![What’s a Good Proposal Win Rate?](https://ecac6f.a2cdn1.secureserver.net/wp-content/uploads/2024/02/Fore-Feature-pexels-photo-6250883-288-400x284.png)
There are far too many variables for firm-to-firm comparisons to be meaningful. Even within the same firm, many factors affect success. To ...
![What are “Advanced Pricing Methods”?](https://ecac6f.a2cdn1.secureserver.net/wp-content/uploads/2019/05/Advanced-Pricing-Methods-Participant-Guides-400x284.jpg)
Advanced Pricing Methods℠ (APM) is a term I coined to encompass techniques that I teach professionals to use to price knowledge work before the ...
![Compare CPA Pricing Approaches](https://ecac6f.a2cdn1.secureserver.net/wp-content/uploads/2018/02/pricetags_img-400x284.jpg)
What is a "value price"? Is it the same as a "worth-based price"? Can either of those be a "subscription price"? And what does Advanced Pricing ...
![Grimbleby Coleman’s Jane Johnson, Recognized by CPAFMA](https://ecac6f.a2cdn1.secureserver.net/wp-content/uploads/2022/07/Jane-Johnson-Award-400x284.png)
Firm operations rockstar Jane Johnson was honored by CPA Firm Management Association as their 2021 Firm Manager of the Year. Jane is the COO of ...
![CPA Firm Business Model “Tension”](https://ecac6f.a2cdn1.secureserver.net/wp-content/uploads/2021/05/tension-james-allen-tePlDFsg3HE-unsplash-400x284.jpeg)
Several years ago, it hit me that the root cause of much tension among firm's leaders is the fact that, in our profession, we're trying to ...
![Should We Grow That Niche?](https://ecac6f.a2cdn1.secureserver.net/wp-content/uploads/2021/04/cars-flickr.dstomp.autobahn-400x284.jpg)
Are you trying to grow too many vertical niches* at once? As CPA firms make the wise move from "generalist" practices to "specialists," many ...
![Some Thoughts on Pricing in the Pandemic](https://ecac6f.a2cdn1.secureserver.net/wp-content/uploads/2020/05/what-now-tim-mossholder-DZcZ4Kskq6U-unsplash-400x284.jpeg)
I keep reading how buyers across all sectors are "demanding discounts" and it's easy to see how this creates strain and pressure for us to do ...
![Update on the Accounting Profession’s Evolving Business Model](https://ecac6f.a2cdn1.secureserver.net/wp-content/uploads/2019/08/Diffusion-of-Innovations-for-CPAs-400x284.png)
We're seeing some really big strides in the business (and revenue) model shifts in the accounting profession. At this writing, FIVE of the US ...
![Unlearning and Relearning is Hard but Worth it](https://ecac6f.a2cdn1.secureserver.net/wp-content/uploads/2019/06/Unlearning-400x284.png)
Embarking on a business model change? If you're looking for alternatives to billing by the hour, you're looking at more than a revenue model ...
![Retraining Clients When You’ve Taught Them to Abuse You](https://ecac6f.a2cdn1.secureserver.net/wp-content/uploads/2017/12/Timeline-400x147.png)
When clients haven't done their part to be ready, many CPAs feel compelled to pitch in and "help" the client anyway. But in doing so without a ...
![Reasons for Changing Pricing Models Shifting from Years Past](https://ecac6f.a2cdn1.secureserver.net/wp-content/uploads/2018/02/dontstandthere_img-400x284.jpg)
My friend Gale Crosley kindly featured my article, "Are You Ready to Change Your Pricing Model Yet?" in her Business Discipline of Practice ...
![Accounting Today’s Podcast Featuring Michelle Golden on Pricing](https://ecac6f.a2cdn1.secureserver.net/wp-content/uploads/2017/11/Screen-Shot-2024-02-06-at-3.28.36-PM-400x284.png)
This week's Accounting Today podcast features a 19-minute interview of Michelle Golden by awesome editor-in-chief, Dan Hood.
In the podcast, ...