Without question, the greatest effect on your organisations profitability is your client selection and your prices. John works with professional firms all over the world to assist them in understanding the value they provide to their clients, communicating that value to their clients and then pricing that value accordingly.

Far more than anyone else in Australia, John has led the charge to challenge the professions to adopt value based pricing for the benefit of themselves and their clients.

Whilst client selection and effective pricing have a huge effect on a firm’s profitability, many firms are not good at either of these two essential facets of financial management and instead choose to focus on mindless yet easy to measure things such as expense management and daily billing targets.
Most professional firms are still dependant on time based billing and timesheets to both price their services and assess the contribution of their people. John is convinced that this is far from the most optimum way to price professional services and merely provides the illusion of control over staff.

Clients do not buy professional’s time so we need to stop selling them something they don’t buy.

John has assisted many firms move away from time based billing and implement Value Based pricing – a new and better business model which calls for mutually agreeing on both the scope of work and the price upfront and replaces time with value as the primary influence in price .

All clients are not equal and should not be treated as equal. Your clients know that, so why don’t professional firms?

John also assists firms in appropriate client selection and deselection.

• Overseeing and advising on RFT’s using Value Based pricing.
• Assisting a firm to develop their own value based pricing agreements and providing training programmes to roll out this new model to clients and staff – existing and new.
• Presentation and running workshops with several professional firms and professional bodies on why and how they can and should move away from hourly billing to value pricing their services.
• Setting up firm pricing committees and providing external advice to them.
• Assisting corporate counsel to work with their legal providers on non-time based fee arrangements.