IP Advantage Newsletter - Number 2, 2009

"All You Can Ask" Pricing/Service Model Draws Praise

When we introduced our "All You Can Ask" pricing/service model, we thought it was a good deal. Little did we know how much it would be appreciated in terms of service and structure. What follows is a brief discussion of the model, and a very positive letter we received from one client who documented a conversation referring us to another client.

How the "All You Can Ask" Model Works

For a predictable and surprisingly affordable monthly fee a client may request as many of our Solution Suite Deliverables as desired, to address any of the questions we answer, whether in technology investment, business development or IP transactions. While only one offering may be ongoing at any one time, some Deliverables can be completed in as little as 72 hours. This model effectively brings clients a year's worth of our teams, tools and techniques for less than half of the cost of a single full time employee. Deliverables can encompass new projects or monitoring. Planning discussions, scoping sessions and hosted reviews are unlimited for one year following each project under the plan.

Here's the Testimonial Letter We Received

Hi Barry,

Just wanted to let you know that I've talked with [a potential new client of yours that is seeking a reference]. He noted that they were intrigued by what you had to offer, but as you were a "newer" organization he felt it would be helpful to speak with someone that had experience working with you. I was able to provide positive feedback to all of the questions he asked. Thought it might be helpful to give you a brief summary of our discussion.

He noted they were interested in the monthly plan structure. I told him that works particularly well for us as we have multiple business units on behalf of whom you perform landscapes and we "rotate" searches among the business units so as to provide them time to digest the information that you've given us. He indicated they have a similar structure (3 business units.) I explained that I serve as the principal contact, and am involved along with individuals from the business unit in question in each strategic brief discussion and each results report to serve as a "facilitator." He thought that they might use a similar arrangement.

We talked about volume of work and timeliness. I noted that so far we had been conducting relatively narrow landscapes and that turnaround times ranged from 2-4 weeks. I told him that so far we had only asked to expand the search on one project after the initial report presentation and that you'd been back to us in one week following that. I also noted that a few times we haven't been prepared upon the conclusion of a project to start another, and in those cases you've been diligent to contact us and let us know that you're ready to begin something else when we are.

He noted they were impressed with the format of the resultant data - I shared that it is particularly beneficial during the report presentations to be able to ask questions and have you pull up information from specific patents "live." I explained that after the report presentation for the first project in one of business areas that the head of that business was so impressed he scheduled some time with me the next day to agree on priorities for 6 other projects he'd like to have conducted.

He asked how we felt about the nature of the confidential link from your organization to outside parties that you engage on our behalf. I explained that to the best of my knowledge the searches we had conducted so far were such that you had been able to manage internally without the need for subject matter experts, etc.

He noted that the information I was able to provide had corroborated their thinking. I sensed a high level of energy and enthusiasm from him during the discussion - I would expect they'll engage you.

Good luck.

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We're honored to have received this objective opinion. Please contact us to share yours or to hear more of what our clients have to say.