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Value Measuring

How to measure value

A private island is valuable even if no labor was spent on it. And Picasso’s five-minute scribble on the napkin is worth a lot. Forget the textbooks – In the market, spent inputs do not automatically equal value, especially not perceived value that clients are ready to pay for.

Value communication

Cost of Inaction

The only thing worse than training your employees and having them leave is not training them and having them stay — Henry Ford, Founder, Ford Motor Company. Usually, when we want to explain the value of a service, we focus on the change it would bring to the client – return Read more…

By Filip Fučić, 6 months6 months ago
Value communication

Dostoyevski’s muse

Like any part of an author’s voice, artistic choices can be affected by strange and unexpected boundaries. When I was in high school, we always had the most “interesting” time debating the teacher why the authors of Russian classics like Dostoevsky or Tolstoy felt the need to use five pages just Read more…

By Filip Fučić, 9 months9 months ago
Value communication

Subject to change

What new and exotic variation of a known thing looks vaguely like a crown, and changes people’s lives? If this was the 17th century, the answer would be the pineapple. A single piece would cost a literal fortune just to rent out for a party, where it would just be Read more…

By Filip Fučić, 9 months9 months ago
Value communication

Freeze!

Compared to stone, water is amazingly flexible, and you can do many useful things with it, but you cannot build with it. For all of its amazing properties, its fluid nature works against you when you try to keep it in one place – it simply can’t form a solid Read more…

By Filip Fučić, 9 months9 months ago
Value communication

Beyond the Value Horizon

“Pricing is actually pretty simple… Customers will not pay literally a penny more than the true value of the product.” – Ron Johnson Thing is, the quote can be true – but only in a world where everybody understands everything, which is obviously not planet Earth. An expert’s value is directly proportional to 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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