From Informed Decisions : Conversations and Q&A with Randall Craig and Ronja Francoeur.

Part 1

Part 2

•  What factors do leaders need to consider in their calculations? (1:10)

•  How do we want our client to react with our rates? (2:38)

•  How to quantify the value we offer? (6:10)

•  How to handle client's pushback for your rates when they find out that you offered a different price for another organization? (11:49)

•  How should projective costs influence current pricing? (15:14)

•  What percentage should clients pay upfront versus after delivery? (16:54)

•  How do transparency and credibility play a role in your pricing strategy? (19:05)

•  What language helps discuss rates with clients? (25:27)

•  A-B Testing on pricing (30:43)

•  How does the increase in people relate to your pricing? (32:28)

•  What's the advantage of having a fixed cost vs per participant cost? (0:32)

•  Subcontracting Pricing (2:52)

•  What's the connection between pricing strategy and marketing strategy? (5:32)

•  How can we more effectively communicate the high-end appeal of our own professional services? (10:34)

•  Goldilocks Syndrome to Pricing (15:47)

•  How would you tease that out of a longer buying cycle, whether your rates are too high or too low? (21:08)

•  Does working with a pricing strategy consultant really help you? (23:55)

•  Cost of living considerations to your pricing strategy (26:12)

•  Do service professionals really get what their hourly rate actually is? (31:12)

•  Where should we focus when it comes to pricing strategy? (33:54)