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Erin Balsa - From “Hit or Miss” Proposals to a 100% Close Rate
Ditching Hourly
Is It Backwards Thinking?
When people are trying to justify a fee, they're still thinking about their pricing in a cost first way instead of a value first way. You want to flip it around and start with the value and then scope last. So if the value to somebody's only $10,000, you can't charge them a hundred. But what can you charge them? You can $100,000.
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