To contact us:

Phone: 61 3 92618566

Fax: 61 3 92618599

E-mail: emh@allocatur.com.au

17 Cotham Rd

Kew Victoria Australia

Value Pricing

First, the bad news….

Value Pricing takes work  - both on the part of the client and on the part of the professional.  Because the starting point is understanding what is “value” and this means understanding what the client really wants.  Not what the professional thinks the client needs, but what the clients commercial, personal and business objectives actually are.

Once the “need” is identified, it’s a matter of determining how that need can be met, and then it becomes possible to establish value. 

But value pricing is worth the work.  It avoids the problems of hourly billing where:

· The client bears all the risk

· There is no incentive for the professional to be efficient

· The price is no reflection of the result - if a lawyer or accountant saved a client $10 million with 1 hour’s advice due to the professional’s expertise, that is worth more than the hourly billing rate.

We can facilitate discussions to identify value, and help professionals and clients agree an pricing arrangement which will ensure value is delivered to both client and professional.