Pricing: Expectations vs. Reality
Pricing is an emotive topic, for both clients and firms. Clients consistently expect prices for consulting to fall, yet continue to increase their year-on-year spend. Source’s Emerging Trends report takes a closer look at this mismatch between expectation and reality to understand where and how firms can influence price most positively.
“Clients are not being realistic about the true costs of the work. When we asked about the prices that appeared in proposals, just one in 20 were in the ballpark of that set by the company. We’re therefore seeing a significant variation between expectations and the reality on price.”
Catherine Anderson, Director of Market Trends & Analysis, Source Underpinned by a survey of 150 senior buyers of consulting, and ongoing conversations in the market, this report delivers an independent and objective review of pricing, full of must-have data and insight for firms. You will gain access to:
- A snapshot of what really matters and where Source think the opportunities are.
- A review of client priorities, including that outcome-based pricing has now become the norm, with clients expecting to see an element of this model in almost all of their projects.
- The key implications for your firm, including the level of discounting needed to influence choice, while still delivering value to the client.
To find out more, download the report or contact us.