Speaker: John McQuaig CPA CMC
Host: Tom Ingram CMC
Date and Time of Session
This session will be conducted from 10:45 AM till 12:00 PM on Monday October 26, 2009
Session Track: LAUNCH
Session Description:
This session will explore the pricing dynamics in a consulting practice. John will describe and analyze the differences between a fixed price billing approach and hourly billing for services. He will also describe his own million dollar plus practices’ approach to billing and their sometimes painful transition to fixed price billing.
Session Objective / Value
The consultant who attends this session will be able to answer the following questions definitively and with enthusiasm:
- What do customers really buy? Time?
- What are the four P’s of marketing and how do they apply to sales of consulting services?
- How does pricing affect service offerings and how do the service offerings affect pricing?
- How does the value curve apply to sales of consulting services?
- How do Starbucks’ offerings compare to consultants offerings?
- Are consultants in the transformation business? If so, how do we package our services to emphasize that?
- When does the consultant have the maximum price leverage?
- What does fixed pricing and bundling do for the consultant?
- How does one move a consulitng practice to fixed pricing?
The consultant who attends this seminar will learn how to move his/her practice to happy clients and happy consultants, what more could you ask for?
Speaker Biography
John McQuaig, CPA, CMC is CEO of McQuaig & Welk PLLC (Wenatchee, WA), a firm that helps its client businesses improve their operational processes, practices and bottom-line results. He is author of his first book, Parallel Peaks: Business Insights While Climbing the World’s Highest Mountains (HRD Press, 2007), which explains similarities between mountain-climbing and managing a successful business. He is founder and chairman of North Cascades National Bank, headquartered in Chelan, Washington, a $250 million institution, with more than a hundred employees, as well as many other enterprises and nonprofit ventures. John is an experienced mountaineer, having made his way to the summit of several of the world’s highest mountains, including Aconcagua, Kilimanjaro, Orizaba, Mount Rainier and Mount St. Helens. He resides with his family in Washington state.
Speaker Web Site: www.mcqw.com
