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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