It always amazes to see the comments from practitioners regarding the great debate between fixed prices and hourly billing. Over at accountingweb.co.uk there is an interesting discussion taking place. VeraSage Senior Fellow Paul Kennedy weighed in with a logical response to skeptics. Think it will sway anyone? I doubt it. Why can’t accountants see they sell intellectual capital and not time? Their clients don’t buy time, period. And why don’t they see how customers want certainty in price, not ranges and hourly rates.
The theory is quite simple. But if you start with the wrong theory (i.e., labor equates to value), the fallacies get incredibly complicated. I hope some of you will weigh in on this debate (you’ll have to register in order to post a comment).