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Expertise is not interchangable

Expert knowledge is not a commodity – its value is too dependent on context. Therefore, it should never be priced using the rules for commodities. It may seem intuitive, but it actually brings additional risks and costs to both you and your clients.

Expertise is not interchangable

The Input Value Trap

If you spend a lot of resources on producing something, that makes it more valuable. Sounds reasonable, and I’m sometimes told it’s the only way to generate value. I disagree – a private island is valuable without any effort being spent on it. But it gets worse. It takes a Read more…

By Filip Fučić, 4 months4 months ago
Expertise is not interchangable

The Price of Average

If I wanted to promote you, tomorrow, to some likely clients of yours, what exactly would you like me to say about you? You are good at your job? Do you have a lot of years of experience? All good, but I’m betting they heard that before, and they know they will again. Read more…

By Filip Fučić, 5 months5 months ago
Expertise is not interchangable

Clone Wars – Pricing Edition

Let’s say somebody could clone your expertise into a similar person that does the job exactly like you but charges a much lower price. A real nightmare scenario. How could you ever compete with that? Turns out, as you are an expert, you might not even lose any clients at all. How? Well, the clients Read more…

By Filip Fučić, 9 months9 months ago
Recent Posts
  • The Input Value Trap
  • Symptom of Value
Categories
  • Value communication
    • Client Motivation Theme
    • Comparing Yourself
    • Talking about Value
    • Opportunity Compass
    • Getting Heard
    • Value Measuring
  • Pricing
    • Price fairness
    • Pricing how-to
    • Pricing vs Billing
    • Going rates bad
    • Discounts and elasticity
    • Giving stuff for free
    • Input based pricing
    • Output based pricing
    • Pricing too low
    • Dangerous formulas
    • Pricing portfolio
    • Price lists
    • Broad-field pricing tactics
  • Negotiation
    • Negotiation how-to
    • Don't play their game, initiative
    • Profitability
    • Nothing for nothing
    • Asks and escalation
    • Up front payment
  • Confidence adjustment
    • Overconfident clients
    • Skin-in-the-game pricing
    • Building tangibility, references
    • Confidence correction how-to
    • Peacock principle, falsifiability
    • Showing expertise
    • Implying vs bragging
    • Tone of your voice
    • Pricing the problem, not tasks
    • Get clients to listen
  • Need adjustment
    • Value pricing
    • Proposals
    • Interest calibration
    • Probing beyond data
    • Symptom poker
    • Product ladder
    • Saying no, scope protection
    • Managing expectations
  • Leverage adjustment
    • Leverage correction how-to
    • Big world perspective
    • Smurfing
    • Walking away how-to
    • Unlocking leverage
  • Expertise is not interchangable
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