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Its Not Price. Its Value.

By Patrick Lamb on January 18th, 2006 Posted in Hourly Rates and Alternatives

Dan Hull has a good post on his What About Clients blog about price competition. His approach is not to compete on price but instead to compete on service, not price. His insight, which I cannot improve on in any way, is that “if clients come to you for price, they will leave you for price.”

This thinking mirrors Tom Peters’ view. Tom has a great slide that he uses: “You can’t compete with China on cost or Walmart on price.” So don’t. Compete on value.

http://www.jacobson.co.za Paul

I published a post more or less on this topic yesterday as a follow-up to a post on the [non]billable hour.
One thing I kept bumping up against is the issue of perceived value which does pay a role unless prospective and current clients have some other basis to assess the value lawyers add.