tailieunhanh - ACCA Burying the Billable Hour phần 4

Tăng chi phí của một customerâ chuyển đổi bạn thực hiện nhiều dịch vụ hơn cho khách hàng càng có nhiều bạn biết về một khách hàng, đắt tiền hơn nó sẽ được cho khách hàng khuyết tật. Tạo một quan hệ đối tác với các liên kết khách hàng của bạn cả hai số phận và sự thịnh vượng của bạn. Â • Lực lượng công ty của bạn có hiệu quả Bằng cách cung cấp giá cố định, bạn phải ủy thác công việc cho những người. | Implementing Value Pricing continued PAGE 29 and large they will behave in a manner that is consistent with that obligation. Quoting fixed prices projects confidence and experience Being able to quote a fixed price before the service is performed shows the customer that your firm is experienced and confident in its ability to perform a trait valued by the customer even if subjectively. Imagine an airline not quoting air fares before the flight but instead charging by the minute. How would you feel Would you begin wondering if the pilot will deliberately slow down Would it lower your confidence in the airline Increases a customer s switching costs The more services you perform for the customer the more you know about a customer the more expensive it will be for the customer to defect. Creating a partnership with your customer links both your destinies and prosperity. Forces your firm to be efficient By offering fixed prices you must delegate the work to those in your firm who can perform it most efficaciously and not let surgeons pierce ears. It also forces you to review every procedure work review level etc. and ensure that each task adds value to the customer otherwise it should be eliminated. Overcomes buyer s emotions Price resistance sticker shock price anxiety buyer s remorse and payment resistance not writing the cheque will all lessen by utilising FPAs. By discussing value price and terms up-front you will reduce the negative impact of these emotions on the customer not to mention raising your firm s profitability. Prices can be increased each year When was the last time you raised your hourly rate Do you believe there is a concomitant Implementing Value Pricing continued PAGE 30 increase in value to any one customer I can assure you customers don t view the world that way. However when you have customised services and pricing for each customer it is easier to increase the price annually even if no services have been added to the FPA. Provides a competitive