BusinessDay, a South African business news website, published a recent article refer­encing an E&Y study involving “more than 100 industry analysts from more than 20 disci­plines”: Organ­i­sa­tions need to break out of the compliance cocoon and evolve into a fully fledged leadership role that delivers real value to the business. In the current economic climate, […]

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I was recently asked what I thought about value pricing as it relates to profes­sional services firms. The billable hour is typically how firms price their engage­ments, but the idea of value pricing is gaining momentum and accep­tance is growing. I believe in a compet­itive market, value pricing would occur naturally. Misin­for­mation from vested interests […]

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It was a long time ago in internet years that I started reading Dave Winer’s blog, Scripting News, and even longer since I started reading Jakob Nielsen’s writings on his site, useit.com. These two are truly pioneers of the digital age, with Winer instru­mental in the devel­opment and promotion of RSS and Nielsen writing the […]

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There’s a particular blog that only discusses the idea that accounting firms, and indeed all profes­sional services firms, should “trash the timesheet” and implement “value pricing.” The basic concept is sound: Timesheets treat the chargeable hour as the measure of the firm’s services’ value, which distorts its true value to the client and further commoditizes […]

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