choose your client personas wisely.
by jody padar
radical pricing – by the radical cpa
one drawback of the hourly pricing model is its one-size-fits-all nature. every client is charged the same rates per hour, with the only difference being the number of hours each uses.
but the world isn’t made up of identical people working in identical businesses and driving identical cars to and from their identical homes. thank goodness!
more: how value pricing impacts your employees | six steps to start value pricing | what are you selling? | three critical factors drive the value pricing trend | accounting disruptors are heading your way … with deep pockets | the convergence of trends makes pricing changes imperative | stop looking for talent that does not exist | advisory work must be priced by value, not hours
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clients are as different as you or me, but we can group them into buckets called personas based on shared values or traits. in a client-centric firm, it helps to understand these basic personas so you can more efficiently meet each client’s needs. you probably have a handful of personas in your firm right now. you just haven’t seen them as a grouping because, in your bill-by-the-hour model, it doesn’t matter who they are.
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