In this episode, Wes McClure continues the interview with Kirk, discussing how he uses value pricing from the perspective of a business owner and with his team.

How do you ensure your team understands value?

* Talk about it all the time.

* Learn from experience.

* Team members can shadow on a call to learn.

* Your team will challenge you.

* Have a pricing council.

* We ask subcontractors for a fixed price, but they are usually providing an effort-based price.

* The more people there are who are looking at a project from a value perspective, the better it is for the customer.

* My team has authority to write and price under a certain dollar amount.

How does value pricing work with Agile development?

* Kirk believes in an Agile/Waterfall development process.

* Agile transfers more risk to the customer.

* You have to define your boundaries, but set a price to give you flexibility.

How has value pricing affected you and your company financially?

* A debt-free business with savings allows us to make better decisions.

* Having the ability and confidence to say no is easier when you are not “living paycheck to paycheck”.

* Collect money upfront and then work harder to serve a customer who trusts us.

* Value pricing allows you to go to conferences, work on internal projects and gives you room to experiment.

* Shift customer perspective from inputs to outputs.

* Guarantee your work.

* Team will do everything in our ability to make a project 100% successful.

* Becoming a pricing consultant came out of value pricing for my software company.

* Coaching and training offerings are coming out of the value pricing world.

* Value is subjective; every price is contextual.

Thanks to Wes McClure for conducting this interview, wesmcclure.com.