This week, Sam, Jerry, and Joe are joined by Luis Giraldo of Ook Enterprises Ltd., based in Vancouver. Luis employs a business model based almost exclusively on offering Managed Services, as opposed to hourly billing. In addition, services outside the scope of his Service-Level Agreement (SLA) tend to be billed on a project basis rather than hourly.
- Managed Services requires a change of mindset: it's a value-based approach to billing, not time-based
- references: Value-Based Fees, The Consulting Bible, and Million Dollar Consulting Proposals by Alan Weiss
- strategies for migrating break/fix clients to managed services model
- importance of trust, educating the client, and setting expectations
"This is the amount of money we charge per month and it includes these services" - Luis