FORE WHAT IT'S WORTH
Practical advice & creative ideas for professionals who price their work in advance.
How to Shift from Reactionary RFP Responses to Richer, More Contextually Relevant Proposals. For More Wins.
Excellent, highly effective proposals don't occur in a vacuum. They are the end result of great process that begins with a conversation between the buyer and your firm. In an article called Designing Better Proposals that I recently wrote for Association for...read more
Retraining Clients When You’ve Taught Them to Abuse You (aka Preventing Costly Schedule Disruptions)
I know a lot of CPA firms who are sick to death of clients not being ready for them when they show up for audit fieldwork. (This post uses audit as an example, but the concepts apply to consulting, website development, and a zillion other types of projects.) I can’t blame a firm for being frustrated when the audit team arrives on fieldwork day one and the advance PBC (prepared-by-client) list has not been completed…read more
My friend and colleague Gale Crosley kindly featured an article I wrote in her excellent Crosley+Company Business Discipline of Practice Growth newsletter last week. Here's a brief excerpt: In the early days of new-model exploration, CPAs saw “value pricing” as an...read more
This week's Accounting Today podcast is a 19-minute interview of yours truly by editor-in-chief, Dan Hood. We cover: the 4 elements of Advanced Pricing (also reference this blog post: What Exactly Are Advanced Pricing Methods) how you benefit from giving multiple...read more
With Flat Organic Growth, and Amid Forecasts of Shrinking Compliance Revenue, CPAs Seek Alternatives to Billing Time Nov 1, 2017 – Santa Clarita, CA – Accounting-firm growth consultant and multi-year “Top 100 Most Influential People in Accounting” honoree Michelle...read more
Advanced Pricing Methods℠ (APM) is a term I coined to encompass techniques that I teach professionals to use to price knowledge work before the work is performed. Key is presenting the work in such a way that the focus is on the worth of outcomes and resultsread more