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Sinopsis
Book by Stasiowski Frank A
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Focuses on how to be competitive through pricing services based upon value to the client. Contains excellent advice on managing cost, contract types, pricing change orders, cost accounting techniques, negotiating methods, liability considerations, bidding approaches and much more.
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With most of your design clients cash-strapped, debt-burdened, and time-conscious, what should you charge for your services to stay competitive yet maintain your profit margins? In the '70s and '80s it was easy. Your quality and service kept you above the pack - and let you name your price. Now everybody's selling quality and service, and prices are falling... Respected inspirational seminar speaker Frank Stasiowski has formulated strategy for any design firm that wants to aggressively price, market, and structure its services to survive and prosper under these new economic realities. In this practical, powerful guide, he covers: . How to be competitive by pricing services based on value to the client - not time and materials. How to implement value pricing via improved, innovative management techniques. How to move out of design "production" - it's too price competitive - and expand into client consulting, where you're involved in making all the key design decisions. How to become a "chameleon", offering specialist services like zoning and permitting in addition to your value to the client as an engineer or architect. How to network to develop a constant stream of clients by keeping client/project profiles and files on lead sources as well as managing client contacts and presentations more effectively. PLUS, complete guidelines on contract types, pricing change orders, cost accounting techniques, negotiating tips and tactics, liability considerations, and successful bidding strategies. It is often said that, even in difficult times, clients remember your firm's quality and service long after they've forgotten how much you charged. Make sure with Value Pricing for the Design Firm.
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- EditorialJohn Wiley & Sons
- Año de publicación1993
- ISBN 10 0471579335
- ISBN 13 9780471579335
- EncuadernaciónTapa blanda
- Número de páginas236
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Wiley & Sons, Incorporated, John, 1993
ISBN 10: 0471579335
ISBN 13: 9780471579335
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