When I first started consulting, I charged by the hour. But over time, I realized this approach didn’t truly reflect my work's value, especially when my advice helped clients save millions at times. Value-based pricing felt like the right move, but it came with challenges, like quantifying the outcomes I deliver and convincing clients to see beyond hours worked. How do you determine the 'value' of your work to clients and what's been your challenge in getting clients to buy into this model?

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I would highly suggest having an in-depth conversation with your client(s). Ask probing questions to help clients quantify the value themselves and then you're saving yourself half the trouble. Make it look like the value THEY put on your services rather than the value you did.

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I mean it’s just fixed fee based on a deliverable or outcome… if you want to get extra creative use success fees as well.

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If it’s quantifiable and verifiable with other clients then yes but you would be competing with the hourly solution as to which one would save the client more money as by hiring hourly and managing the solution themselves they could save money themselves.

But your commentary has merit you just need a way to sell it.

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Do at risk work then. You can actually price much higher with at risk - baseline will be smaller, but upsides much higher.

However, be ready to haggle over words and definitions and who gets credit for what

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Big worm?

People are playing with his money

Guaranteed deliverables and can do at risk pricing for value add depending on type of work. Need to align on how to calc the value captured and make tracking the value captured to goal part of your normal read outs

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