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    « Value Based Pricing versus Cost Plus Pricing | Main | Planning Horizon »

    March 08, 2007

    Invitation to Start a Relationship

    In the last couple days a reprographer was questioned by an owner on additional "digital services" charges.  These services were comprised mostly of indexing and document management fees (no DWF conversion fees).  The architect on the project is supportive of the services being offered.  The owner has invited the reprographer and the architect to a meeting to explain in detail these charges.

    Is the reprographer worried?  Absolutely not.  He is excited to have the opportunity to demonstrate the value his company is providing for these fees.  He is also prepared to remove the fees, but also remove the services.  His firm is prepared to provide only traditional "repro" services, but knows the owner want more than just printing.

    He and the architect know the value provided by these services.  They are also prepared to site specific examples of how these services save the owner money and ensure a more efficient construction project.

    When you get such a call, your first reaction may be fear that you will lose the job.  You should see it as an opportunity to have a conversation about the valuable services you provide and why it is worth every penny to the owner.  If handled right this conversation could lead to a valuable business relationship.


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