Why Don't Managed Service Providers Have Pricing Pages?

There are certain questions prospects never ask.

Maybe it’s because we’ve been trained by our own experiences.

Maybe it’s because we just don’t know what to ask.

Whatever the reason, most professional service firms don’t post pricing on their web site.

Odd?

Yes.

So let’s answer the question…

Why don’t managed service providers have pricing pages?


There are several reasons why professional services firms don’t post their pricing.

Pick most any professional services industry and more often than not - you will find that these companies don’t post pricing pages on their web site.

If you go to a doctors website there’s no pricing.

If you go to a lawyers website there’s no pricing.

If you go to an architects website there’s no pricing.

Why is that?


There are 5 reasons why this happens.

  • They want to avoid price. 

  • They want to avoid competition.

  • They don’t want you to focus on the price.

  • Professional services are not easy to price.

  • They want to avoid price fixing.


They want to avoid price.

In the professional services world pricing varies.

For example, in the Managed Service Provider world pricing varies from $50 to manage a computer/user to upwards of $400 per computer/user.

The same holds true in the legal field.

You can buy a package on LegalZoom for $100 or you can pay a retainer to a top-tiered attorney for thousands of dollars.

It all depends on the results you are looking for.


They want to avoid competition.

Professional service companies are typically small businesses.

And in small business America that means that the company will typically have less than 30 employees and sometimes only a handful.

From one website to another you may not know whether you’re looking at a one person company or a larger organization.

Providing a prospect something to compare you to - is a dangerous thing to do.

Especially if your profession is mostly unregulated.

There’s nothing to say that a one person firm isn’t worth more money than a large firm.

And that’s because in the end - it comes down to results.


They don’t want you to focus on the price.

In the buyer’s mind - nothing will throw them off course faster than pricing.

It’s the #1 sales killer.

And so to avoid the competition - professional service firms don’t post pricing.


Professional services are not easy to price.

A common topic in the Managed IT Services industry is “How To Price Services”.

It’s been going on since the early 2000’s when the industry started.

Attend any IT conference and there’s sure to be at least one course on how to price IT services.


They want to avoid price fixing.

As a result.  Many Managed Service Providers vary their pricing per client.  If they think they can make more they will.

It’s sad but true.

Not everyone pays the same price.

The good news is.

The more mature a company is in their service offering.

The more likely they’ll provide consistent pricing.


In the end.

I wish all IT companies would post their pricing on their web sites.

Add to that - Clearly post their service offering. (what they sell)

It would sure help the customer understand the cost upfront and what they're getting for it.

Unfortunately this is small business America.

A small 2 person Managed Service Provider can charge the same as a 100 person provider.

And you the client would never know.


Some questions to ask your current or next IT company.

  • How many people do you have?

  • Do you charge everyone the same?

  • What are all the functions of an IT department?

  • Can you provide all the functions of an IT department?