When it comes to putting a price tag on service design many people struggle. It can be hard to articulate the value that you create through your work. Therefor many service designers just avoid the topic in general.

What if you would treat the pricing of service design as a design challenge in itself where the goal is to come up with a solution where all parties benefit? The conversation about value, price and money becomes much less uncomfortable!

In this episode. Dan Mall explains how you can do that through an approached called value based pricing.

The things you're going to learn in this episode will not only help you to charge more for your work while at the same time delivering more value for your clients.

--- [ GUIDE ] -—

00:00 Welcome to episode 107

01:40 Who is Dan

03:20 60 second rapid fire

05:40 Why talking about value matters

08:30 Feeling valued

09:30 The stigma around business

11:00 Object value pricing

13:15 The basis of value pricing

15:00 Creating alignment around a goal

18:10 What is important to you

19:10 The dangerous separation between business and design

21:00 Challenger sales

24:10 Setting a benchmark

27:00 Prototyping with numbers

29:45 Giving guarantees

31:40 Pricing experiments

35:20 When do you start charging

38:00 Do this in every sales conversation

40:45 Look for win-wins

42:30 Recommended resources

43:30 Get in touch with Dan

43:55 Final thoughts

--- [ LINKS ] ---

* http://danmall.me/

* https://twitter.com/danmall

* https://www.linkedin.com/in/danmall/

* https://superfriendlydesign.systems/

* https://www.relay.fm/presentable/59

* https://jonathanstark.com/

--- [ BOOKS ] ---

* https://abookapart.com/products/pricing-design

* https://www.winwithoutpitching.com/pricing-creativity/

* Implementing Value Pricing - https://amzn.to/3amGurq

* The Challenger Sale - https://amzn.to/2Dy35W4

* Shark Tales - https://amzn.to/2XRkLmd

--- [ MORE ] ---

Enjoyed the show? Take a look at some of the other episodes.

https://go.servicedesignshow.com/spotify

YOUTUBE

Every episode of the Service Design Show is also available as via the official YouTube channel.

https://go.servicedesignshow.com/youtube

INSTAGRAM

Get an exclusive behind the scenes look of the Show.

https://go.servicedesignshow.com/instagram

--- [ FREE COURSE ] ---

HOW TO EXPLAIN SERVICE DESIGN

Learn what it takes to get your clients, colleagues, managers, CEOs and even grandmas as excited about service design as you are!

https://servicedesignshow.com/free-course