What if value billing netted you less revenue?
I’ve been a strong advocate for value billing for a long time. I pioneered the value billing strategy and process in my prior firm, TaxOps, and I’ve presented and have written on the topic. From my perspective, there is no better way. The client feels good about what they are paying for the value they are receiving and I always felt good about what I was receiving for the value I was providing The relationship enhancement factor allowed for an open conversation should those things fall out of equilibrium.
Why does the concept of value billing cause some of us to curl up in the fetal position under our desks?
It’s because of the prerequisite. We need to provide significant value.