"What I'm Worth" "I should get paid what I'm worth." For professional services providers, what we need or think we deserve is irrelevant. Here's a story which illustrates the way we achieve better pricing, and it involves a value conversation. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business [...]

Hourly Billing Gone Wrong Flaws in hourly billing don't always cheat the client; they often cheat the professional sending out the bill. A story on hourly billing gone wrong from Simon Sinek's book, The Infinite Game. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®. About The Price and [...]

When "Know, Like, and Trust" Doesn't Matter The old cliché about how "people do business with people they know, like, and trust" doesn't fully explain why clients buy or define their willingness to pay. 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 [...]

Confidence and Silencing the Voice in Your Head The biggest problem most professionals have with their pricing starts with a lack of confidence. The solution to this problem starts with a change in perspective. 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 Red Flags of Inadequate Pricing In a discovery call I had with a videographer, he revealed that his pricing was inadequate before he disclosed what his prices were. What are those "red flags?" Do any of them apply to your practice? The Price and Value Journey is presented by John Ray and produced by [...]

Introduction to The Price and Value Journey I'm launching a podcast, The Price and Value Journey, aimed at solopreneurs and small professional services firms. As I mention in this introduction, the title of the show describes the journey all of us as B2B services providers are on: building a business by seeking to convince the [...]