Art of Business & Setting Prices

Apple never discounts. Clothing stores build in a series of discounts to their initial price. Consulting companies use various techniques to avoid quoting an hourly rate. Law firms typically quote an hourly rate and stick to it. How do you determine what rate you should charge for your time? Too high and you scare clients away. Too low and your clients undervalue your work. There is an art to setting a price for your work. On one hand, what is a livable rate for your work? On the other, what is the range of rates for your work in your market? Do you discount? How do you price a job and how do you cover add-ons and other changes? Do you have separate rates for different types of clients? What about donating services? How do you negotiate rates with a potential client? This workshop covers the process of determining your rate and sticking to it.
Don Lesser, of Pioneer Training, Inc. has been in business for 30+ years. His companies have grown and shrunk, and the nature of his business has changed, but he is still thinking and working on his business. And, he is successful at it. The Art of Business is a collection of some guiding principles that sum up the lessons he has learned over the past 30 years. For Don, running a business is as much an art as it is a science. This session will cover various parts of running a small business with an emphasis on what is involved in setting prices.

Fee: $30 (Payable in Advance – Checks made out to UMass) Free Parking