557 search results for pricing

understanding the product pricing life cycle

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chart of a product life cyclewhich of the 4 phases do your products fall into? here’s how to tell.

by august j. aquila
price it right

there is an important concept in marketing that provides companies with tremendous insight as to what they can expect for their products or services in the marketplace. it’s called the product life cycle and, sooner or later, all products and services will go through the complete cycle. as they do, several external and internal factors change.

more: marketing and the 5 p’s | how to shift from production to marketing orientation | how traditional fee methods hurt firms | 6 questions for planning your succession | underperformers come in many shapes and sizes
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the accounting industry and the services it provides are no different. the figure above displays the life cycle of a typical service or product.
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why average project value matters

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woman smiling across desk at clientsplus 11 ways to increase it.

by rob nixon

the average project value is not the average fee per client. the average project value is where you average all of your invoices over the year.

more on strategy: experience doesn’t mean what you think it does | change is on the horizon | order takers and history writers | 4 more critical traits: be your best you | why old pricing models are unethical | 8 ways to improve firm profits | 17 killer questions for prospects | growing your client database | niche markets are your best buyers | 8 questions for product creation
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if you have three invoices for the one project then that is one invoice only. you might call a project a “job” or “task” for the client. for example, annual compliance is one project. a budget/cash flow forecast is a project. a restructure is a project. a company due diligence is a project.
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experience doesn’t mean what you think it does

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young businesswoman talking to her client and using tablethow to increase lead generation, conversion and retention.

by rob nixon

most accounting practices have a zero-based lead generation (or new inquiries) strategy, which means they do nothing. new clients just “appear,” typically via referral.

more on strategy: change is on the horizon | do your clients want more? | the bizarre habits of accountants | 12 traits of a better you | how to calculate a value price | boost efficiency and your bottom line | 4 sales systems and some secret sauce | marketing objectives determine marketing amount | rewards go far beyond money | what it means to be a real-time accountant
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nothing wrong with getting referrals from existing clients. in fact they are the best quality leads you can get – free and credible.
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pricing strategies: the real world vs. the cpa world

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businessman and tablet with the word "pricing" above.7 types and how they work.

by august j. aquila
price it right

pricing in the real world is much different than in the accounting profession.

more: marketing and the 5 p’s | how to shift from production to marketing orientation | how traditional fee methods hurt firms | 6 questions for planning your succession | underperformers come in many shapes and sizes | 6 focuses for managing partners | 10 steps to transitioning to a new mp | what managing partners should be doing
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

usually, wholesalers and retailers set their prices by using markups as the product moves through a distribution channel. producers or manufacturers usually set a list price. think of the manufacturer’s suggested list price on the window of a new car. car dealers will use various methods to price the new vehicle.
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change is on the horizon

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post with two signs, "same" and "change"bonus: an equation for reaching your desired profit level.

by rob nixon

if you are dissatisfied with the performance (personal satisfaction and/or monetary rewards) of your current firm then you will need to change what you are doing. not tweak it a few percentage points in productivity, average hourly rate, write-offs or lockup. no!

more on strategy: do your clients want more? | why ‘steady as she goes’ isn’t enough | the final critical traits: how do your tires look? | how to calculate a value price | boost efficiency and your bottom line | 4 sales systems and some secret sauce | marketing must generate leads | be an ‘object of interest’ | turn your knowledge into products | why clients really stay | don’t let technology make you dumber
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

you will need to change what you are doing dramatically if you want a different result. the good news is that the change needed is not that hard to do once you get your motivation and mindset right.

the new equation

if the old equation is internally focused then the new model is externally focused. it is based on marketing, sales, building relationships, value pricing and customer service. this equation below is a mathematical equation which, when you know and adjust the numbers, becomes a very powerful formula.
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why pricing is the fifth ‘p’ in marketing plans

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not 4. that’s old thinking.

get the top trends in pricing today
join the survey, get the results.

by august j. aquila
price it right: valuing accounting services

more than 40 years ago, in 1977, the landmark u.s. supreme court decision in bates & o’steen v. state bar of arizona, 433 u.s. 350 (1977) changed the accounting profession forever.

more: how to shift from production to marketing orientation | 4 ways a production orientation can harm a firm | price to get the maximum fee | 7 issues in partner retirement planning | is it time for a partner compensation checkup? | 13 points of a good compensation plan | 5 ways to keep your edge | the toughest job in the world: managing an accounting practice | how to become the firm of choice
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

that decision prompted accountants to pursue a wide range of marketing activities. and, ever since that eventful day, accountants have been struggling with the meaning of marketing and the impact of marketing on their practices.
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do your clients want more?

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woman in white office meeting with manif you can see a crisis coming, why not say so?

by rob nixon

i know that many (not all) of your clients want more help then you currently give them. i have asked them directly what they want – and so have many others.

more on strategy: why ‘steady as she goes’ isn’t enough | order takers and history writers | 4 more critical traits: be your best you | why old pricing models are unethical | 8 ways to improve firm profits | 17 killer questions for prospects | growing your client database | niche markets are your best buyers
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

there have been two significant and personal surveys done to prove that your clients want more.
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the 12-step plan for embracing a growth mindset

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stack of cards labeled with question markswhen the ‘production’ mindset fails.

by august j. aquila
price it right

there is no quick way to change from a production orientation to a marketing orientation.

more: 4 ways a production orientation can harm a firm | why choose a marketplace orientation? | why value pricing? | solving underperforming or dysfunctional partners | the 3 types of partners you need | how mps can make a real difference
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firm leaders need to embrace this new orientation and reward partners accordingly. to help you evaluate your firm see the table below.
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how artificial intelligence will drive the next wave of merger mania

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large fish eating medium fish eating small fishit may be time to prepare a plan b.

by domenick j. esposito
8 steps to great

we are halfway into the year 2017 and the frenzied pace of cpa firm mergers and acquisitions – when compared to the years 2015 and 2016 when there were over 100 and over 200 transactions, respectively – has not slowed down one bit.

more on strategic planning: what a value proposition truly is (and isn’t) | the importance of m&a culture due diligence | are you attracting the new breed of equity partners? | quality work, quality service not the same thing | who will be the next category killer? | why is strategy execution so difficult? | time running out for succession planning | the benefits of a client situation review
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we continue to witness a perfect storm caused by:
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4 ways a production orientation can harm a firm

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men doing precision work on a production linewhat kind of partner is more valuable?

by august j. aquila

a pure production orientation can have negative consequences for an accounting firm.

more: why choose a marketplace orientation? | how traditional fee methods hurt firms | 6 questions for planning your succession | underperformers come in many shapes and sizes | 6 focuses for managing partners | 10 steps to transitioning to a new mp | what managing partners should be doing
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

these consequences include a focus on internal measures, billable hours and technical aspect of tasks, and inhibit the development of a marketing orientation.
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why choose a marketplace orientation?

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smiling businesswoman offering a handshake5 basic principles to follow.

by august j. aquila

let’s look at the different focuses or orientations that firms can take toward managing and running their practices and see which ones the traditional pricing methods encourage.

more on great partnerships: how traditional fee methods hurt firms | price to get the maximum fee | 7 issues in partner retirement planning | is it time for a partner compensation checkup? | 13 points of a good compensation plan | 5 ways to keep your edge | the toughest job in the world: managing an accounting practice | how to become the firm of choice
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

any organization, whether an accounting firm or not, usually tends to have one of four focuses. they are either selling-oriented, product-oriented, production-oriented or marketing-oriented.
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the bizarre habits of accountants

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percentage signs on round hanging tagseight crazy assumptions destroying tax and accounting firms.

by rob nixon

i am convinced that the inventor of the current profit model of an accounting practice was not very good at strategy or business development.

more on strategy: the final critical traits: how do your tires look? | 4 more critical traits: be your best you | 12 traits of a better you | why old pricing models are unethical | 8 ways to improve firm profits | 17 killer questions for prospects
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

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