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Identifying the Right Unit of Value for Pricing

A Real-World Case Study Showing How One IT Services Company Aligned Their Hourly Rates to Customer Value

Very often, companies develop their pricing structures according to industry norms and "standard" practices. And then, even when those structures no long work, they stick with them because "that's how it's always been done." In this case study, you will learn about:

  • How simple pricing structures can hurt revenues and profits when they fail to align customer value and costs.
  • How the wrong internal perceptions about the value being delivered can affect important business decisions.
  • The critical importance of identifying and utilizing the right "unit of value" for both pricing and costing purposes.
  • How one professional services company changed their pricing and quoting structure to improve their margins.

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