Art Of Value Show - Discover Value | Create Options | Start Pricing

For over a decade, Chris Marston has been paying his team based on the value they create for the law firm. Each employee can choose how to serve a customer in an engagement from five different roles. The contribution of the role, the lifecycle of the project and the importance of the customer to the firm determine the compensation paid. His "value" model aligns how the company prices customers to how it compensates the team. The post Compensating Your Team Based on Value with Christopher Marston – 089 appeared first on Art Of Value.

The first step to pricing based on value is to believe you create value. Belief starts in your mind. My guest, Dennis McIntee, teaches managers and administrators to create a high-performance culture within their organization. The only way he can challenge his customers to reach higher is if he has a value mindset. Two requirements to achieving […] The post The Mindset for Creating Value with Dennis McIntee – 088 appeared first on Art Of Value.

The traditional view of the proposal is that the professional must wow the customer with his expertise. A contrary view is the proposal is a collaboration between the professional and the customer. A collaboration that explores the value they can create, the value they should create, and the most valuable way to do it. WordPress developer […] The post Creating Proposals That Win Business with Curtis McHale – 087 appeared first on Art Of Value.

The accounting profession is conservative by nature. Yet Peter Drucker said, "Profit comes from risk". This juxtaposition of stability vs. stretching describes the challenge of the accountant to innovate in his practice. Andrew Robertson has created a consultancy for accountants to help them bridge the gap. He starts by creating standard offerings for common services like taxes and financial statements. Then he layers custom advisory services, unique for each customer, to move the relationship up the value curve. The post Learn to Value Price Through a Process with Andrew Robertson – 085 appeared first on Art Of Value.

Philip Morgan helps custom software shops get more leads without hiring a salesperson. He does this by helping refine their positioning and create effective content marketing systems. He is the author of two books, The Positioning Manual for Technical Firms, and The Positioning Strategy Guide. Philip describes himself as an introvert who specializes in marketing for introverts. […] The post How to Create Value Through Positioning with Philip Morgan – 084 appeared first on Art Of Value.

Beth MacLean founded Timeless Legal Network to help lawyers increase their revenue. A former corporate and private practice attorney, she has created two products for this purpose. Timeless Roadmap helps identify new opportunities with small business customers. Timeless Advantage teaches attorneys how to price based on the value to the customer instead of the hours recorded. The post Going Timeless in the Legal Profession with Beth MacLean – 083 appeared first on Art Of Value.

Jeffrey Shaw is the go-to portrait photographer for exclusive clientele. His portraits have been featured on The Oprah Winfrey Show, in O Magazine and People, and on CBS News. He is a business coach who serves massively talented creatives who struggle with the business side. He lives on an island just off Manhattan, New York, and gets […] The post Picking Your Value Lane with Jeffrey Shaw – 082 appeared first on Art Of Value.

Michael Hudson is an idea junkie–he is educated far beyond his intelligence. He is a recovering college professor, which means he is a teacher at heart. He has consulted with over 3,000 businesses on strategy, culture and leadership, and has given over 8,000 public presentations, including keynotes. Shifting from Time to Value What is the […] The post The Value of Telling A Story with Michael Hudson – 081 appeared first on Art Of Value.

Keith Perhac is a technical marketer, a combination of a software developer and a conversion optimization specialist. He works with SaaS companies and internet marketers to develop automated evergreen sales funnels. He helps convert the traffic that comes to your website into sales. Keith has built two companies around this specialty: SegMetrics.io, which is the […] The post A Masterclass in Creating Options with Keith Perhac – 080 appeared first on Art Of Value.

Mojca Marš is a social media consultant who founded her own consultancy, Super Spicy Media. She resides in Slovenia and works with customers worldwide. She started out as a copywriter at an advertising agency and is proud to say she wears a dinosaur one-sie. Raising Your Rates What is the most important thing you can […] The post The Value of Social Media with Mojca Marš – 079 appeared first on Art Of Value.

Happy New Year! At start of each show I ask my expert guest the same question: What is the most important thing you can share about pricing? After 50 interviews in 2015, I have compiled their answers into Volume 2 of “The Most Important Thing About Pricing”. It's About the Customer Ray Edwards – Set your price based on the value […] The post The Most Important Thing About Pricing Vol. 2 – 078 appeared first on Art Of Value.

Josh Elledge is the Founder and Chief Executive Angel at SavingsAngel.com, whose mission is to help families save money and build wealth. He has appeared on radio and TV over 1000 times and has a syndicated news column with 1.5 million readers. As a result of his media experience, he created UpendPR.com where he shares how […] The post Creating Value Through Public Relations with Josh Elledge – 077 appeared first on Art Of Value.

Tom McFarlin is the founder of Pressware, which develops web apps with WordPress. He is also an open source software developer and an editor for Touch Code, an online technology magazine. Tom has been appointed a Microsoft Most Valued Professional 4 years in a row. He has a computer science degree from Georgia Tech. Solving Customer Problems What is […] The post Software Development Is A Profession with Tom McFarlin – 076 appeared first on Art Of Value.

Jason Coleman is the founder of Stranger Studios and the creator of Paid Memberships Pro, a membership plugin for WordPress. He is the co-author of Building Web Apps with WordPress. Jason enjoys playing Minecraft and Super Mario Maker with his kids. Kary Oberunner‘s podcast with Kirk is here: How to tell your friends their Digital Fly© is down […] The post Creating and Pricing A WordPress Plugin with Jason Coleman – 075 appeared first on Art Of Value.

Jennifer Kinson sells professional services to Fortune 100 customers in information technology. She typically manages 6- to 7-figure deals. Because of the size of the engagements, Jennifer has to put together ROI statements for her customers. She does not have a traditional sales background, and that works to her advantage. Her husband, James Kinson, is […] The post Selling Value to Corporate Purchasing with Jennifer Kinson – 074 appeared first on Art Of Value.

Tim Dietrich is a mobile application consultant and the developer evangelist for Airtable. He was formerly a database consultant in the FileMaker space, creating several open source projects for the community. He majored in computer science at Towson University. Tim's first appearance on the Art of Value was episode #28, A Contrary View to Value […] The post A Second Chance at Value Pricing with Tim Dietrich – 073 appeared first on Art Of Value.

Richard Sheridan is the co-founder and CEO of Menlo Innovations. The title on his business card is “Chief Story Teller.” He is also the author of Joy, Inc. In his career, he has grown from programmer to vice president to entrepreneur. He loves to ski, and recently he set a personal record, completing a 5K […] The post Use Joy to Position Your Business with Richard Sheridan – 072 appeared first on Art Of Value.

This episode is a summary of two conferences Kirk Bowman attended this quarter. The ideas from these events challenged his thinking and influenced how he will do business in the future. The conferences were the VeraSage Symposium in Boston and Regency Mastermind in Phoenix. VeraSage Symposium Asking Great Questions – Ed Kless with Sage Shut Up and Eat Your French Fries from The […] The post The Impact of Really Smart People with Kirk Bowman – 071 appeared first on Art Of Value.

Adrian Simmons is the Chief Creative Designer at Elements CPA. He also is the director of Thriveal Laboratory, which encourages innovation in the accounting profession. Adrian worked at KPMG for two years before joining his father's accounting firm. In 2013, he had the honor and privilege to re-imagine the firm. How to Switch to Value Pricing What is the most important thing […] The post Making the Transition to Value Pricing with Adrian Simmons – 070 appeared first on Art Of Value.

This episode of the Art of Value Show is a live recording from the bi-annual VeraSage Symposium, which was in Boston, MA. The distinguished panelists or VeraSagi are Ron Baker, Ed Kless, John Chisholm and Kirk Bowman. This episode will be rebroadcast on The Soul of Enterprise with Ron & Ed and Pricing Power by Steve Major. What is the future of value […] The post VeraSage State of the Union 2015 with Baker, Kless & Chisholm – 069 appeared first on Art Of Value.