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Setting Your Rates
A. Introduction
Course Introduction (1:08)
Download | WORKBOOK
Download | TOOLS
Why a Rate Structure? (3:46)
How do we get to a rate structure? (3:21)
What are your aspirations? (5:31)
B. Tinker with Rates and Utilization
Estimate Your People Costs (3:54)
Demonstration: Rates & Utilization Worksheet (17:47)
Tracking Time (7:36)
Employees, Contractors or Vendors? (15:54)
Set Your Sales Targets (12:32)
Your Assignment (2:24)
C. Know Thy Market
What's your value? (2:49)
Know your market landscape (3:06)
Market scanning (14:44)
Assessing your market (8:41)
Your assignment (1:43)
D. Know Thy Value
Value is in the eye of the client (1:17)
What do your clients value? (3:23)
Create your value proposition (5:53)
Your assignment (2:17)
E. Create Your Rate Sheet
Ready to set rates! (1:40)
Common rate structures (7:57)
Examples of common rate structures (5:43)
Introducing the Rate Sheet (0:56)
Demonstration: Set Target Rates (13:55)
Demonstration: Set Minimum Rates (9:02)
Demonstration: Set Discounted Rates (6:17)
Solution-based pricing (11:58)
Demonstration: Solution-based pricing (16:41)
Your assignment (4:00)
Market scanning
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