{"id":52025,"date":"2017-05-25t05:00:49","date_gmt":"2017-05-25t09:00:49","guid":{"rendered":"https:\/\/48e130086c.nxcli.net\/?p=52025"},"modified":"2017-05-31t10:32:07","modified_gmt":"2017-05-31t14:32:07","slug":"value-proposition-truly-isnt","status":"publish","type":"post","link":"\/\/www.g005e.com\/2017\/05\/25\/value-proposition-truly-isnt\/","title":{"rendered":"what a value proposition truly is (and isn’t)"},"content":{"rendered":"

\"words<\/a>do it right and win in 4 key areas.<\/strong><\/p>\n

by domenick j. esposito<\/i><\/p>\n

it is a myth that pricing is the main reason a cpa firm loses clients or proposals.<\/p>\n

more on strategic planning: <\/b>the importance of m&a culture due diligence<\/a> | get your money\u2019s worth from non-billable time<\/a> | stay independent but keep looking upward<\/a> | ineffective partners and how to address them<\/a> | the dangers of low-hanging fruit<\/a> | 10 common leadership traps<\/a> | expand your national and global geographic reach<\/a>
\n\"goprocpa.com\"exclusively for pro members. <\/span><\/strong>log in here<\/a> or 2022世界杯足球排名 today<\/a>.<\/span><\/p><\/blockquote>\n

price is a one-dimensional sales pitch \u2013 your firm is either the lowest price or you\u2019re not \u2013 end of the story and end of the sales pitch.
\n<\/p>\n

what clients or prospective clients want from their cpa firm is value <\/strong>for the fee (motivation to select your firm = perceived benefits – perceived cost) and a well done and timely delivered audited financial statement or tax return is not the value they are looking for \u2013 those are just the givens. what they are really looking for is a cpa firm that will help their business grow and be more profitable \u2013 a firm that brings real value to the relationship.<\/p>\n

anyone can sell price. but selling value is quite another thing to accomplish successfully and consistently.<\/p>\n

what is value and how does a firm create and communicate to clients and prospects the value your firm brings? far too many firms believe the value they bring is their product and\/or service. look at almost any cpa firm\u2019s website and 95 percent or more of it is about their services, their people, their areas of expertise and maybe some short client testimonials that no one really relies on to make any retention decision. although it may exist, we have never seen a firm website that has as its focus the value it brings to its clients and we are not talking about fair price, great service and top quality. those are givens claimed by all firms.<\/p>\n

\u201ccutting prices or putting things on sale is not sustainable business strategy.\u201d \u2013 howard schultz<\/p><\/blockquote>\n

if your growth strategy is based on competing on price, your firm must have the organizational model and processes that allow you to be the lowest-cost provider \u2013 or you lose. but if you need to figure out how to differentiate your firm, you need to create a compelling value proposition. it is really that simple. the challenges most firms face in creating a differentiation model and value proposition they can deliver on and clients will accept as valuable to their business are:<\/p>\n