eliminate mystery through communication
what could be shared that isn’t?
by rita keller
value pricing
when hourly-billing hurts profits
the rule of three algorithm vs. the new cost-plus worksheet.
by august j. aquila
timesheets: the nuclear option
nuke ’em: kill timesheets before they kill the profession.
by ed kless
why value pricing?
compare accounting firms to airlines.
by august aquila
why old pricing models are unethical
listen to the marketplace.
by rob nixon
the four factors for fixed pricing
plus 5 reasons not to manage employees by timesheet.
by jody padar
the radical cpa
ron baker and ed kless of the verasage institute are the hands-down experts on value pricing. they do a phenomenal job of explaining how it works and why you shouldn’t track time.
more on radicalism: clients buy solutions, not time | how to leverage social media | why transparency matters to clients | how to become a social business | the cloud is your starting point | why transparency matters in the ‘new firm’ | 10 questions to prepare for radical change | radical firms embrace 4 values
exclusively for pro members. log in here or 2022世界杯足球排名 today.
i’ve done it for the last nine years and i absolutely love it. i would never go back to time and billing.
read more →
3 ways to implement value pricing
where’s your client’s roi? that’s where you meet.
by michelle long and sandi leyva
the ultimate accounting virtual conference
here are three tips on implementing value pricing.
- focus on one of your services and not all of them.
- focus on the best service you think you have.
- what do you think is the most profitable service you have? that would be the one that is right for converting to value pricing.
more small firm growth strategies: how small firms can use value pricing | 3 ways to raise your prices | building reputation to build your business | 3 killer lead generation channels | your existing clients are your best leads | need more business? focus on referrals
what i mean by profitable is profitable for your clients and not necessarily profitable for you – although it will be once you move to value pricing, because value pricing is very profitable.
how small firms can use value pricing
step 1: know what your customer values.
by michelle long and sandi leyva
the ultimate accounting virtual conference
value pricing is commonly used with consultants in large firms, but how do we apply it to the very small firms?
what is value pricing? it’s a special type of pricing method that is highly misunderstood in this industry. a lot of people, when they go up on their price, they call it value pricing and that’s not correct. value pricing has nothing to do with cost, it has nothing to do with time or market; it has to do with what the customer vales. that is the only input that goes into value pricing: what the customer values. there is no relation to cost.
more small firm growth strategies: 3 ways to raise your prices | building reputation to build your business | 3 killer lead generation channels | your existing clients are your best leads | need more business? focus on referrals
value pricing is hard because you have to know what the customer values. you have to be really good at putting yourself in the client’s shoes in order to do value pricing. now let me talk about different pricing methods briefly because i think that will help you a little bit.
five ways to raise your prices
hint: you don’t have to do it all at once.
by michelle long and sandi leyva
we know some of you might be afraid to raise prices, but there are some painless ways for both you and the client.
more small firm growth strategies: building reputation to build your business | 3 killer lead generation channels | your existing clients are your best leads | need more business? focus on referrals
exclusively for pro members. log in here or 2022世界杯足球排名 today.
here are five:
how to apply value pricing to bundled services
don’t confuse it with value billing.
by ed mendlowitz
the 卡塔尔世界杯常规比赛时间 practice doctor
question: i tried value billing and it didn’t work. i would rather bill my business clients on a fixed fee for my services.
response: actually, you are value pricing when you do the fixed fees. you confused value pricing with value billing. value pricing is where you sit down with the client and you jointly determine the price before any work is done.
more practice doctor q&a: 18 ways to blow a partnership opportunity | 8 times when hourly billing trumps value pricing | 10 do’s and don’ts for making small business clients happy | 10 (nearly) painless ways to keep up to date with technology | 23 reasons clients really need you for taxes | running an accounting business | 14 ways to switch to value pricing | pricing, billing, costing: don’t blame clients
value billing is where you try to get an extra payment after the work is done. i believe the best way to determine a fee for recurring services is to set the fee with the client in advance of performing any work. i’ll explain. read more →
readers sound off: value pricing vs. hourly billing
the gloves come off.
in his recent q&a column, 8 times when hourly billing trumps value pricing, ed mendlowitz addressed a question about moving completely away from time-based billing but noted that as much as he liked and suggested value pricing, he did not believe it could be used in every situation.
our readers’ opinions were both strong and divided. read more →
8 times when hourly billing trumps value pricing
and when it doesn’t.
by ed mendlowitz
the 卡塔尔世界杯常规比赛时间 practice doctor
question: i am trying to switching to value pricing and am having trouble getting completely away from time-based billing in certain situations.
response: value pricing is a great method and concept. i suggest reading, and thoroughly understanding ron baker’s “implementing value pricing: a radical business model for professional firms.” i like what he suggests, have used some of his techniques even before he started writing and speaking about them, and recommend it in many situations.
14 ways to switch to value pricing
by ed mendlowitz
question: how do i switch to value pricing?
response: there are a number of ways. ron baker’s books tell how to do this. so does dave cottle’s but in a different way. i believe most firms do some sort of value pricing and that is when a fee is determined in advance with the client. i’ve written previously on this and have presented programs for cpa firm management groups, but here is a descriptive checklist to use as a guide: read more →