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010: Managed Services discussion with Luis Giraldo

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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.

Topics:

- 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

Memorable Lines:

"This is the amount of money we charge per month and it includes these services" - Luis