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