|
|
Article: Pricing on purpose: how to implement value pricing in your firm.
- Article from:
- Journal of Accountancy
- Article date:
- June 1, 2009
- Author:
CopyrightCOPYRIGHT 2009 American Institute of CPA's. This material is published under license from the publisher through the Gale Group, Farmington Hills, Michigan. All inquiries regarding rights should be directed to the Gale Group. (Hide copyright information)
|
[ILLUSTRATION OMITTED]
EXECUTIVE SUMMARY
* Change the pricing culture in your firm from one that "sells time" to a value pricing firm that prices services according to the external value created for the client rather than the internal costs incurred to generate the services.
* Value pricing means the maximum amount a given client is willing to pay for a particular service before the CPA begins the work. * Value pricing creates a better overall client experience because it improves communication
between the firm and the client, offers certainty in pricing, and creates a service guarantee that allows the firm the chance to win back the ...