Know thy costs, know thy client
In a previous post, we briefly discussed what pricing on value is, and touched on why you should be pricing on value and not direct cost.
This post will dig down a little more into the 2 things you need to know before you start pricing on value.
The first is your cost of manufacture. It seems a bit counter-intuitive, and quite a few MIS and production software providers will tell you that super accurate costing in your quotes doesn’t matter. That’s because they either can’t do it, or they can’t do it at a price that works for a quick print shop. And you end up thinking - “If I’m selling on value, then I’m going to be way above my costs anyway, so close enough is good enough”
The truth couldn’t be a starker contrast:
