tax season 2018: average fees set for 7% increases
but fees for entity returns are down. why?
pricing, fees & billing rates
6 steps to making your new pricing happen
create bundles for each service line.
by august j. aquila
price it right
this is where the rubber meets the road. the future of pricing professional services is making the move to value pricing.
more: 5 ways to get clients to accept a new pricing philosophy | how to get partners to accept a new pricing philosophy | 12 pricing factors beyond cost | 13 questions about providing value | how demand affects pricing | how to shift from production to marketing orientation | how traditional fee methods hurt firms
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while you may want to make it an option for your firm, i strongly suggest that you make it the option. i know from experience that value pricing is better than billing for your time.
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5 ways to get clients to accept a new pricing philosophy
don’t just anticipate questions, plan for them.
by august j. aquila
price it right
once your partners are sold on a new pricing philosophy, you will need to communicate it to your clients.
more: how to get partners to accept a new pricing philosophy | preparing to change pricing philosophy | ethical issues in pricing | how utility and value affect pricing | understanding the product pricing life cycle
there are five ways to get clients to understand and accept the new pricing methods. each of these methods is discussed below.
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how to get partners to accept a new pricing philosophy
5 common objections … and 5 reasons to change. bonus: an 11-point fee audit.
by august j. aquila
price it right
before you announce new pricing policies to your clients, it is critical that you and all the partners in your firm embrace the new pricing philosophy. the entire process begins with the following:
more: preparing to change pricing philosophy | 11 alternative pricing methods | applying cobb’s value curve to your firm | the four types of competition | marketing and the 5 p’s | why choose a marketplace orientation?
- the firm’s willingness to make some changes
- an analysis of existing engagements and the economic impact that a different pricing strategy will have on the firm
- a review of how the firm is currently delivering and producing its services
- the firm’s overall relationships and communication style with its clients
preparing to change pricing philosophy
5 factors to consider.
by august j. aquila
price it right
once you have decided to adopt an alternative pricing philosophy, what do you do next?
more: 11 alternative pricing methods | 12 pricing factors beyond cost | 13 questions about providing value | how demand affects pricing | how to shift from production to marketing orientation | how traditional fee methods hurt firms
changing your firm’s pricing philosophy is really a three-step process. first, you need to consider several factors before suggesting a change. second, you need to get your partners to agree that it is a good idea, and third, you need to educate your clients so that they accept and understand the new approach.
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