When you’re starting to explore value based pricing, one struggle is getting the client to talk to you about their business: What are their goals and challenges? How do they want to grow? How can you support that growth? When you’re first exploring value based pricing, it’s easy for you to get push back from a client: “I don’t want to tell you about my business, I just want a quote. Why can’t you give me that?” I’ve been through all that. Over the last year I’ve migrated my consulting business from hourly work to...