1 of 12

2 of 12

Years in Business

0

15+

3 of 12

Stakeholder / Buyer

Type

Price

Outcome

Relationship

Quality

AP

RW

KE

IS

AB

SCM

ALS

ooe

JF

4 of 12

Stakeholder / Buyer

Type

Value Type

Supplemental Resource

Strategic Priorities

Performance Consultant

Price

Outcome

Relationship

Quality

ALS

AP

AB

SCM

JF

IS

KE

*

RW

ooe

Transactional

Transactional

in Disguise as

Transformational

Practitioner in Development

Transformational

Years in Business

0

15+

5 of 12

Stakeholder / Buyer

Type

Value Type

Supplemental Resource

Strategic Priorities

Performance Consultant

Price

Outcome

Relationship

Quality

Transformational

Transactional

Transactional

in Disguise as

Transformational

Practitioner in Development

6 of 12

Stakeholder / Buyer

Type

Value Type

Supplemental Resource

Strategic Priorities

Performance Consultant

Price

Outcome

Relationship

Quality

Transformational

Transactional

1

Know your time to delivery.

7 of 12

Stakeholder / Buyer

Type

Value Type

Supplemental Resource

Strategic Priorities

Performance Consultant

Price

Outcome

Relationship

Quality

Transformational

Transactional

1

Know your time to delivery.

2

Practice identifying buyer types.

8 of 12

Stakeholder / Buyer

Type

Value Type

Supplemental Resource

Strategic Priorities

Performance Consultant

Price

Outcome

Quality

Transformational

Transactional

1

Know your time to delivery.

Practice identifying buyer types.

2

3

Move existing buyers along journey to transformational.

Relationship

9 of 12

Stakeholder / Buyer

Type

Value Type

Supplemental Resource

Strategic Priorities

Performance Consultant

Price

Outcome

Quality

Transformational

Transactional

1

Know your time to delivery.

Practice identifying buyer types.

2

3

Move existing buyers along journey to transformational.

Relationship

4

Eliminate or accept transactional buyers.

10 of 12

Stakeholder / Buyer

Type

Value Type

Supplemental Resource

Strategic Priorities

Performance Consultant

Price

Outcome

Quality

Transformational

Transactional

1

Know your time to delivery.

Practice identifying buyer types.

2

3

Move existing buyers along journey to transformational.

Relationship

4

Eliminate or accept transactional buyers.

5

Begin incorporating value-based pricing.

11 of 12

Stakeholder / Buyer

Type

Value Type

Supplemental Resource

Strategic Priorities

Performance Consultant

Price

Outcome

Quality

Transformational

Transactional

1

Know your time to delivery.

Practice identifying buyer types.

2

3

Move existing buyers along journey to transformational.

Relationship

4

Eliminate or accept transactional buyers.

5

Begin incorporating value-based pricing.

Examples:

  • % of upside / savings
  • Profit & Revenue Share
  • Equity
  • Bonus
  • Retainer you feel great about

12 of 12

Stakeholder / Buyer

Type

Value Type

Supplemental Resource

Strategic Priorities

Performance Consultant

Price

Outcome

Quality

Transformational

Transactional

1

Know your time to delivery.

Practice identifying buyer types.

2

3

Move existing buyers along journey to transformational.

Relationship

4

Eliminate or accept transactional buyers.

5

Begin incorporating value-based pricing.

Resources:�

  1. Read Chapter 3�
  2. Listen to 2 Bobs Podcast Episode on Pricing