Pricing Must be Client-Centric

Hourly billing is about you and how much time you spent on a client. It doesn’t put the client front and center in the process. By conducting a client assessment, you are putting the client first. It helps you better understand the client’s needs, opens conversations and begins building trust. Scoping the engagement ensures you get all the information you need to provide maximum value to the firm and the client, and expectations are then set with service-level agreements. A process that puts clients first, has to then be measured to ensure you’re living up to what you’re promising.

Learning Objectives:

• How to conduct a client assessment
• Tips for proper scoping
• Questions to help you prepare service-level agreements
• How to measure your success