HOW WE WORK

Pricing Model v1

Table of Contents

• Improving our pricing model
• Packaged pricing
• Variable fees
• Value-based pricing

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Packaged Pricing

(click to open)

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CAWW Fees

85%

1%

14%

Old:

SCA

Swarm

CAWW

75%

1%

24%

New:

SCA

Swarm

CAWW

Any of the three conditions apply:�

• CAWW refers work (directly) to a SCA,
• an ECA hires an SCA for a project,
• an SCA subcontracts work (from leads independent of CAWW) to other SCAs.

Food for (some crazy) thought

"If I can't come up with a solution, then you don't have to pay me." - Harold Jarche

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• If we can't come up with a solution, then you don't have to pay us
• You say what you want to pay... (we have a reserve)
• Different clients place different values on the things we create (and we don’t know what they are)
• It takes a lot of stress out of the billing equation
• This is primarily for complex (non-routine) projects

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Value-based Pricing (VBP)

• Read this first

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Going from:

Service > Cost > Price > Value > Client�(we price each service based on our cost and hope to create value for the client)�

To:

Client > Value > Price > Cost > Service�(the client assigns value to each deliverable and pays us for the value we deliver)

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VBP in a collaborative context

• Propose multiple deliverables during Inquiry Phase
• Assign one or more CAs to each deliverable
• Let the client assess the value during Proposal Phase
• “If you can do this.. that would make �a real difference here.”
• Let CAs work on deliverable(s) during Work Phase
• Let the client pay for the value delivered

Handover points are smoother.

VBP Flow

CAWW develops a list of deliverables (with high-low ranges) in Proposal Phase.

Client evaluates (yes/no) each deliverable in Assessment Phase.

CAs get to work.

Client pays for work based on outcome.

VBP Results

VBP is usually in favor of the SCA