 appeared first on Art Of Value.
In this episode, Patrick Lamb and I discuss his experience implementing value pricing at his law firm, and then consulting with other firms. Next, we explore the state of the business of law from the Value Line Adjustment to the Great Reset of 2008. About Patrick Lamb Patrick Lamb is the founder and a partner […]
The post Commercial Litigation for a Fixed Price with Patrick Lamb – 116 appeared first on Art Of Value.
In this episode, Michelle Golden and I discuss her experience pursuing the adoption of value pricing at KCoe Isom. Our conversation covers the “better way” of pricing, the advantage of options and the “add-on” strategy. We conclude with the impact of value pricing on new employees. About Michelle Golden Michelle Golden is a Partner and […]
The post Value Pricing in the Accounting 100 with Michelle Golden – 115 appeared first on Art Of Value.
Peter Carayiannis started his legal career with a national law firm in Canada. Later, while working as a solo attorney, he discovered his niche, general business counsel to corporations. Peter then founded Conduit Law, which has become Deloitte Conduit Law, an affiliate of Deloitte. Among his unique qualifications, he is licensed to practice law in the United States and Canada. Switching to […]
The post Value Pricing for Business Counsel with Peter Carayiannis – 114 appeared first on Art Of Value.
Brian Krogsgard is a WordPress developer from Birmingham, AL. He is the founder and editor of Post Status, a WordPress newsletter, and the host of Post Status Draft, a podcast for WordPress developers. He started working with WordPress in 2010, after graduating from Auburn University with a degree in mechanical engineering. Starting As a WordPress […]
The post WordPress News Is Not A Commodity with Brian Krogsgard – 113 appeared first on Art Of Value.
Dan Simmons is the Managing Director of the Lantern Legal Group, and Andrew Barnes is the Chief Financial Officer. The company is the largest regional law firm in Australia. Andrew is also President of the Australasian Legal Management Practice Association (ALMPA). This interview was recorded during a trip to the United States with John Chisholm. We […]
The post Making the Switch at a Large Firm with Simmons & Barnes – 112 appeared first on Art Of Value.
Nick Disabato is the founder of Draft, a design consultancy in Chicago. He is best known for A/B testing through two productized services, Draft Revise and Revise Express. He is the author of three books including The A/B Testing Manual. Nick is a frequency speaker at conferences including South by Southwest and Web 2.0. The Business of […]
The post Determining the Value of the Intangible with Nick Disabato – 111 appeared first on Art Of Value.
For the third straight year, Art of Value is celebrating the New Year with a compilation from the past twelve months. At the start of each show, I ask the same question: What is the most important thing you can share about pricing? In this episode, we revisit the answers from 30 of the expert […]
The post The Most Important Thing About Pricing Vol. 3 – 110 appeared first on Art Of Value.
Lee Cockerell was a guest a previous episode of the Art of Value Show. At the end of that show, Lee suggested we do another interview to discuss the rules of customer services from his book The Customer Rules. While we will not cover all 39 rules, we will cover a dozen or so during this […]
The post Be Nice: The Rules of Customer Service with Lee Cockerell – 109 appeared first on Art Of Value.
Aaron Vidas is the founder of StrategyBox, a marketing consultancy for $50M companies. In this episode, we discuss realigning your value proposition with a new target market. In the first segment, Aaron explains how he realized he was not aligned and the steps he took to change it. In the next segment, we explore how […]
The post Align Value with Your Target Market with Aaron Vidas – 108 appeared first on Art Of Value.
Mike Michalowicz has created three multi-million dollar companies and is the author of four published books including Profit First and Surge. His is a former columnist for the Wall Street Journal. One of his unique skills is using mnemonics to memorizes his keynote speeches. I (Kirk) was recently a guest on his podcast, Grow My […]
The post After You Create Value, Profit First with Mike Michalowicz – 107 appeared first on Art Of Value.
Kurt Elster is an e-commerce consultant who specializes in the Shopify platform. He is a founder and partner at EtherCycle, and host of the Unofficial Shopify Podcast. He earned his MBA from Illinois Institute of Technology. Kurt is a newlywed, and the theme for his wedding was “Day of the Dead,” the Mexican version of Halloween. […]
The post Revenue Generation for Ecommerce with Kurt Elster – 106 appeared first on Art Of Value.
Paul Kennedy is a co-founder and partner at O'Byrne & Kennedy (OBK), a chartered accounting firm in the United Kingdom. He is also a Practicing Fellow at VeraSage. In this episode, we explore the OBK journey to value pricing. In the first segment, Paul explains how OBK transitioned to value pricing over a 5-6 year […]
The post The Legacy of Value and Pricing with Paul Kennedy – 105 appeared first on Art Of Value.
Aaron Walker founded View From the Top to help men live a life of significance. In this episode, we discuss his journey from the pawn business to coaching men. In the first one, we explore being the right fit for the customer. During the second segment, Aaron describes selling and pricing in the pawn business. In […]
The post The Value of Significance with Aaron Walker – 104 appeared first on Art Of Value.
Chris Blunt is a software developer from the United Kingdom and a member of the Art of Value Society. In this episode, we discuss his transition from hourly billing to value pricing. In segment one, we explore his motivation to move from hourly rates to pricing on value. During the second segment, Chris explains how […]
The post The Freedom of Value Pricing with Chris Blunt – 103 appeared first on Art Of Value.
Janelle Allen is a learning designer of online courses at Zen Courses and the host of the Zen Courses Show. In this episode, we discuss how to create significant value for your course. In the first segment, we explore the most important factor, learner success. During the next segment, she explains how to determine what success […]
The post Designing Value for Your Online Course with Janelle Allen – 102 appeared first on Art Of Value.
Chris Lema is a software product strategist and daily blogger at ChrisLema.com. In this episode, we discuss value pricing in the enterprise market and creating membership sites. During the first segment, we explore selling software to large customers through story and value. In the second segment, Chris explains why a subscription service is actually a […]
The post Narrative Is the Medium for Value with Chris Lema – 101 appeared first on Art Of Value.
Daniel Lapin is best known as America's Rabbi. In this episode, we discuss his book Business Secrets From the Bible. In the first segment, he defines “ancient Jewish wisdom” and then defines business, money, and wealth from a Biblical perspective. During the next segment, we contrast the spiritual and physical nature of business. In the last […]
The post The Foundation of Wealth Is Wisdom with Rabbi Daniel Lapin – 100 appeared first on Art Of Value.
Creating an experience means that work becomes a performance for which you charge an admission fee. What would you have to revise to sell a ticket to engage with your business? The answer to this question can launch your business beyond the first three stages of economic value–commodity, goods and services–to the fourth stage, the experience.
The post To Increase Value, Create an Experience with Joe Pine – 099 appeared first on Art Of Value.
At times, value pricing can seem complex. However, if you boil it down to the core elements it is listening to the customer, discovering the impact and then creating options. Matthew Tol is passionate about the fundamentals and believes you should expand discovery to include the meaning and feeling to the customer to fully understand the value landscape.
The post Discover Impact, Meaning and Feeling with Matthew Tol – 098 appeared first on Art Of Value.
As a profession, lawyers may be the most resistant to value pricing due to their conservative nature. However, this is the very reason Michael Bradley from Marque Lawyers considers it a strategic advantage. The outcome for the customer is the first priority. If Marque cannot create value for the customer, they will not engage simply to make money.
The post Value Pricing Is A Competitive Advantage with Michael Bradley – 097 appeared first on Art Of Value.
In The Brain Audit, Sean D'Souza uses an analogy of 7 bags, or pieces of luggage, to explain the sequence the brain goes through during the buying process. Open the bags one at a time, in the right order, and the customer will buy. Skip a bag or alter the sequence, and the customer cannot finish the steps to make a purchase.
The post How the Customer Decides to Buy with Sean D’Souza – 096 appeared first on Art Of Value.
Having a value conversation with the customer is important regardless of the size of your business. However, as a solopreneur, it is essential for survival. You have to determine what type of customer is necessary to operate a profitable business. Then use the value conversation to identify and educate customers that you can serve and with whom you enjoy working.
The post A Value Conversation for the Solopreneur with Eric Davis – 095 appeared first on Art Of Value.
After discussing the limitations of hourly rates in a Facebook group, Matthew Habuda decided to give value pricing a chance. He started with a small project and progressed to a Fortune 500 opportunity. Along the way, he had to convince the customer and subcontractors it was the right decision. He shares his results and why he will never bill by the hour again.
The post Value and Pricing in the Enterprise with Matthew Habuda – 094 appeared first on Art Of Value.
Oren Klaff is an expert at pitching and closing multi-million dollar investment deals. His closing rate is high because he has mastered the art of frame control. Frame control helps Oren capture and keep the investor's interest during a presentation. The same concepts apply when you are having a value conversation. When you encounter resistance […]
The post Learning the Art of Frame Control with Oren Klaff – 093 appeared first on Art Of Value.
The tagline for the Art of Value Show is discover value, create options and start pricing. Lincoln Murphy calls value the “desired outcome”. In the SaaS world, the desired outcome is not the number of users for your app. The customer does not wake up in the morning and say “How do I get 50 […]
The post Seek the Desired Outcome First with Lincoln Murphy – 092 appeared first on Art Of Value.
Mental health is a tabu subject. And that is exactly why Cory Miller is sharing his story. He went through a divorce, and one of the effects was depression. It affected his ability to lead his team and make decisions in his business. Fortunately, he had an attorney who recognized the symptoms and suggested he see […]
The post The Mental Health of the Entrepreneur with Cory Miller – 091 appeared first on Art Of Value.
Making money as a music teacher is tough, especially if you charge by the hour. That is why BJ Lee and his wife Sylvia decided to use a different business model in their vocal coaching practice. They wanted to price their services based on the results their student would achieve rather than the time for the […]
The post Singing the Praises of Value Pricing with BJ Lee – 090 appeared first on Art Of Value.
For over a decade, Chris Marston has been paying his team based on the value they create for the law firm. Each employee can choose how to serve a customer in an engagement from five different roles. The contribution of the role, the lifecycle of the project and the importance of the customer to the firm determine the compensation paid. His "value" model aligns how the company prices customers to how it compensates the team.
The post Compensating Your Team Based on Value with Christopher Marston – 089 appeared first on Art Of Value.
The first step to pricing based on value is to believe you create value. Belief starts in your mind. My guest, Dennis McIntee, teaches managers and administrators to create a high-performance culture within their organization. The only way he can challenge his customers to reach higher is if he has a value mindset. Two requirements to achieving […]
The post The Mindset for Creating Value with Dennis McIntee – 088 appeared first on Art Of Value.
The traditional view of the proposal is that the professional must wow the customer with his expertise. A contrary view is the proposal is a collaboration between the professional and the customer. A collaboration that explores the value they can create, the value they should create, and the most valuable way to do it. WordPress developer […]
The post Creating Proposals That Win Business with Curtis McHale – 087 appeared first on Art Of Value.
The accounting profession is conservative by nature. Yet Peter Drucker said, "Profit comes from risk". This juxtaposition of stability vs. stretching describes the challenge of the accountant to innovate in his practice. Andrew Robertson has created a consultancy for accountants to help them bridge the gap. He starts by creating standard offerings for common services like taxes and financial statements. Then he layers custom advisory services, unique for each customer, to move the relationship up the value curve.
The post Learn to Value Price Through a Process with Andrew Robertson – 085 appeared first on Art Of Value.
Philip Morgan helps custom software shops get more leads without hiring a salesperson. He does this by helping refine their positioning and create effective content marketing systems. He is the author of two books, The Positioning Manual for Technical Firms, and The Positioning Strategy Guide. Philip describes himself as an introvert who specializes in marketing for introverts. […]
The post How to Create Value Through Positioning with Philip Morgan – 084 appeared first on Art Of Value.
Beth MacLean founded Timeless Legal Network to help lawyers increase their revenue. A former corporate and private practice attorney, she has created two products for this purpose. Timeless Roadmap helps identify new opportunities with small business customers. Timeless Advantage teaches attorneys how to price based on the value to the customer instead of the hours recorded.
The post Going Timeless in the Legal Profession with Beth MacLean – 083 appeared first on Art Of Value.
Jeffrey Shaw is the go-to portrait photographer for exclusive clientele. His portraits have been featured on The Oprah Winfrey Show, in O Magazine and People, and on CBS News. He is a business coach who serves massively talented creatives who struggle with the business side. He lives on an island just off Manhattan, New York, and gets […]
The post Picking Your Value Lane with Jeffrey Shaw – 082 appeared first on Art Of Value.
Michael Hudson is an idea junkie–he is educated far beyond his intelligence. He is a recovering college professor, which means he is a teacher at heart. He has consulted with over 3,000 businesses on strategy, culture and leadership, and has given over 8,000 public presentations, including keynotes. Shifting from Time to Value What is the […]
The post The Value of Telling A Story with Michael Hudson – 081 appeared first on Art Of Value.
Keith Perhac is a technical marketer, a combination of a software developer and a conversion optimization specialist. He works with SaaS companies and internet marketers to develop automated evergreen sales funnels. He helps convert the traffic that comes to your website into sales. Keith has built two companies around this specialty: SegMetrics.io, which is the […]
The post A Masterclass in Creating Options with Keith Perhac – 080 appeared first on Art Of Value.
Mojca Marš is a social media consultant who founded her own consultancy, Super Spicy Media. She resides in Slovenia and works with customers worldwide. She started out as a copywriter at an advertising agency and is proud to say she wears a dinosaur one-sie. Raising Your Rates What is the most important thing you can […]
The post The Value of Social Media with Mojca Marš – 079 appeared first on Art Of Value.
Happy New Year! At start of each show I ask my expert guest the same question: What is the most important thing you can share about pricing? After 50 interviews in 2015, I have compiled their answers into Volume 2 of “The Most Important Thing About Pricing”. It's About the Customer Ray Edwards – Set your price based on the value […]
The post The Most Important Thing About Pricing Vol. 2 – 078 appeared first on Art Of Value.
Josh Elledge is the Founder and Chief Executive Angel at SavingsAngel.com, whose mission is to help families save money and build wealth. He has appeared on radio and TV over 1000 times and has a syndicated news column with 1.5 million readers. As a result of his media experience, he created UpendPR.com where he shares how […]
The post Creating Value Through Public Relations with Josh Elledge – 077 appeared first on Art Of Value.
Tom McFarlin is the founder of Pressware, which develops web apps with WordPress. He is also an open source software developer and an editor for Touch Code, an online technology magazine. Tom has been appointed a Microsoft Most Valued Professional 4 years in a row. He has a computer science degree from Georgia Tech. Solving Customer Problems What is […]
The post Software Development Is A Profession with Tom McFarlin – 076 appeared first on Art Of Value.
Jason Coleman is the founder of Stranger Studios and the creator of Paid Memberships Pro, a membership plugin for WordPress. He is the co-author of Building Web Apps with WordPress. Jason enjoys playing Minecraft and Super Mario Maker with his kids. Kary Oberunner‘s podcast with Kirk is here: How to tell your friends their Digital Fly© is down […]
The post Creating and Pricing A WordPress Plugin with Jason Coleman – 075 appeared first on Art Of Value.
Jennifer Kinson sells professional services to Fortune 100 customers in information technology. She typically manages 6- to 7-figure deals. Because of the size of the engagements, Jennifer has to put together ROI statements for her customers. She does not have a traditional sales background, and that works to her advantage. Her husband, James Kinson, is […]
The post Selling Value to Corporate Purchasing with Jennifer Kinson – 074 appeared first on Art Of Value.
Tim Dietrich is a mobile application consultant and the developer evangelist for Airtable. He was formerly a database consultant in the FileMaker space, creating several open source projects for the community. He majored in computer science at Towson University. Tim's first appearance on the Art of Value was episode #28, A Contrary View to Value […]
The post A Second Chance at Value Pricing with Tim Dietrich – 073 appeared first on Art Of Value.
Richard Sheridan is the co-founder and CEO of Menlo Innovations. The title on his business card is “Chief Story Teller.” He is also the author of Joy, Inc. In his career, he has grown from programmer to vice president to entrepreneur. He loves to ski, and recently he set a personal record, completing a 5K […]
The post Use Joy to Position Your Business with Richard Sheridan – 072 appeared first on Art Of Value.
This episode is a summary of two conferences Kirk Bowman attended this quarter. The ideas from these events challenged his thinking and influenced how he will do business in the future. The conferences were the VeraSage Symposium in Boston and Regency Mastermind in Phoenix. VeraSage Symposium Asking Great Questions – Ed Kless with Sage Shut Up and Eat Your French Fries from The […]
The post The Impact of Really Smart People with Kirk Bowman – 071 appeared first on Art Of Value.
Adrian Simmons is the Chief Creative Designer at Elements CPA. He also is the director of Thriveal Laboratory, which encourages innovation in the accounting profession. Adrian worked at KPMG for two years before joining his father's accounting firm. In 2013, he had the honor and privilege to re-imagine the firm. How to Switch to Value Pricing What is the most important thing […]
The post Making the Transition to Value Pricing with Adrian Simmons – 070 appeared first on Art Of Value.
This episode of the Art of Value Show is a live recording from the bi-annual VeraSage Symposium, which was in Boston, MA. The distinguished panelists or VeraSagi are Ron Baker, Ed Kless, John Chisholm and Kirk Bowman. This episode will be rebroadcast on The Soul of Enterprise with Ron & Ed and Pricing Power by Steve Major. What is the future of value […]
The post VeraSage State of the Union 2015 with Baker, Kless & Chisholm – 069 appeared first on Art Of Value.
Cesar Abeid is a Certified Project Mangement Professional and Vice President of Client Services at Remontech. He started his career as an electrical engineer. He is the author of Project Management for You and host of the Project Management for the Masses podcast. What Is Project Management? What is the most important thing you can share about pricing? Do not become a commodity. Be […]
The post The Fundamentals of Project Management with Cesar Abeid – 068 appeared first on Art Of Value.
The history of economic thought regarding the concept of value is "a tale of two theories". The Labor Theory of Value states that value is equal to the sum of the labor and materials to create something. The Subjective Theory of value states that value is the perception in the mind of the customer. Ron Baker and Ed Kless discuss these theories from chapter 8 of Ron's book Pricing on Purpose.
The post The History of the Theory of Value with Baker & Kless – 067 appeared first on Art Of Value.
In 2012, David Wells led Moores, a 40-lawyer practice, through a transition from hourly billing to value pricing. From his experience, he learned value pricing is more than a way to determine what to charge a customer. It is a business model, a philosophy, and a way of thinking. David shares how the new model changed the customers, employees, processes, and systems at Moores for the better.
The post Value Pricing Is A Business Model with David Wells – 066 appeared first on Art Of Value.
Wes Higbee is a software consultant from New York. He has been interviewed on the AOV Show before about software consulting, agile development, and customer value. Matt Riopelle is a creative consultant from Austin. He was a guest on the AOV Show previously to discuss the importance of pricing. Wes and Matt practice value pricing in their businesses and frequently […]
The post Pursuing of the Economic Buyer with Higbee & Riopelle – 065 appeared first on Art Of Value.
Rags Srinivasan is an engineer, turned pricing consultant. His epiphany came when he realized it is not about costs. Nowadays, he leverages an analytical approach on pricing. He has an MBA from the Haas School of Business at Berkeley, where he studied with Teck-Hua Ho. He is an avid hiker and said that if it is not […]
The post The Ethics of Price Discrimination with Rags Srinivasan – 064 appeared first on Art Of Value.
Michael Port is the author of six books and a New York Times best-selling author. The Boston Globe commented, “He is an uncommonly honest author.” He has been called a marketing guru by the Wall Street Journal and a sales guru by The Financial Times. His seventh book, Steal the Show, is due this fall. “Book Yourself […]
The post Using Value to Steal the Show with Michael Port – 063 appeared first on Art Of Value.
Barrett Young is an accountant who founded The Green Abacus in 2012. He has never kept a timesheet, no longer does tax returns, and has never worked for a Big Four Accounting Firm. Barrett served our country as a Marine in the infantry, and he loves to snowboard. Providing Unlimited Access What is the most important thing […]
The post The Accountant Who Does Not Do Taxes with Barrett Young – 062 appeared first on Art Of Value.
Mark Wickersham is the #1 Amazon best-selling author of Effective Pricing for Accountants. He ran an accounting practice for seven years and is now a mentor to over 150 accountants in the United Kingdom. He is also an avid cyclist. Price Has Nothing to Do with Cost What is the most important thing you can share about […]
The post The Psychology of Options in Pricing with Mark Wickersham – 061 appeared first on Art Of Value.
Kimanzi Constable has gone from delivering bread to becoming a full-time writer. He writes for cool places like The Huffington Post, Entrepreneur Magazine, and Fox News. He has self-published over 100,000 copies of his books including, Are You Living or Existing? If you follow him on social media, you know he is a huge Taylor Swift fan. […]
The post The Value of Writing for Others with Kimanzi Constable – 060 appeared first on Art Of Value.
Joni Newkirk is the founder and CEO of Integrated Insight. She is a former Senior Vice President of Business Insight and Improvement at Disney. She was responsible for anything analytical outside traditional finance. One of the big things was pricing and revenue management for essentially everything Disney sold. They were responsible for forecasting revenue, which included things like daily attendance and a 10-year […]
The post The Story of Disney’s Brilliant Price Hike with Joni Newkirk – 059 appeared first on Art Of Value.
Kai Davis is an outreach consultant who focuses on building relationships and online community. He is also an e-commerce consultant who helps businesses increase their sales. Previously he was a front-end developer for WordPress and a jazz pianist. He is speaking in September at the Double Your Freelancing Conference. Kai's Value Pricing Journey What is the most important thing […]
The post Standardizing Value Through Products with Kai Davis – 058 appeared first on Art Of Value.
Susan Fennema is the project manager at MightyData. We have worked together for over five years. This episode is a glimpse into the internal conversations we have to continuously improve service for our customers. Creating a Quick Win What is the value of offering a “quick win” to the customer? The biggest value is a quick turn-around. We can […]
The post A Live After Action Review with Susan Fennema – 057 appeared first on Art Of Value.
Kevin Mitchell is the President of the Professional Pricing Society (PPS). He is the publisher of a quarterly journal on professional pricing, which is primarily academic research. He also publishes a monthly newsletter, called the Pricing Advisor, which follows trends in pricing. He has spoken all over the world on pricing, including North America, South America, Europe, and […]
The post You Can Learn To Price Too with Kevin Mitchell – 056 appeared first on Art Of Value.
Chris Cerrone & Laci Urcioli are the hosts of the Chris Cerrone Show, a podcast with 1.8 million downloads across 136 episodes. They are also marketing and business consultants, who hail from Vegas. Chris is a former skateboarder, and Laci a former circus performer. Know Your Value What is the most important thing you can share about […]
The post Finding Your Sauce (and Value) with Cerrone & Urcioli – 055 appeared first on Art Of Value.
Carrie Dils is a WordPress developer and business consultant, a recommended Genesis developer by StudioPress, and an author of WordPress training courses at Lynda.com. Personally, she is a lover of rescue dogs and a craft beer connoisseur. Getting Started in Web Development What is the most important thing you can share about pricing? Every time she […]
The post The Story of My Pricing Journey with Carrie Dils – 054 appeared first on Art Of Value.
Donald Kelly is the host of The Sales Evangelist podcast and an award-winning speaker. His podcast has been mentioned in Entrepreneur Magazine, The Huffington Post and on Yahoo Finance. He's a sales trainer and mentor, and a self-admitted addict to staycations. Kirk was a guest on Episode 32 of The Sales Evangelist. Getting Started in Sales What […]
The post The Role of Value in Sales with Donald Kelly – 053 appeared first on Art Of Value.
Mike Kim is a marketing consultant that specializes in creating personal brands. He is also the chief marketing officer for an education company in New Jersey. He is the host of the Brand You! podcast, and a speaker at Podcast Movement this summer in Fort Worth, Texas. Positioning Yourself with Price What is the most important thing you can share […]
The post Visual, Verbal and Value Identity with Mike Kim – 052 appeared first on Art Of Value.
Wes Higbee was a guest on a previous episode of the Art of Value Show. His latest book is about value and software, Commitment to Value: How to Make Technical Projects Worthwhile. He is also the owner and chief consultant at Full City Technology. Wes focuses on helping teams learn to develop from a value perspective. The Path to […]
The post The Value of the Customer’s Customer with Wes Higbee – 051 appeared first on Art Of Value.
Mark Stiving has a Ph.D. in Pricing from UC Berkeley. He is the author of Impact Pricing and writes a popular blog PragmaticPricing.com. He is consultant and teacher at Pragmatic Marketing, which helps product managers at Fortune 1000 companies define, build and market great products. What Is the Customer Willing to Pay? What is the […]
The post Which One? or Will I? with Mark Stiving – 050 appeared first on Art Of Value.
Ben Furfie is a web designer who specializes in front-end development. Business wise, he focuses on lead generation for small to medium size businesses. Technology wise, he uses WordPress and the Genesis framework. He started out as a writer and then began to pick up the technology while working on magazine projects. He recently spoke […]
The post The Real Goal of Value Pricing with Ben Furfie – 049 appeared first on Art Of Value.
Greg Kyte is a CPA and comedian. He teaches ethics and fraud courses for accountants with a comedic edge at ComedyCPE.com. He is also the G. Robert Newhart Non-Value-Added Fellow at Versage Institute. The Real Context of Value What is the most important thing you can share about pricing? You need to price your services like you […]
The post The Funniest Thing About Value Pricing with Greg Kyte – 048 appeared first on Art Of Value.
Jason Cohen is the founder and CTO of WP Engine. He started the company in 2010, and it has grown to 270 employees in four locations. Over his career, he has started four different companies, both bootstrapped and venture-backed. He also has a start-up incubator in Austin called the Capital Factory. How to Price Intangible […]
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Lee Cockerell is the former Executive Vice President, Operations of Walt Disney World Resort. He led a team of 40,000 cast members and managed 20 resort hotels, four theme parks, and two water parks. He is the author of three books: Creating Magic, The Customer Rules, and Time Management Magic. He also has a podcast called, […]
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Kary Oberbrunner left his day job to pursue his dream job. From that experience, he wrote his sixth book, Day Job to Dream Job. Because he has written six books, he now coaches authors through a program called Author Academy Elite. His next event, Escaping Shawshank, will be in August 2015 with Dan Miller. The Three […]
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David Hancock is the founder and CEO of Morgan James Publishing. He has written or co-written 12 books, including Guerrilla Marketing for Writers, The Entrepreneurial Author, and Performance Driven Thinking. NASDAQ recognizes David as one of the premier business leaders in the publishing industry. Pricing in Book Publishing What is the most important thing you can […]
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Jody Maberry is a former park ranger who now specializes in creating story and experience for customers. In other words, he's a marketing consultant and copywriter. He got his MBA from the Jack Welch Management Institute at Strayer University. He spends his free time hiking in the great northwest of United States and Canada. The […]
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John Chisholm helps law firms move from hourly billing to value pricing. A 25-year lawyer turned business consultant, he says the problem with the cost of legal services is not the amount. It is the unpredictability. Customers prefer the experience of and will pay more for price certainty. John shares how this single change can inspire a spirit of innovation and entrepreneurship in lawyers.
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Matthew Burgess is a lawyer who lost a customer when he sent an email at 4:30am on a Sunday. The customer said he wanted Matthew's best work not what remained after exhaustion. This incident started Matthew's quest to find a better way. For the last ten years, he has practicing value pricing at his own firm, View Legal. He shares why the switch is a journey instead of a destination.
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Brian Casel specializes in launching and bootstrapping businesses. He is the author of Productize, a course to help freelancers turn their custom services into products. He also runs Restaurant Engine, a combination of SaaS and productized service for the restaurant industry. What Is Productized Consulting? What is the most important thing you can share about pricing? Pricing is more art than science. How […]
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Joshua Strebel is a husband, a father and co-founder and CEO of Pagely, the first managed WordPress hosting company. He graduated college on a Friday, got married on a Saturday and started his business 90 days later with the leftover honeymoon money. Pricing WordPress Hosting What is the most important thing you can share about […]
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Jonathan Stark is a mobile consultant who helps retail brands thrive in a post-PC era. He's written three books on web development including O'Reilly's Building iPhone Apps with HTML, CSS, and JavaScript. He made the national news with Jonathan's Card, an experiment using mobile payments at Starbucks. He ditched hourly billing and has 10 years experience with value pricing. Value Pricing […]
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Caleb Simonyi-Gindele is a registered clinical counselor from Canada who helps couples build thriving, passionate marriages. He and Kirk are in a mastermind group together. Caleb requested assistance with pricing his online marriage course. They decided to record the coaching session for the Art of Value Show. Discovering Value What is the current situation? Diakon Leadership offers counseling and coaching for marriages. Caleb's remote location […]
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Steve Major is a pricing and business consultant from Australia. He started out as a charted accountant (CPA) and then founded a consultancy for accountants called Pricing Power. He grew up on a sheep station (70,000 acres) in Texas, Queensland. He is the host of the Pricing Power podcast and enjoys landscape photography. Switching to Value Pricing What […]
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Brennan Dunn started as a freelancer and grew his business into a 10+ person agency. He then decided to create software for himself, rather than others with Planscope.io. Additionally, he has created a variety of teaching tools for pricing and lead generation at DoubleYourFreelancing.com. Positioning With Care What is the most important thing you can share about pricing? It's […]
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Tim Williams is a marketing professional with over 20 years experience in large agencies. He is the founder of Ignition Consulting Group and author of Positioning for Professionals. Tim is also a Senior Fellow at the VeraSage Institute. Pricing Integrity What is the most important thing you can share about pricing? Stand your ground. When […]
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Ray Edwards is a copywriter and marketer who has worked with successful clients like Tony Robins, Jack Canfield, and Jeff Walker. He is the host of a weekly podcast, The Ray Edwards Show, and the author of Writing Riches, about effective copywriting. Three Questions for a Value Conversation What is the most important thing you can […]
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Ed Gandia is freelance copywriter who got his start writing white papers for his employer. Now, he specializes in educational content for B2B software companies. He is an author and host of the High-Income Business Writing Podcast. Pricing for Freelance Copywriters What is the most important thing you can share about pricing? Most people price on […]
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Bob Burg is a best-selling author and popular speaker. In his books (with co-author John David Mann), The Go-Giver and Go-Givers Sell More, Bob explains the Five Stratospheric Laws of Success. The first law is The Law of Value. Laws of Value and Compensation What is the best thing you can share about pricing? Unless […]
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Price is more than a number. It is part of how a lawyer communicates value to the customer. To unpack this principle, Jay Shepherd, an employment litigation attorney, compares how a customer perceives an hourly rate vs. a fixed price. He says knowledge instead of activity is more valuable to the customer. Value pricing enables the customer to purchase what he wants in a manner he truly enjoys.
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Tim Dietrich is a database consultant, specializing in the FileMaker platform. He is the author of FileMaker Pro 13 Absolute Beginner's Guide and creator of FMEasySync, an open source sync framework for FileMaker. Wins & Losses in Value Pricing What is the most important thing you can share about pricing? Tim mentioned my session from FileMaker DevCon 2009 with Jonathan Stark. […]
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