By August J. Aquila
Price It Right
As one who has been on the inside of accounting firms as a partner and marketing director trying to implement such concepts as client centricity, I can honestly say that most marketing and management concepts are easier said than done.
MORE: Tomorrow’s Leader in 9 Bullet Points | CHECKLIST: 18 Essential Steps to Effective Billing | How to Get Partners to Accept a New Pricing Philosophy | 12 Pricing Factors Beyond Cost | How Utility and Value Affect Pricing | Understanding the Product Pricing Life Cycle | 4 Ways a Production Orientation Can Harm a Firm
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When it comes to clients, many partners think they know what their clients really want, but in reality they scarcely do. In short, most client-centric service strategies produce neither the “wow” factor nor the profits.