February 6, 2019
“What about scope changes on value priced projects?” and more...
Sent by Jonathan Stark on February 7th, 2019
In today’s group coaching session, we had a bunch of good questions that touched on topics like:
- How to think about scope changes on value priced projects
- Going all in on specialization vs running two businesses
- What to do when an hourly project is a huge success and the client demands more
Plus, we did a deep dive into how to build out and price your product ladder.
Good stuff!
Here are some of the questions I answered today:
Is there ever such thing as additional scope on a value-based project? If the client pivots their whole business model mid-project which requires significant changes/revisions, do you just keep working under the original price? (timestamp: 1m 53s)
I’m working on a product ladder and debating how to price the various rungs. Is there a strategy or is it pretty subjective? Trial and error or is there some research I can do to dial it in? (timestamp: 19m 17s)
I’m hearing the advice of setting up a product ladder but am struggling with coming up with options. My Mercedes offer is typically a custom backend system ($30-$100k), and I offer an audit/strategy report ($5-$10k). My “sawdust” would be frameworks etc which I dont see my clients wanting. Am I thinking inside the box too much on this? Do you have general suggestions on products categories to kickoff brainstorming? (timestamp: 36m 20s)
When do you know to go all in on specializing? Does it ever make sense to just have two businesses? (timestamp: 47m 34s)
Follow up to my first question if you have time: if you work down from the top of the product ladder, how do you effectively generate leads for that next rung down? (timestamp: 55m 6s)
I have been developing a software application for a company for the last 18 months. When I took over the project was dead. Now it has gone nuclear, getting traction in the org. This is a big win for me and the team I’m working with. They want to expand it to other depts and are asking me to lead the effort (more assumed that I will), their desire is to hire me, my desire is to go from hourly to value, ugh, I feel like I might have to move on (timestamp: 60m 26s)
(If you’re curious, you can review the entire list of past questions here)
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Yours,
—J