Report Pricing Creativity with Blair Enns
In the series Design.Wissen.Diskurs. VDID had the pleasure to host Blair Enns, the Canadian based ambassador for "Pricing Creativity" .
Blair Enns gave us at the 29th of june 2021 for almost an hour a very interesting insight in his ways and arguments how creative services are better bought and sold.
Blair Enns showed us with the five levels of pricing success and some essential elements of his second book and advanced education-program "win without pitching" how the creative profession can ask for (much) more than the billable hour.
Blair gave interesting arguments and tips to the participants, of how to price creative services and to offer options to "madame client"...
Assisted by Aileen Dempsey, EMEA Coach, and European Representative of WIN WITHOUT PITCHING (email: firstname.lastname@example.org) Blair gave valuable guidelines how to deal with clients and how to put a price tag onto the value generating power of design.
After the presentation, we had another half of an hour to discuss the matter, subjects and arguments - and even how to negotiate like a professional, by placing options in the offer (i.e. balance of salary and royalties), the client can't resist to take the option you want him to take.
A very interesting lecture and talk on how to generate a progressive pricing of our creative work - and probably put the focus more onto the value of your services for the clients.
Pricing should be a creative act, says Blair Enns, author of Pricing Creativity: A Guide to Profit Beyond the Billable Hour. But in a design firm, it rarely is. Instead, designers see their firm trapped in a narrow band of prices they can command, a band from which it is not easy to escape.
"Your prices are like a prison cell" says Enns, "but it's a prison of your own making rather than a marketplace reality." By thinking more deeply about value and thinking more creatively about how to capture some of that value, you can keep expanding the walls of that cell until one day they fall away completely. In this talk, Enns, who is the founder of Win Without Pitching, the sales training organization for creative professionals, will map out the steps to untethering your prices from effort and marketplace forces.