* If this seminar is relevant to your immediate or long term needs in relation to your professional development and practice then you should claim one CPD/CLE point per hour of attendance. 

Program for Melbourne, Sydney & Brisbane

As part of this Full Day Program, each attendee will also receive a copy of Ron Baker’s latest book Implementing Value Pricing.

8:00am Registration
8:30am Welcome & Introductions Start with WHY

  • People don’t buy what you do they buy why you do it
  • The driver of all good things: Purpose

A better business model

  • Professional service firms vs professional knowledge firms
  • Four Assertions
Cost Plus to Pricing on Purpose

  • What & How clients buy
  • Your Value Proposition: Quality, Price, Service & Intellectual Capital
  • The 4 P’s of Marketing
  • The 5 C’s of Value
  • The 7 Purchase Risks
  • 8 Steps to implementing Value Pricing
  • Price Discrimination: good or evil?
Noon Lunch
From Efficiency to Effectiveness

  • The difference between Key Performance Indicators and Key Predictive Indicators
  • How many KPIs does your firm need?
  • Managing by Results vs. Managing by Means
  • Increasing knowledge worker effectiveness
  • The Seven Moral Hazards of Measurements

From Revenue to Profit

  • Where does profit come from?
  • Baker’s Law
  • The 80/20 and 20/225 Rules–The Whale curve

From Capacity to Intellectual Capital

  • Effective Project Management
  • Killing the performance appraisal

After Action Reviews

Experiences & Stories from Firms Of The Future

  • Australian professionals share their experiences and the benefits to their firms and their clients

Q & A

5:00pm Close

Click here for ticketing information

*** Please note *** Hobart’s forum will be an amended version of this Program. Click here to see Hobart’s forum details.

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