Today's Features

11 Ways to Move from Time to Value Pricing

Businessman hiding clock in his suit jacketDo you know how much better off your clients are?

By Rob Nixon

As you go through the journey of value belief and client value perception, you have to be conscious of price parity. If a client has been paying $5,000 for your service and even if you feel it is worth twice as much, the client may not pay much more for it – particularly if it looks like the same service. Your client might pay 15 percent or 20 percent more, but double? – give me a break. Unless you completely redesign your product offering so it looks completely different, your current client will have a hard time paying the price.

MORE ON STRATEGY: Are Your Prices Too Low? | 6 Steps of Moving to Value Pricing | Feel Good About Yourself | How to Build Enduring Relationships | They Should All Be ‘A Class’ Clients | Accountants Are the Last Trusted Advisors | How to Structure Your Firm for Success | Why Average Project Value Matters
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When it comes to new services that the client has never bought before – different story. There is no price parity with a new service that has not been purchased before – charge at will!

The Top 11 Reasons CPA Firm Mergers Fail

Four businesspeople, left handshakePlus: Four questions to self-assess your due-diligence efforts.

By Domenick J. Esposito
8 Steps to Great

Even as mergers and acquisitions among CPA firms are moving at a hectic pace, many, if not most, are falling short of expectations.

MORE: New Year’s Resolution: Solve the Partner Comp Problem | 21 Questions to Help Unlock Accelerated Growth | M&A Candidates: Valuations and Vetting | AI Likely to Accelerate Merger Mania | Get Your Money’s Worth from Non-Billable Time | Stay Independent But Keep Looking Upward
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Some are even winding up in divorce, with costly breakup costs as morale drops, go-to-market opportunities fail to materialize, and key partners and potential partners leave for other opportunities.

For every transaction that actually does happen, it is also apparent that handfuls of potential deals die at the altar.


FCC OKs First Wireless Distant Charger

Diagram of how wireless charging worksThe technology differs from existing systems.

By Rick Richardson

Charging your mobile device wirelessly is undoubtedly less of a hassle than plugging it in, but still requires the device be in physical contact with its charging station actually to work.

MORE TECH THIS WEEK: Google, Rolls-Royce to Create Self-Piloting Ships | Wireless Keyboard Never Needs Batteries | Why Laptops Are Terrible for Note-Taking | Machine Learning [VIDEO] | Why Voice Is So Important | Securing the Data Center on Wheels
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That’s about to change now that the Federal Communications Commission has approved the first wireless charger that works from up to three feet away.


Carpool Karaoke with Withum CPAs [VIDEO]

State of the Firm: 150 staffers join eighth annual video.

By Ed Mendlowitz

Withum had its annual State of the Firm (“SOTF”) event. It is sort of an annual meeting attended by the entire firm – 1000 people – from Orlando, West Palm Beach, Bethesda, Boston, Aspen and more locally, Philadelphia, Manhattan and the five offices in New Jersey. The event was held at the NJPAC which comfortably accommodated us. The four-hour program (with a strategic 15-minute break) ended with a two-hour cocktail reception where we were able to meet and catch up with colleagues we don’t get to see often enough.


10 Steps to Start Innovating

Do you want your firm to last after you're gone?

By Jody Padar
From Success to Significance: The Radical CPA Guide

CPAs are busy people – often to the detriment of their customers. When CPAs don’t have time to understand their customers, they fail to give them real value and creative solutions.

MORE ON RADICALISM: How ‘Agile’ Applies to CPA Firms | Introducing the Fifth Radical Tenet: The Business Model | Dear Midsized Firms: Yes, You Can Change | The Four Tenets of Radical Firms: A Brief Review
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This is really concerning to me. It concerns me that many CPAs are unwilling to do the work to keep their firms relevant. Although they know that the world no longer works the way it did 20 years ago, they simply shrug their shoulders or look the other way because confronting change seems like too much work.