For technology and systems consultants, it's a temptation to cut your rates in today's economy.
Don't do it, before you check out this read on one of my favorite blogs, Sandhill.com.
A survey of smaller technology service providers showed that discounting by as little as 5% versus as much as 30% netted about the same ratio of bids to new clients.
It also showed that specialized services can still get away with charging at a premium regardless of the current price of gas. In other words, if they need you then they need you.
Setting prices is tricky business. Another blog I recommend is Reuben Swartz's pricing blog, "Dollars and Sense". Reuben's company, Mimiran, actually develops and sells pricing analytics software, also a worthwhile consideration in today's economy.
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