Consulting Foundations: The Concept of Value

37mIntermediate2018-08-14

Authors

Robbie Kellman Baxter

Founder of Peninsula Strategies LLC

Course details

Value is the new buzzword in consulting—and for good reason. People buy value, not just products and services. Consultants who maximize the value created for their clients can command a pricing premium and deliver better results. This course teaches consultants what value is, and how to identify and communicate the value they provide to the people they serve. Author, CEO, and coach Robbie Baxter shows how to connect value to your pricing—whether it's for accounting or design services—and handle challenges, from avoiding being seen as a commodity to moving beyond an hourly role. She also provides questions and frameworks to pinpoint your unique value and move to a pricing strategy that better reflects your worth.

Learning objectives
Examine the key focus of your early conversations with a prospect.
Identify the four types of value you can offer to clients as a consultant.
Recognize when you should and should not focus on pricing your value.
Explore how to determine the value of custom consulting.

Skills covered

EntrepreneurshipSmall Business and EntrepreneurshipDeep Dive (X:Y)

Concepts

0. Introduction

01 - What is value, really

1. Value-Oriented Consulting

02 - Defining value-based pricing
03 - Value is key to the success of your practice

2. Identifying Sources of Value

04 - Understanding your unique value proposition
05 - The four types of value to offer clients
06 - Understanding what your clients value

3. Value-Based Pricing

07 - Developing value-based options for your clients
08 - When you shouldn t focus your pricing on value
09 - Packaging your value for passive income

4. Overcoming Challenges

10 - How to avoid being seen as a commodity
11 - How to determine the value of custom consulting
12 - How to move beyond hourly
13 - 10 questions to unearth value with clients

Conclusion

14 - Next steps