Editor's note: This is a Web-exclusive sidebar for "Pricing on Purpose: How to Implement Value Pricing in Your Firm."
The following questions should be answered by the pricing council/CVO after each major engagement:
Did we add value for this client?
How could we have added more value?
Did we capture value?
Could we have captured more value through a higher price?
If we were doing this type of FPA again, how would we do it?
What are the implications for product/service design?
Should we communicate the lessons on this FPA to our colleagues and how?
How could we have enhanced our client’s perception of value?
What did we teach this client?
What other needs does this client have, and are we addressing them?
Did this FPA enhance our relationship with this client?
What impact has this FPA had on developing our client’s trust in us?
How would you rate our client’s price sensitivity before and after this job?
How has this FPA advanced us?
Did we have the right team on this FPA?
How high were the costs to serve?
What could we do better next time?
Do we need to update our client complaint register?
How could we thank this client for their business?