Jose Mirabal's guest appearances

Jose Mirabal

Business Strategy for CPA's

Impact Pricing

Mark Stiving

Paul Klein

Blair Enns

John Lee Dumas

Kate Ahl

Jonathan Stark

Alan Weiss

Mike Michalowicz

John Warrillow

Carol Cox

Patrick Campbell

Bill Wilson

Gretchen Carlson

Jeff Robinson

Scott Miller

OwlTail

Most CPAs struggle with pricing - some have moved to flat-rate or subscription pricing, and some still bill by the hour. What they often struggle to understand is the full depth of the value they offer to their clients, and because they don’t fully understand value, they are leaving Everest Sized Mountains of Money on the table, which means they have to work a lot harder to compensate for the missed opportunity.  Here today to talk with me about this problem is My guest, Jose Mirabal .Jose is the Author of the Value-Based pricing framework and the founder and Director of the Pricing Institute, where he has advised more than 1,500 companies in 42 industries on their pricing strategies.   HIGHLIGHTS: PART 2: - “What is need based segmentation? It's actually uncovering your market and figuring out and brainstorming the possible needs behind a client possibly buying your products.“ - “When you start seeing the problem from a value standpoint, not from a price standpoint, then things start making sense. That's why need-based segmentation is so helpful. Every single time you uncover needs, it gives you a lot of information.” - “Needs-based segmentation figures out the who and the transactional analysis tells you exactly how they are consuming.” - “Sometimes the need has nothing to do with your service, but it has to do with all the other items or attributes that are orbiting around your services.” - “The secret to pricing is options. It's like a menu at a restaurant.” - “Uncover your value, but figure your value based on two things. One, what are the needs that the clients have? And two, what are the current options out there that best satisfy those needs?”   PART 1:  https://www.smartstrategyforcpas.com/150 - “Everybody's concerned about their costs.  Nobody really worries about the price ceiling. The idea is to figure out and uncover value perception to see which specific services that you offer actually might have a higher willingness to pay from clients.” - “Everybody worries about value but they go down into figuring out costs. And there's no relationship between cost and value.” - “To monetize value, the first thing you need to do is uncover value. How do you quantify value? You monetize based on differences. When people buy, they buy based on differences. People compare items.” - “When clients are telling you that your prices are similar or too expensive in comparison to other companies, that's a sign that you probably need to work more on your differences. And that's a sign that you need to better assess how your product and services differ from the next best alternatives.” - “If you want to do value based pricing, all value based prices are supported by the price of the next best alternative. Every price based on value should be in reference to the next best alternative.”  - “If you want to start with the pricing, don't look for what others are charging as much as what others are offering.”      Podcast Mentioned: [in Part 2] Impact Pricing Ep125: Can We Really Price Value? with Jose Mirabal  https://impactpricing.com/podcast/ep125-can-we-really-price-value-with-jose-mirabal/ Connect with Jose Mirabal: https://www.linkedin.com/in/jrmirabal/ Website: https://pricing.institute

Most CPAs struggle with pricing - some have moved to flat-rate or subscription pricing, and some still bill by the hour. What they often struggle to understand is the full depth of the value they offer to their clients, and because they don’t fully understand value, they are leaving Everest Sized Mountains of Money on the table, which means they have to work a lot harder to compensate for the missed opportunity.  Here today to talk with me about this problem is My guest, Jose Mirabal .Jose is the Author of the Value-Based pricing framework and the founder and Director of the Pricing Institute, where he has advised more than 1,500 companies in 42 industries on their pricing strategies. HIGHLIGHTS: PART 2: - “What is need based segmentation? It's actually uncovering your market and figuring out and brainstorming the possible needs behind a client possibly buying your products.“ - “When you start seeing the problem from a value standpoint, not from a price standpoint, then things start making sense. That's why need-based segmentation is so helpful. Every single time you uncover needs, it gives you a lot of information.” - “Needs-based segmentation figures out the who and the transactional analysis tells you exactly how they are consuming.” - “Sometimes the need has nothing to do with your service, but it has to do with all the other items or attributes that are orbiting around your services.” - “The secret to pricing is options. It's like a menu at a restaurant.” - “Uncover your value, but figure your value based on two things. One, what are the needs that the clients have? And two, what are the current options out there that best satisfy those needs?” PART 1:  <a href="https://www.smartstrategyforcpas.com/150" rel="noopener nofollow" target="_blank">https://www.smartstrategyforcpas.com/150</a> - “Everybody's concerned about their costs.  Nobody really worries about the price ceiling. The idea is to figure out and uncover value perception to see which specific services that you offer actually might have a higher willingness to pay from clients.” - “Everybody worries about value but they go down into figuring out costs. And there's no relationship between cost and value.” - “To monetize value, the first thing you need to do is uncover value. How do you quantify value? You monetize based on differences. When people buy, they buy based on differences. People compare items.” - “When clients are telling you that your prices are similar or too expensive in comparison to other companies, that's a sign that you probably need to work more on your differences. And that's a sign that you need to better assess how your product and services differ from the next best alternatives.” - “If you want to do value based pricing, all value based prices are supported by the price of the next best alternative. Every price based on value should be in reference to the next best alternative.”  - “If you want to start with the pricing, don't look for what others are charging as much as what others are offering.”  Podcast Mentioned: [in Part 2] Impact Pricing Ep125: Can We Really Price Value? with Jose Mirabal <a href="https://impactpricing.com/podcast/ep125-can-we-really-price-value-with-jose-mirabal/" rel="nofollow" target="_blank"> https://impactpricing.com/podcast/ep125-can-we-really-price-value-with-jose-mirabal/</a> Connect with Jose Mirabal: <a href="https://www.linkedin.com/in/jrmirabal/" rel="nofollow" target="_blank">https://www.linkedin.com/in/jrmirabal/</a> Website: <a href="https://pricing.institute" rel="nofollow" target="_blank">https://pricing.institute</a>

151 Design and Create Pricing Strategies from a Value Standpoint Part 2, with Jose Mirabal

Most CPAs struggle with pricing - some have moved to flat-rate or subscription pricing, and some still bill by the hour. What they often struggle to understand is the full depth of the value they offer to their clients, and because they don’t fully understand value, they are leaving Everest Sized Mountains of Money on the table, which means they have to work a lot harder to compensate for the missed opportunity.  Here today to talk with me about this problem is My guest, Jose Mirabal .Jose is the Author of the Value-Based pricing framework and the founder and Director of the Pricing Institute, where he has advised more than 1,500 companies in 42 industries on their pricing strategies. HIGHLIGHTS: PART 1: - “Everybody's concerned about their costs.  Nobody really worries about the price ceiling. The idea is to figure out and uncover value perception to see which specific services that you offer actually might have a higher willingness to pay from clients.” - “Everybody worries about value but they go down into figuring out costs. And there's no relationship between cost and value.” - “To monetize value, the first thing you need to do is uncover value. How do you quantify value? You monetize based on differences. When people buy, they buy based on differences. People compare items.” - “When clients are telling you that your prices are similar or too expensive in comparison to other companies, that's a sign that you probably need to work more on your differences. And that's a sign that you need to better assess how your product and services differ from the next best alternatives.” - “If you want to do value based pricing, all value based prices are supported by the price of the next best alternative. Every price based on value should be in reference to the next best alternative.”  - “If you want to start with the pricing, don't look for what others are charging as much as what others are offering.”    Connect with Jose Mirabal: https://www.linkedin.com/in/jrmirabal/ Website: https://pricing.institute   Want to find out what options you might have for working together? More about 1:1 coaching, roadmaps, and DIY courses here: https://shethinksbigcoaching.com/coaching-options

Most CPAs struggle with pricing - some have moved to flat-rate or subscription pricing, and some still bill by the hour. What they often struggle to understand is the full depth of the value they offer to their clients, and because they don’t fully understand value, they are leaving Everest Sized Mountains of Money on the table, which means they have to work a lot harder to compensate for the missed opportunity.  Here today to talk with me about this problem is My guest, Jose Mirabal .Jose is the Author of the Value-Based pricing framework and the founder and Director of the Pricing Institute, where he has advised more than 1,500 companies in 42 industries on their pricing strategies. HIGHLIGHTS: PART 1: - “Everybody's concerned about their costs.  Nobody really worries about the price ceiling. The idea is to figure out and uncover value perception to see which specific services that you offer actually might have a higher willingness to pay from clients.” - “Everybody worries about value but they go down into figuring out costs. And there's no relationship between cost and value.” - “To monetize value, the first thing you need to do is uncover value. How do you quantify value? You monetize based on differences. When people buy, they buy based on differences. People compare items.” - “When clients are telling you that your prices are similar or too expensive in comparison to other companies, that's a sign that you probably need to work more on your differences. And that's a sign that you need to better assess how your product and services differ from the next best alternatives.” - “If you want to do value based pricing, all value based prices are supported by the price of the next best alternative. Every price based on value should be in reference to the next best alternative.”  - “If you want to start with the pricing, don't look for what others are charging as much as what others are offering.”  Connect with Jose Mirabal: <a href="https://www.linkedin.com/in/jrmirabal/" rel="nofollow" target="_blank">https://www.linkedin.com/in/jrmirabal/</a> Website: <a href="https://pricing.institute" rel="nofollow" target="_blank">https://pricing.institute</a> Want to find out what options you might have for working together? More about 1:1 coaching, roadmaps, and DIY courses here: <a href="https://shethinksbigcoaching.com/coaching-options" rel="nofollow" target="_blank">https://shethinksbigcoaching.com/coaching-options</a>

150 Design and Create Pricing Strategies from a Value Standpoint Part 1, with Jose Mirabal

Jose Mirabal is an advisor and expert in negotiation and pricing strategies. He has more than 350 projects carried out in 27 industries. His clients include multinational companies, governments, regional organizations, foundations, and non-profit companies. He is also the CEO of MIRABAL Pricing Services, a consulting firm specializing in price strategies and negotiation. He is the author of the Value-Based Pricing Framework ©. He has given more than 160 talks, workshops, and seminars in 13 countries. He graduated from Cornell University with postgraduate studies in California Coast, Stanford, and Adolfo Ibañez. In this episode, Jose underscores the common thing all CEOs share -- being pricing leaders. To him, an even greater need to have a strong grasp of pricing and knowing and recognizing value. That's why he also shares the reason why he started Pricing Institute and what it does.   Why you have to check out today's podcast:  Find out a pricing standpoint on value-based pricing as opposed to cost-plus pricing, so you find solutions to business problems from a pricing perspective founded on value Discover what value configuration is, so you focus on what the client gets and provide options for them, so you get the right pricing for everyone Find out the different dimensions you need to work around to make up value, so you back it up with the right pricing strategy    "Read about need-based segmentation. Just read it. How could you do need-based segmentation in your business? That's number one. The second thing, if you're going to do competitive analysis, do competitive analysis from a value standpoint." - Jose Mirabal   Topics Covered: 01:43 - How a talk with some CEOs started his Pricing career 04:09 - What he has found out about pricing through the years of his consulting career 05:37 - Everybody's focusing on the costs but forgetting the value part 07:48 - Why did he create Pricing Institute 11:17 - Tactics he is teaching 14:48 - Why to him the whole concept of value is sort of missing everywhere 16:38 - What he thinks on why most companies don't know how to identify value 22:49 - Not only do they not know value, they also don't recognize it 26:41 - How to do competitive analysis from a value standpoint 25:53 - Jose's piece of pricing advice that can significantly impact your business   Key Takeaways: "If I want to improve the pricing of one of my customers, the first thing I need to do is that relationship of value between my customers' products, and the clients' needs in the market and how those two things talk when I contextualize them and put them against other competitors." - Jose Mirabal "When I think of pricing, I look at first value configuration because Warren Buffett said, price is what you pay, but value is what you get. So, let's focus first on what the client is getting, or how we can improve the number of options and expand the width and the range of options that we can offer clients, just like a restaurant." - Jose Mirabal "I want my clients to come in. And regardless of what they want, always have the right option for them. And I think when you have that, that's the same thing as having the right price for everybody." - Jose Mirabal "Most companies, most professionals, specifically, most investors, if not all of them, most CEOs do not challenge their pricing. What happens is that they end up perpetuating all bad pricing habits." - Jose Mirabal "Nobody really realizes that the only way your value or the value you offer will actually work is by how well you capture that value backed by your pricing strategy." - Jose Mirabal   Resources/People Mentioned:  The 1% Windfall: How Successful Companies Use Price to Profit and Grow by Rafi Mohammed:  https://www.amazon.com/1-Windfall-Successful-Companies-Profit/dp/0061684325 Rafi Mohammed: https://www.pricingforprofit.com/rafi-mohammed/ Vistage: https://www.vistage.com/ Amazon: https://en.wikipedia.org/wiki/Amazon_(company) Uber: https://www.uber.com/tw/en/ Netflix: https://www.netflix.com Airbnb: https://www.airbnb.com/    Connect with Jose Mirabal:  Website: https://pricing.institute/ LinkedIn: https://www.linkedin.com/in/jrmirabal/    Connect with Mark Stiving:   Email: mark@impactpricing.com LinkedIn: https://www.linkedin.com/in/stiving/ 

Jose Mirabal is an advisor and expert in negotiation and pricing strategies. He has more than 350 projects carried out in 27 industries. His clients include multinational companies, governments, regional organizations, foundations, and non-profit companies. He is also the CEO of MIRABAL Pricing Services, a consulting firm specializing in price strategies and negotiation. He is the author of the Value-Based Pricing Framework ©. He has given more than 160 talks, workshops, and seminars in 13 countries. He graduated from Cornell University with postgraduate studies in California Coast, Stanford, and Adolfo Ibañez. In this episode, Jose underscores the common thing all CEOs share -- being pricing leaders. To him, an even greater need to have a strong grasp of pricing and knowing and recognizing value. That's why he also shares the reason why he started Pricing Institute and what it does. Why you have to check out today's podcast: <ul> <li>Find out a pricing standpoint on value-based pricing as opposed to cost-plus pricing, so you find solutions to business problems from a pricing perspective founded on value</li> <li>Discover what value configuration is, so you focus on what the client gets and provide options for them, so you get the right pricing for everyone</li> <li>Find out the different dimensions you need to work around to make up value, so you back it up with the right pricing strategy</li> </ul> "Read about need-based segmentation. Just read it. How could you do need-based segmentation in your business? That's number one. The second thing, if you're going to do competitive analysis, do competitive analysis from a value standpoint." - Jose Mirabal Topics Covered: 01:43 - How a talk with some CEOs started his Pricing career 04:09 - What he has found out about pricing through the years of his consulting career 05:37 - Everybody's focusing on the costs but forgetting the value part 07:48 - Why did he create Pricing Institute 11:17 - Tactics he is teaching 14:48 - Why to him the whole concept of value is sort of missing everywhere 16:38 - What he thinks on why most companies don't know how to identify value 22:49 - Not only do they not know value, they also don't recognize it 26:41 - How to do competitive analysis from a value standpoint 25:53 - Jose's piece of pricing advice that can significantly impact your business Key Takeaways: "If I want to improve the pricing of one of my customers, the first thing I need to do is that relationship of value between my customers' products, and the clients' needs in the market and how those two things talk when I contextualize them and put them against other competitors." - Jose Mirabal "When I think of pricing, I look at first value configuration because Warren Buffett said, price is what you pay, but value is what you get. So, let's focus first on what the client is getting, or how we can improve the number of options and expand the width and the range of options that we can offer clients, just like a restaurant." - Jose Mirabal "I want my clients to come in. And regardless of what they want, always have the right option for them. And I think when you have that, that's the same thing as having the right price for everybody." - Jose Mirabal "Most companies, most professionals, specifically, most investors, if not all of them, most CEOs do not challenge their pricing. What happens is that they end up perpetuating all bad pricing habits." - Jose Mirabal "Nobody really realizes that the only way your value or the value you offer will actually work is by how well you capture that value backed by your pricing strategy." - Jose Mirabal Resources/People Mentioned: <ul> <li>The 1% Windfall: How Successful Companies Use Price to Profit and Grow by Rafi Mohammed: <a href="https://www.amazon.com/1-Windfall-Successful-Companies-Profit/dp/0061684325" rel="nofollow" target="_blank"> https://www.amazon.com/1-Windfall-Successful-Companies-Profit/dp/0061684325</a></li> <li>Rafi Mohammed: <a href="https://www.pricingforprofit.com/rafi-mohammed/" rel="nofollow" target="_blank">https://www.pricingforprofit.com/rafi-mohammed/</a></li> <li>Vistage: <a href="https://www.vistage.com/" rel="nofollow" target="_blank">https://www.vistage.com/</a></li> <li>Amazon: <a href="https://en.wikipedia.org/wiki/Amazon_(company)" rel="nofollow" target="_blank">https://en.wikipedia.org/wiki/Amazon_(company)</a></li> <li>Uber: <a href="https://www.uber.com/tw/en/" rel="nofollow" target="_blank">https://www.uber.com/tw/en/</a></li> <li>Netflix: <a href="https://www.netflix.com" rel="nofollow" target="_blank">https://www.netflix.com</a></li> <li>Airbnb: <a href="https://www.airbnb.com/" rel="nofollow" target="_blank">https://www.airbnb.com/</a></li> </ul> Connect with Jose Mirabal: <ul> <li>Website: <a href="https://pricing.institute/" rel="nofollow" target="_blank">https://pricing.institute/</a></li> <li>LinkedIn: <a href="https://www.linkedin.com/in/jrmirabal/" rel="nofollow" target="_blank">https://www.linkedin.com/in/jrmirabal/</a></li> </ul> Connect with Mark Stiving:  <ul> <li>Email: mark@impactpricing.com</li> <li>LinkedIn: <a href="https://www.linkedin.com/in/stiving/" rel="nofollow" target="_blank">https://www.linkedin.com/in/stiving/</a></li> </ul>