pricing

four steps to scoping for alignment … and the #1 rule to remember

by

only price for that which you can see. 

by jody padar
radical pricing – by the radical cpa

how often have you heard the old saying about having two ears and one mouth because listening is twice as important as talking? hopefully, often, because it is as true as anything i’ve ever heard. scoping is all about listening, so when you make a presentation, you’ll know what you’re talking about, and the client will know you know.

more: getting aligned on scope helps your team and your clients | create more meaningful kpis | here’s how profit sharing improves your firm | five areas to ground new metrics other than time | five reasons to ditch timesheets for good | productize services for consistent client value | digitize clients for standardization | six steps to creating a standardized practice | value pricing requires defining your clients | stop selling time | three critical factors drive the value pricing trend | stop looking for talent that does not exist
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

 

here are four basic steps you can follow to make sure you and the client are in alignment when the time comes to start a new project or present to a potential new client:

read more →

chris hervochon: be the leader you want to work for

by

avoid the mental gymnastics required to switch between customers in different industries and niche your services.

this is a preview. the complete 1-hour video episode, with commentary and transcript, is first available exclusively to pro members. 

subscribe to 卡塔尔世界杯常规比赛时间 podcasts anywhere: apple, google, spotify, iheart, deezer, amazon music and audible, player fm, audacy, gaana (india), and boomplay (africa).

the disruptors
with liz farr

chris hervochon is building his firm, better way cpa, “in a very specific way, for our tribes.” he explains, “not everyone needs to be our customer, not everybody’s our tribe, not everybody needs to be our employee.” leading with their core values, the process for bringing on new customers and new employees “weeds out the bad or the potentially poor fit customers,” which, in turn, helps with managing their time, the most valuable thing they have.

more podcasts and videos: ira rosenbloom: don’t merge for the money | adam lean: get out of the accountant’s trap | geraldine carter: charging more is better for your clients | vimal bava: when working smarter, not harder, is the only option | dawn brolin says grow your firm by shrinking it | jason blumer & julie shipp: move leaders out of client service | james graham: drop the billable hour and you’ll bill more | karen reyburn: fix your marketing and fix your business | giles pearson: fix the staffing crisis by swapping experience for education | jina etienne: practice fearless inclusion | bill penczak: stop forcing smart people to do stupid work | sandra wiley: staffing problem? check your culture | scott scarano: first, grow people. then firm growth can follow |

goprocpa.com exclusively for pro members. log in here or 2022世界杯足球排名 today.

his tribe includes marketing agencies, which he started working with by accident. then, one day, he realized that “i like working with these people. they need help. their model fits into what i’m doing. they’re professional services. they work roughly the same way that i do.” so he leaned into his niche.

read more →

here’s how profit sharing improves your firm

by

pay for performance to reap greater rewards.

by jody padar
radical pricing – by the radical cpa

as long as you’re changing how your firm operates, you should also look at how your staff is compensated. if your customers are paying for value, shouldn’t your teams be paid on the same basis? once your firm turns to a value paradigm, the people delivering the knowledge work – your staff – are your most valuable asset and should be compensated as such.

more: five areas to ground new metrics other than time | five reasons to ditch timesheets for good | six steps to creating a standardized practice | value pricing requires defining your clients | stop selling time | three critical factors drive the value pricing trend | stop looking for talent that does not exist
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

 

it’s all about alignment. clients pay on value. staff should be compensated on value. there are proven ways to make sure this alignment takes place.

read more →

five areas to ground new metrics other than time

by

you need to measure your progress and success, but not by the hour.

by jody padar
radical pricing – by the radical cpa

it may sound ridiculous, but the only people who are married to timesheets are professional services firms staffed by people who spend their professional lifetimes building their knowledge. every other company in the world has figured out how to sell and price products or services without relying on timesheets.

more: five reasons to ditch timesheets for good | productize services for consistent client value | four ways automation pushes the paradigm shift | how value pricing impacts your employees | why pricing is so disruptive | accounting disruptors are heading your way … with deep pockets | advisory work must be priced by value, not hours
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

 

why do professional services firms believe you should sell knowledge in increments of time? ron baker, an accounting visionary and author of “firm of the future,” once asked, “when you’re a knowledge worker, should you be selling your time?” i don’t think so.

read more →

productize services for consistent client value

by

high-end alignment creates more satisfying client experiences.

by jody padar
radical pricing – by the radical cpa

now that you have hopefully standardized your services, it’s time to look at productization. productization is the packaging of intangible services to make them feel tangible. you put everything you will do for a persona into an offering that resonates with them because it’s customized for them. it’s then clearly priced so the buyer knows what they get for their investment.

more: digitize clients for standardization | six steps to creating a standardized practice | value pricing requires defining your clients | stop selling time | three critical factors drive the value pricing trend | stop looking for talent that does not exist
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

 

this is just as useful for your clients as it is for your staff. clients appreciate it because they know exactly what they’ll get and what to expect. staff appreciate it because, unlike in traditional firms where there are at least four different ways to get to the same deliverable, this model has one pathway for each deliverable and service product, making it both efficient and traceable.

read more →

stop selling time

by

if you’re billing by the hour, you’re selling yourself short.

by jody padar
radical pricing – by the radical cpa

amazing things happen when you stop thinking about what you’re selling and focus on what clients are buying.

many of the things clients don’t value are compliance-related like:

  • tax returns
  • payroll
  • accounting services

more: why pricing is so disruptive | the radical pricing model: start with $25k | 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
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

 

but much of what they do value is less defined, though of higher value to their business lives:

  • small business expertise
  • management support and confidence
  • any service requiring specific knowledge or experience

read more →

why pricing is so disruptive

by

kick familiar to the curb and get paid what you’re worth.

by jody padar
radical pricing  – by the radical cpa

the familiar is always more comfortable than something new. shifting your pricing model is bound to be disruptive because the billable hour is what we know and have always known. it is the default billing model of every new firm. it’s comfortable, familiar, embedded in our dna and seems like the easiest billing solution.

more: the radical pricing model: start with $25k | 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
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

 

certainly, there are some pros to billing by the hour. profits remain relatively stable. if you work 40 hours, you know you’re going to bill and hopefully be paid for those 40 hours. there’s a clarity and certainty to it. but there are only so many hours in a week. by embracing the billable hour, you’re putting a profit ceiling on your firm.

read more →