This is a topic that I’ve been passionate about for many years. I had a discussion with someone today that inspired me to actually write an article about it.
So many of my consulting industry colleagues seem to think that “value-based” pricing, also refered to as “fixed price”, is some kind of magical cheat code that leads to more business and higher profits. I don’t fully share this view, and I would even go so far as to say that in some sense, it can even foster an unnecessary sense of mistrust or conflict.
Let me explain.