October 4, 2025

The Opposite of Hourly Billing

In many ways, value pricing is the opposite of cost-based pricing.

Instead of thinking about your costs first, you think about your client’s value first.

Put more simply:

Instead of thinking about yourself first, you think about your client first.

Once you have a rough idea of the client’s perceived value, setting a price is a simple matter.

Here’s the thing...

I suspect a big reason why some people have such a hard time implementing value pricing is not that they can’t understand the concept, but that they don’t understand their clients.

Yours,

—J

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