00:22:12 Craig McGee: What is that index 00:29:26 Ramona Elena Cherciu: https://www.kolbe.com/kolbe-a-index/ 00:27:21 Tanya - ODF Admin: What are your thoughts about money back vs. just pay for work done to date? 00:27:56 Craig McGee: I tend to go with pay for work done to dateโ€ฆ. 00:30:51 Brandon Curry: Have you found that willingness to pay (higher price) comes from the money back guarantee? 00:31:03 Craig McGee: But my work is usually large projects, and the client get value from day 1. BUT, if we see things are working out we agree to separate, and get paid for work to date. 00:31:25 Bruce Mabee: "Value Outcome Pricing": Other than revenue/costs-improved (if you can link that), what other dimensions do any of us call "value"? How have you been pricing that? 00:31:59 Jardena London: Reacted to ""Value Outcome Prici..." with ๐Ÿ‘ 00:36:28 Sue Ryu: Replying to ""Value Outcome Prici..."Love that question. It is not easy to quantify โ€œvalueโ€. 00:36:38 Marisa Sanchez: Can you speak to examples of value-add packages for large org design projects? I don't usually have itemized/optional services. Is it different from a fixed price proposal? 00:39:43 Bruce Mabee: How can we best connect "value" to "values"? 00:40:08 Ramona Elena Cherciu: Reacted to "How can we best conn..." with ๐Ÿ‘ 00:42:47 sunita sinha: Reacted to "How can we best conn..." with ๐Ÿ‘ 00:42:56 sunita sinha: Good questions @Bruce Mabee 00:43:29 Jill Windelspecht: I do that same closing process and one question I ask them is: What would you tell someone what it is like to work with me and what benefits they will gain? 00:45:27 Cynthia Escamilla: Replying to "I do that same closi..." Thatโ€™s a great process 00:45:07 Bruce Mabee: Love Jill's point, which also encourages the client to be our marketers. By the way, one way I charge "hourly" is a multiple of the sponsor's daily pay. 00:45:16 Craig McGee: I usually to a pretty detailed estimate, with a qualification that if it beginning to exceed that, we discuss it. And if there are unknowns or complexities we do a phased approach, estimating each subsequent phase. 00:45:52 Cynthia Escamilla: Great point Craig 00:45:53 Kristian Orozco Figueroa: Reacted to "I usually to a prett..." with ๐Ÿ‘๐Ÿผ 00:46:51 Gerome Banks: Reacted to "I usually to a prett..." with ๐Ÿ‘๐Ÿผ 00:47:05 Kristian Orozco Figueroa: Replying to "I usually to a prett..." I do something similar (except for the phase part) and would love to learn the actual wording you use. Always looking to improveโ€ฆ 00:46:53 Craig McGee: Scoping is important!!! 00:47:25 Greg Thompson: Reacted to "Scoping is important..." with ๐Ÿ‘ 00:48:46 Craig McGee: I usually include a What we understandโ€ section in the proposal; to validate what we discussed. 00:49:24 Cynthia Escamilla: Reacted to "I usually include a ..." with ๐Ÿ‘๐Ÿฝ 00:50:40 Kristian Orozco Figueroa: Reacted to "I usually include a ..." with ๐Ÿ‘๐Ÿผ 00:53:00 Bruce Mabee: Sometimes I suggest examples of broader impact on broader stakeholders that I hope to create (community relationships, industry impacts, pollution, etc. -- often much larger scale outcomes than their original "problem"), and ask if that is also achieved, would that be of additional value in their priorities. 00:54:37 Kristian Orozco Figueroa: Reacted to "Sometimes I suggest ..." with ๐Ÿ‘๐Ÿผ 00:55:03 Craig McGee: Defitnity agree with Kate!!! 00:55:04 Gerome Banks: Our proposals have gotten out of hand, they can easily be 10 pages or more, depending on scale/scope - Seeing it in PPT form would be interesting 00:56:19 Craig McGee: I have found almost an inverse relationship between difficulty in contracting and success with the client. The more difficult the contracting, usually the more difficult the client.๐Ÿ˜ƒ 00:56:51 Bruce Mabee: Reacted to "I have found almost ..." with ๐Ÿ‘๐Ÿผ 01:00:55 Andreea Lupu: Reacted to "I have found almost ..." with ๐Ÿ‘ 00:57:22 Craig McGee: Up front payment ensures that the client is serious 01:07:59 Bruce Mabee: I like to add prep time at a lower rate and "free time at my discretion," so they realize I don't charge for everything. 01:08:20 Ramona Elena Cherciu: Reacted to "I like to add prep t..." with ๐Ÿ‘ 01:11:38 Kristian Orozco Figueroa: Reacted to "I like to add prep t..." with ๐Ÿ‘๐Ÿผ 01:11:26 Gerome Banks: Got to jump - Thank you all! Great seeing you =) 01:11:37 Sharon Butler: Thank you for this session. Very helpful! 01:13:11 Jardena London: Thank you! 01:13:17 Sue Ryu: Thank you! Very helpful! 01:13:53 sunita sinha: thank you Kate , for your nuggets of wisdom ! 01:14:48 Brandon Curry: What guidance are you giving on how to manage price increases to counter inflation? Specifically on extensions with existing clients. 01:16:33 Tanya - ODF Admin: Reacted to "What guidance are yo..." with ๐Ÿ’ฏ 01:15:11 Bruce Mabee: An extension of "pain in the ass" principles, what are some creative ways people are charging for "being my ally" and other positive contributions other than money. 01:18:47 Brandon Curry: Bruceโ€™s question makes me think of the cost for the client to changeโ€ฆ you can put a value to thatโ€ฆ 01:19:42 Brandon Curry: Thanks everyone! Have a great holiday.