Does your position match client perception?
There is a completely different way of looking at value and it is tied into the type of accounting or consulting work that is available in any given market and the type of accounting or consulting work that your firm provides. Thirty-plus years ago William C. Cobb wrote “The Value Curve and the Folly of Billing-Rate Pricing,” providing a great deal of insight into the concept of pricing and value. Many of the ideas that follow are based on Cobb’s article.
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In discussing legal services, Cobb notes that sophisticated clients do not tie benefits to hours. Rather, there are certain types of services that have a significant impact on the client’s business. The key words here are “sophisticated” and “impact.”
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