Value-based pricing orthodoxy says “do not talk about hourly rates.” But what do you do if you are dealing with lawyers, whose whole professional existences are based around the billable hour, and it would be easier to persuade the Pope to convert to Islam than to change that view?
It’s really frustrating, because good coaching with the right client is massively valuable – easily worth £1,000 per hour. But how to get beyond the “going rate”?
But we found a way. The result was my client doing coaching for £500 per hour against the going rate of £200. And it only took 17 words.
I explain the particular trick we used in this case, but also the principle behind it which you can use even if you are not a coach and don’t work with lawyers.
If you would like to find out what the process could do for you, click the link below for
What Other People Say
“Our one hour session with Alastair was enlightening – he opened up our minds (and his which we thank him for) to different ways to monetise our business – definitely recommend.”
Sadie Groom, Founder and CEO, Bubble Agency
“Alastair kindly offered an intro call for an hour to start understanding where we are as a business, and how we could take the opportunities we spot within customer experience and present the value back to clients in different ways. His ability to strip back the unnecessary bloat that generally comes from these types of conversations, and apply simple persuasive logic was great. “
Tom Downing, Strategy Director, Freestyle
“Alastair is an extremely astute strategic advisor who cuts to the core of an issue and misses out the fluff. His direct approach is very refreshing and his advice is excellent – taken from real life experience and expertise. I would recommend him to anyone looking for someone to take a look at their sales strategy with fresh eyes. “
Adam King, CEO, Swipestation