Value-Based Pricing
Client Centricity
AI and Automation
In each message a single concept, tool or method for creating, enhancing or pricing client value.
"Your content is phenomenal. Anyone that's not checked out your newsletter or your events yet definitely should give it a give it a read. When you see something really high quality, it stands out ... you'll be impressed and well worth it."
– David W.
"I can immediately feel how incredibly valuable it is … A sort of aha moment for me, as I have no formal expertise in your field, and a definite booster to my self-knowledge and insight. So cool, and I will continue to look forward to the next email."
– C.A.
18 pages of tips on ways consultants can create value and stand out by exceeding client expectations, offering personalized attention, and providing additional services to foster trust and loyalty, enhancing client retention and driving long-term business growth.
Yours – free of charge – when you sign up.
💚 I hope this newsletter motivates you to prioritize client value, resulting in a more successful business with loyal clients who recognize your worth.
My journey into this field started some 15 years ago when I, then an agency owner, began asking questions such as:
If our team could achieve results faster, that shouldn't mean they were paid less. I saw how the yoke of hourly billing and the unquestioned 40-hour work week put a cap on earnings as well as our ability to build a great place to work.
I imagined a workplace where people are rewarded for the results they created. A team that is inspired by discovering new ways to deliver more of what the clients want.
What was clear:
📏 Time is not inherently valuable to clients – it's just easy to measure!
What our clients are paying for is value.
Specifically their idea of value.
This is what I refer to as client value.
💎 Understanding client value is key to introducing value-based pricing.
Value-based pricing was a bit of a curiosity back then. It was the icing on the cake. There are many benefits to focusing on client value (which I'll cover in future emails), but back then you would do fine billing for time.
Not anymore.
With generative AI, time is useless as a measure of anything.
Today, how long it takes to create something now has zero correlation to its worth.
📉 You'd be out of business if you passed on your time savings with CoPilot and ChatGPT to clients.
My quest to understand client value has led me down many a rabbit hole over the years. As a result, I've picked up many ideas, methods and tools to understand, map, measure, create, deliver and charge for client value.
📚 With this newsletter, I want to give you that knowledge on what client value is and how it can be made, enhanced and priced.
💡 Every email in this newsletter covers one idea that creates, affects or relates to client value.
🏎 Every email will be brief. I'm aiming for 500 words or 2 minutes of reading time. There may be exceptions to this rule. But I'm doing my best to keep ideas "snackable."
⚡ Every email contains actionable tips you can do to implement, explore or in other ways apply the idea. Sometimes I include links for further reading.
🔇 Also, every email will include a spoken version you can listen to when on the go or driving. It's done with software but sounds incredibly real.
🏕️ This newsletter is a community, and we're learning from each other. I'm kicking it off right now with recurring campfire events where subscribers are welcome to join and ask their questions. Everyone is welcome to turn on the mic and cam and join in. The date of the next campfire event is shown below.
Jakob Persson
Creator of Client Value Realization
Client Value Realization was created and is lovingly taken care of by me, Jakob Persson. I'm a restless entrepreneur with over 20 years of expertise in business, design, customer experience, marketing, sales and IT project management.
I run Leancept, a consultancy specializing in helping professional service firms leverage the client value they create, increase profitability and become more competitive.
Previously, I've co-founded a digital agency that quickly grew from a small team of seven people to a thriving company with 70 employees within three years. The agency established a strong presence in the Nordic countries and became a pioneer in open source publishing tools.
I'm a speaker and writer on topics such as value-based pricing, client experience, and business strategy. I organize meetups for freelancers and agencies to foster growth and innovation.
If you have questions or suggestions, don't hesitate to contact me at jakob.persson@leancept.com.
