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The value of price objections

If your fees are not being objected to occasionally than you are probably under-pricing your services.

On the other hand, if you fees are being objected to frequently, you need to dig a bit deeper to troubleshoot the cause.

It could be your positioning, lead generation pipeline, sales process, proposal approach, work quality, reputation, marketplace perception, client/consultant risk assumption, or return on investment.

Whew, that’s a long list!

It could be you have ridiculous pricing, but it’s more likely to be one of the other things routinely shorthanded as “price.”

By Josh Richards

Josh is a consulting network/ systems/ cloud engineer, freelance high stakes IT project manager, and former technology executive. He has consulted on information technology matters for over twenty-five years. In 2006, consulting became his primary source of income (just before the global financial crisis!). He’s a big fan of craft beer, freshly roasted coffee, artistic burlesque, good food, and applying science and reason to problems and opportunities small and large (and just for fun). When he has time and energy he also likes to get out on his bike or attend a soccer match.

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