This week's professional services marketing discourse covers value-based pricing, adapting to change, and lead generation. Insights include moving beyond hourly billing, handling difficult clients, and leveraging individual strengths for marketing success.

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Value-Based Pricing

Influencers: Value-based pricing is superior. It improves efficiency and focuses on client value. Hourly billing is self-centered and ignores client needs.

Avoid self-centered hourly rates.
Hourly billing creates disincentives for efficiency improvements.
Value-based pricing delivers better outcomes for clients.
Increase prices by charging more using value-based pricing.

Practitioners: Value-based pricing works. It significantly increases revenue. The mindset shift is key. Hourly billing is ultimately less profitable.

Value-based pricing enables higher prices.
This pricing model is a game-changer.
Hourly billing is considered inefficient.

Lead Generation Strategies

Influencers: Effective lead generation uses individual strengths. Prioritize achievable activities. Speaking, writing, or networking are key. Avoid overcommitment.

Execute a practical plan.
Leverage your motivational strengths.
Prioritize activities based on personal preference.

Practitioners: Networking is valuable. It generates unexpected opportunities. Niching down improves lead generation.

Networking provides crucial support.
Unexpected introductions improve lead generation.

Adapting to Change and Handling Difficult Clients

Influencers: Respond proactively to change. Internal issues matter most. Team trust is crucial.

Respond effectively to change.
Address internal weaknesses.
Foster team trust.

Practitioners: Manage difficult clients. Prevent employee burnout. Open communication is essential.

Address employee burnout.
Improve communication with clients.
Understand client expectations.

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