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Setting Your Price
A. Introduction
Course Introduction (1:03)
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B. Analyze the Deal
Transition from Costing to Pricing (1:44)
Demonstration: Bottom-Up Estimation (8:58)
Getting to a Good Deal (10:03)
Tour of the Pricing Considerations Worksheet (4:22)
Consider Market Factors (8:17)
Consider Client Factors (11:28)
How Do You Gather Intelligence? (8:49)
How Do You Handle Client Discussions? (12:44)
Consider Internal (You) Factors (8:15)
Consider Competitor Factors (11:45)
What's the Competitive Landscape? (15:41)
Your Assignment (1:17)
C. Price the Project
Let's Apply Pricing Strategies (1:48)
Types of Pricing Strategies (11:19)
Discounting Approaches (3:35)
Volume Discounting (5:39)
Examples of Volume Discounting (16:20)
Preferred Client Discounts (4:46)
Promotional Discounts (3:35)
How Do You Choose? (9:05)
Your Assignment (2:58)
D. Set the Terms
Time & Material v Do Not Exceed v Fixed Fee (9:21)
Invoicing Terms (11:00)
Payment Terms (7:54)
Examples of Payment Terms (10:39)
Your Assignment (4:20)
E. Defend Your Pricing
Protect Your Margins as You Close the Deal (5:56)
Defend Your Pricing on an ONGOING Basis (8:56)
...BEFORE Presenting Your Pricing (9:21)
...WHEN Presenting Your Pricing (9:12)
...AFTER Presenting Your Pricing (10:24)
Prepare for Objections (1:58)
Responding to Common Objection #1 (7:13)
Responding to Common Objection #2 (7:12)
Responding to Common Objection #3 (7:27)
Your Assignment (2:25)
How Do You Gather Intelligence?
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