Pricing and Self-Limiting Beliefs One of the biggest problems solo and small firm professional services providers have with their pricing is self-limiting beliefs. What's the solution? Value pricing. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®. About The Price and Value Journey The title of this show describes the journey [...]

The Problem with Value Propositions Value propositions can be helpful in your business if you craft them correctly, and there's only one right way. It involves talking to clients . . . repeatedly. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®. About The Price and Value Journey The title of [...]

Marketing with Meaning: An Interview with Pete Steege, B2B Clarity, and Author of On Purpose If you're the CEO of a B2B company and feel like your marketing efforts are broken, you're not alone. Many of your peers see marketing as an overwhelming and complex field with too many solutions to choose from. Pete Steege [...]

Corporate Buyers Can Be Driven By Emotion, Too You might assume, if you're a consultant or some other professional services provider looking to do business with a major corporation, that that corporate buyers make decisions based on "logic," not emotion. You might assume that the decision always comes down to price. If that's what you [...]

Navigating A Recession It's a mistake to do business planning based on the predictions of economists. A better approach to navigating a recession, or any other economic environment for that matter, is to stay close enough to your clients to understand the value they perceive in your service. More in this episode. The Price and [...]

Raising Prices is Not Just About Making More Money No, contrary to what some might think, raising prices is not just about making more money. For small and medium-sized business owners, better pricing allows for reinvestment in the business which benefits employees and clients. The Price and Value Journey is presented by John Ray and produced by the North [...]

A Short Comment on Proposals In this episode of "The Price and Value Journey," John Ray notes that well-crafted proposals are focused on what successful outcomes for the client look like, not the tasks necessary to achieve those results. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®. About The Price [...]

Creating a Unique Weather System On a recent trip to Alaska, I was fortunate to enjoy spectacular views of Mt. Denali without the usual cloud cover which often shrouds views from below. That cloud cover is created because of Denali's unusual height relative to surrounding peaks. Mt. Denali creates its own unique weather system, and [...]

Clients Don't Buy Gasoline Clients don't buy gasoline at a service station. They buy the ability to keep driving and go where they need to go. It's the same with professional services: clients buy solutions to their problems, not how we do what we do. The Price and Value Journey is presented by John Ray and [...]

The Financial Side of a Professional Services Firm: An Interview with Profitability Coach Bill McDermott Profitability Coach Bill McDermott, who works with law firms, engineering firms, consulting firms, and other professional services practices, joined host John Ray to discuss the financial side of a professional services firm. Bill discussed why he started his practice and [...]