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How can you use IT consulting pricing to encourage clients to adopt new technologies?

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If you are an IT consultant, you know how challenging it can be to persuade your clients to adopt new technologies that can improve their efficiency, security, and competitiveness. Sometimes, the benefits of innovation are not obvious or convincing enough for them to invest in change. How can you use your pricing strategy to overcome their resistance and demonstrate the value of your services? Here are some tips to help you craft a pricing model that encourages your clients to embrace new technologies.

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Valeriana Colón, Ph.D.

Learning Scientist | Connection Centered IT Consulting

1 Offer value-based pricing

One way to use IT consulting pricing to encourage clients to adopt new technologies is to offer value-based pricing. This means that you charge based on the outcomes and benefits that your services deliver, rather than the hours or resources that you use. Value-based pricing allows you to align your fees with the value that your clients perceive and receive from your solutions. It also gives you an incentive to use the most effective and efficient technologies to achieve those outcomes. To implement value-based pricing, you need to identify and communicate the value proposition of your services, quantify the impact and ROI of your solutions, and negotiate a fair and transparent price with your clients.

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Lucas Andrade

Coordena??o e gest?o Logística | Qualidade | Frota | Transportes | Armazenagens | ISO 9001 14001 50001
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Concordo plenamente que os seus valores e princípios profissionais, em determinadas áreas baseadas em experiência e forma??es, irá refletir muito no valor dos servi?os prestados. Atualmente como consultor, meus valores s?o baseados em experiência nas áreas ofertadas e expertise em alguns assuntos.

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2 Provide tiered packages

Another way to use IT consulting pricing to encourage clients to adopt new technologies is to provide tiered packages. This means that you offer different levels of service and features at different price points, giving your clients options and flexibility to choose the best fit for their needs and budget. Tiered packages can help you showcase the advantages and benefits of using new technologies, as well as create a sense of urgency and scarcity for your premium offers. To create tiered packages, you need to segment your target market, define your core and add-on services, and set clear and consistent prices and terms for each package.

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3 Use incentives and discounts

A third way to use IT consulting pricing to encourage clients to adopt new technologies is to use incentives and discounts. This means that you offer special deals or rewards for your clients who agree to use or try new technologies, such as free trials, discounts, referrals, or loyalty programs. Incentives and discounts can help you lower the barriers and risks for your clients to experiment with new technologies, as well as increase their satisfaction and retention. To use incentives and discounts, you need to set clear and realistic goals and criteria, measure and track the results and feedback, and deliver on your promises and expectations.

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Lucas Andrade

Coordena??o e gest?o Logística | Qualidade | Frota | Transportes | Armazenagens | ISO 9001 14001 50001
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Na verdade o grande atrativo para o cliente realizar a contrata??o de uma consultoria, seja ela baseada em qualquer área, e o reconhecimento é notoriedade da empresa ou consultor prestador desse servi?o. Acredito que o desconto é incentivos, seja uma chave para negocia??o, uma cartada na maioria das vezes infalível para fechar negócio. Vale lembrar também que se trata de vender o seu "peixe" ent?o demonstra??es gratuitas, apresenta??o de cases de sucesso, pequenos trabalhos de cortesia no final pode agregar muito no seu networking.

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4 Educate and demonstrate

A fourth way to use IT consulting pricing to encourage clients to adopt new technologies is to educate and demonstrate. This means that you provide valuable information and evidence for your clients to understand and appreciate the benefits and features of new technologies, such as case studies, testimonials, demos, or webinars. Educating and demonstrating can help you build trust and credibility with your clients, as well as address their questions and objections. To educate and demonstrate, you need to research and understand your clients' needs and pain points, tailor your content and messages to their interests and goals, and use engaging and interactive formats and channels.

Using IT consulting pricing to encourage clients to adopt new technologies is not only a smart way to increase your revenue and profitability, but also a way to add value and differentiation to your services. By offering value-based pricing, tiered packages, incentives and discounts, and education and demonstration, you can convince your clients to invest in innovation and change, and help them achieve better results and outcomes.

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Valeriana Colón, Ph.D.

Learning Scientist | Connection Centered IT Consulting
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To encourage clients to adopt new technologies through IT consulting pricing, educate them on the value and ROI of the proposed solutions. Offer tiered pricing models that showcase increased benefits with advanced technology adoption. For instance, provide a basic package with essential services and demonstrate the added value of higher-tier options featuring cutting-edge technologies. This approach not only educates clients on the advantages but also allows them to start with a feasible investment and progressively embrace more innovative solutions as they witness positive outcomes.

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Lucas Andrade

Coordena??o e gest?o Logística | Qualidade | Frota | Transportes | Armazenagens | ISO 9001 14001 50001
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Concordo com o tópico, demonstrativo ao cliente das suas habilidades e competências s?o pontos essências para fechar novas parcerias.

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5 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Valeriana Colón, Ph.D.

Learning Scientist | Connection Centered IT Consulting
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Consider incorporating outcome-based pricing in your IT consulting model. Link pricing to specific technology adoption outcomes, such as increased efficiency or cost reduction. This approach aligns your fees with the tangible value clients gain from implementing new technologies. Additionally, offer transparent cost breakdowns to showcase the direct impact of technology adoption on their operations, fostering trust and making the decision to embrace new technologies more appealing to clients.

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Lucas Andrade

Coordena??o e gest?o Logística | Qualidade | Frota | Transportes | Armazenagens | ISO 9001 14001 50001
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Gostaria de acrescentar que em tempos atuais, devemos nos atualizar constantemente em assuntos de nossa base de atendimento, pois diariamente abeservo que estamos em épocas que os problemas s?o humanos e n?o falta de ferramenta.

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How can you use IT consulting pricing to encourage clients to adopt new technologies?

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2

3

4

5

1 Offer value-based pricing

2 Provide tiered packages

3 Use incentives and discounts

4 Educate and demonstrate

5 Here’s what else to consider

IT Consulting

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How can you use IT consulting pricing to encourage clients to adopt new technologies?

1

2

3

4

5

1 Offer value-based pricing

2 Provide tiered packages

3 Use incentives and discounts

4 Educate and demonstrate

5 Here’s what else to consider

IT Consulting

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