Specifically, they wanted me to talk about value pricing, but the conversation ranges from hanging out at the Mint Lounge (now known as the Spirits Lounge – see photo below) in the Holiday Inn in Fargo, ND to the best pizza place in Allen, TX.
You can tell by listening that I was pretty amped up on adrenaline from being at Sage Summit. In fact, I blathered on so long they had to break it up into two episodes. That said, I think I did a pretty good job of sharing some of the basics of value pricing including why timesheets need to be trashed, the need to “move off the solution,” and how to work through Mahan Khalsa’s Five Golden Questions in order to extract the understanding of the value to the customer.
At Sage Summit 2013, we announced a new partner program – The Weekly Sage Partner Podcast.
This podcast will spotlight one Sage partner each week. I will conduct the interview with you and ask you to share how you have solved a particularly difficult customer problem as well as something that you are doing inside your organization to facilitate growth.
TGO Consulting is the largest organization in the information technology consulting business that has eliminated timesheets. In fact, other than the advertising agency of Ogilvy and Mather, they are the largest known professional firm to go timeless across the entire professional sector.
In celebration of this, I thought it would be beneficial to have them share their story, and they graciously agreed to record this podcast for me. (I apologize for the echo at the beginning. It self corrected and I hope you don’t find it too distracting.)