Pricing for CPAs
Advanced Pricing Methods℠ — your model for richer customer relationships.
Grow Your Pricing Skills
Part science, part art, pricing is a competency that’s learned, then improved through practice.
Because no two customers are identical, nor are their challenges, they each merit unique service approaches. Therefore, it’s important to tailor each service package to the buyer which means not being too “canned” in your approach. But you CAN use a consistent, repeatable process to formulate, present, and price your solutions.
Applying the steps and tools that Fore teaches, CPAs and consultants get increasingly better at first understanding buyers’ deeper needs, and second, helping those buyers see the worth of achieving their desired outcomes.
With this context, people more readily hire you at amounts that makes sense relative to the worth of the impacts you bring. This is a huge shift from charging them for your time, inputs, and activities.
Become more comfortable having conversations with customers about what something is worth. Build confidence through this advanced pricing approach.
A majority of CPAs confess that they aren’t good at pricing and few say they enjoy it. Good or bad, there’s no line item in financial statements showing us the dollars we leave on the table from poor pricing. Yet we also know that clients sometimes feel like they are paying too much. Why this discrepancy? It usually boils down to flawed communication.
There’s a lot of room to improve our communication as we explore ideas, establish goals, and set context about value with customers. And even more importantly, we’ve got to get better at documenting exactly what is—and what is not—included in our prices as we help them.
Communication Breeds Loyalty
The cause of most proposal-related buyer/seller communication gaps are:
- not thinking through a project sufficiently,
- not doing appropriate due diligence, and
- not discussing with the buyer the real reasons WHY you’re proposing the work.
Customers won’t inherently know the value of a CPA or consultant’s work or advice. As sellers, we too often assume that the value propositions are obvious. Advanced Pricing Methods℠ teach a process to commicate effectively to remedy all of these problems.
Better pricing comes from better communication up front. And wonderful side benefits from better communication are deeper relationships with our buyers a much more trust. Compare this to billing unexpected amounts in arrears which erodes a customer’s trust. Surprise bills are counterproductive in a quest to earn “trusted-advisor” status.
Today, more than 1000 professionals use Advanced Pricing Methods℠—in some of the largest firms in the US— and evidence continues to pour in:
Buyers love and appreciate having the certainty in price, clarity in purpose, and control in their purchase they receive when firms sell to them using Advanced Pricing Methods℠.
Communication Improves Profitability
Along with new pricing skills, discover how to avoid one of the costliest, yet avoidable, problems that firms face: scope creep. See improvements quickly when you apply the scoping and pricing techniques you’ll learn with Advanced Pricing Methods℠.
Stop doing work that you don’t get paid for. Stop leaving money on the table.
Contact Michelle to get started today!
Our profession is faced with transforming our business model which includes learning new ways to price our services. Frankly, our profession is not skilled in collaborating with clients on pricing. Michelle builds a foundation of clarity on why, an understanding of how, and provides real life examples that motivate change. Her ability to create a common language and vision are critical in helping team members change their mindset. Our firm’s progress in pricing has been largely due to Michelle helping us build a vision and foundation that allowed team members to change how they think about pricing. Maybe the best thing I could say is that the ROI on our investment in Michelle’s advanced pricing methodology has been tremendous.Joey Havens
Michelle’s advanced-pricing workshop produced results that exceeded our expectations. A year after we implemented her approach, our proposal win rate jumped to 80%, a 25% increase over the prior year. We were able to capture a significant amount of additional revenue on most proposals we closed because clients selected a higher service tier option that included high-value consulting projects. We become more adept at sourcing work beyond compliance. By focusing on outcomes, not tasks, we created demand for solutions that helped clients achieve success; it’s what they care about most.Eric Majchrzak
Michelle significantly improved and accelerated our customer engagement by teaching us how to offer price options that transferred control to our customers, letting them decide what they want to tackle and when. Offering options also encourages our team members to introduce more solutions and, as we all know, clients generally want more of our help than we think they do. These changes to our pricing approach expanded our relationships with customers, which has been key to us meeting our core mission of impacting their success.Jeff Wald