3 False Myths About Pricing Debunked with Colin Jasper

<p><strong>Colin Jasper</strong> has a Bachelor of Science in Statistics. He's been in consulting since 1997 and is currently a Principal at Positive Pricing in Melbourne, Australia. Colin is a competitive bridge player, and was a speaker at the Professional Pricing Society (PPS) this year.</p> <p>In this episode, Colin debunks three pricing myths and explains why these are the complete opposite of what people should be doing in pricing.</p> <p> </p> <p><strong>Why you have to check out today’s podcast:</strong></p> <ul> <li>Discover three common myths people practice when doing pricing</li> <li>Understand why these false myths and are the complete opposites of what people should be doing in pricing</li> <li>Find out why we shouldn’t compete on price and not behave like a commodity</li> </ul> <p> </p> <p align="center"><strong>“Let's not behave like a commodity. Let's avoid competing on price.”</strong></p> <p align="center"><em>–</em> <em>Colin Jasper</em></p> <p><em> </em></p> <p><strong>Topics Covered:</strong></p> <p>01:29 – How Colin got into pricing</p> <p>02:31 – Creating huge impact on companies through pricing</p> <p>03:31 – Billable hours in professional services firms: Perspectives of clients and firms</p> <p>07:32 – Fixed $500/month vs. hourly fee for bookkeeping</p> <p>09:31 – Good, better, best in fixed fee vs. hourly + the ultimate purpose of hourly rates</p> <p>13:02 – Dealing with the uncertainty of projects</p> <p>14:37 – Competitor pricing as a pricing myth</p> <p>16:17 – “Aspire to be the most expensive and not be scared of that”</p> <p>18:04 – Myth: Losing on price means their pricing strategy is wrong</p> <p>20:26 – Colin’s pricing advice</p> <p>23:13 – Pricing table topics: “Value-based pricing is never perfect. You can't read your customers’ mind.”</p> <p> </p> <p><strong>Key Takeaways:</strong></p> <p>“From a client perspective, if a client doesn't want hourly rates, that's fine. They've got that. However, from a firm perspective, I think if the firm is going to be client-oriented, they s