I am happy to announce that my latest book has been released by John Wiley & Sons, Inc.
Implementing Value Pricing: A Radical Business Model for Professional Firms has been in the making since my first book was published in July 1998.
I also understand it is now being shipped by Amazon. It will probably take another month or so before it’s available in the UK, Australia, Canada and New Zealand.
You can read excerpts at the Wiley Web site.
Not only does this book update everything we’ve learned about Value Pricing, KPIs, Project Management, and Intellectual Capital, it includes case studies, checklists, and a wealth of other material to help firms make the transition.
It also has a chapter written by Ed Kless on Project Management, and the Foreword is written by our good friend Jay Shepherd.
In addition to the book, you’ll be able to download seven Appendixes from the Web as follows:
- Appendix A: Strategies to Implement Value Pricing and Trash Timesheets: this is the ultimate, über-checklist that covers everything from Purpose, to the 8 Steps of Implementing Value Pricing, offering options, and everything else a firm needs to do to change its business model from “We sell time” to “Our customers buy intellectual capital.”
- Appendix B: Request for Proposal (RFP) Strategies. What firms need to consider before completing RFPs.
- Appendix C: Strategies for Advertising Agencies. This includes the 4A’s Compensation Dialogue Process, case studies from agencies that have made the transition, tools from VeraSage senior fellow Tim Williams, as well as information on the Coca-Cola and Procter & Gamble innovative compensation models.
- Appendix D: Strategies for CPA Firms. This includes several case studies from accounting firms around the world, from mta optima in Australia, Peter Byers in New Zealand, Daryl Golemb in San Diego, Morris + D’Angelo in San Jose, Kennedy and Coe in Salina, Kansas, and an example of a successful RFP using options from Ernst & Young.
- Appendix E: Strategies for Information Technology (IT) Firms: This includes case studies from Aries Technology Group in Knoxville, Tennesee, Smart e-Solutions in Lawrence, Kansas, Kreykes Consulting in Rock Valley, Iowa, and Mighty Data in Allen, Texas.
- Appendix F: Strategies for Law Firms: Discussions on the failing business model of law firms, ABA Model Rule 1.5, as well as case studies from Chinn and Associates in Jackson, Mississippi, Exemplar Law, Boston, Massachusetts, Shepherd Law Group, Boston, Massachusetts, as well as many frequently asked questions and answers.
- Appendix G: Suggested Reading: A reading list—including reviews—dealing with topics from economics, behavioral economics, morality and the ethics of profits, intellectual capital and knowledge workers, to pricing, marketing, and value selling skills, and more.
I want to personally thank everyone who made contributions to this work, it’s a incredibly long list of social capital and my words are inadequate to express my gratitude.
This book certainly isn’t the last word on The Firm of the Future, but I do believe we have answered the critics who have argued we have not provided “how to” implement strategies.
It’s all here. The only question is if more firms have the courage and commitment to, once and for all, bury the billable hour and the timesheet.