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PRICING, FEES & BILLING RATES

Let Your Team Fire Clients

The customer is not always right.

By Jody Padar
Radical Pricing – By The Radical CPA

There are few ways to sink an accounting firm faster than winning bad clients. They will rob your profitability, steal your sanity and cause havoc among your staff and other client relationships.

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Ask yourself these questions and be prepared to walk away if you don’t get the right answers:

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PRICING, FEES & BILLING RATES

Four Ways That Scoping Helps with Pricing

Maximize benefits for both you and the client.

By Jody Padar
Radical Pricing – By The Radical CPA

Accurate pricing relies heavily on thorough scoping to measure the engagement, and good scoping defines the deliverables, sets the client’s expectations and calculates the labor it will take to get the job done.

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With that said, here’s how your scoping process helps you determine the ultimate price:

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PRICING, FEES & BILLING RATES

How to Ward Off Scope Creep

Everyone must know exactly what does and does NOT fall within the lines of scoped services.

By Jody Padar
Radical Pricing – By The Radical CPA

There’s a time to increase scope and a time to let it slide. Let’s explore these two options.

It’s professional responsibility to inform a client when a request is out of scope. In this instance, you have two options: either make it a separate engagement or include it in the existing service package. It’s important to have everyone on the same page about what is within scope and what falls outside of it.

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It would be best if you always built into your pricing agreements a 20 percent buffer to protect you against pricing mistakes. This doesn’t mean you should do work outside the scope for free, but if a client asks for a service not included, you could decide to let it go if the amount is immaterial.

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PRICING, FEES & BILLING RATES

When to Change Your Price

Five issues to consider.

By Jody Padar
Radical Pricing – By The Radical CPA

What is the lowest monthly fee paid by any of your clients? You probably don’t want to bring on any new clients at a lower fee, so use this as your new business baseline. No one enters your firm without paying this baseline monthly service fee.

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However, the question remains whether the client will be billed on a fixed-price or value-priced basis. Here are five issues to consider as you make this decision:

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PRICING, FEES & BILLING RATES

The Right Questions Lead to the Right Clients

Seventeen things to ask when scoping.

By Jody Padar
Radical Pricing – By The Radical CPA

Using subjective questions helps you assess what the prospective client considers valuable. This means understanding which services and solutions they see as having the biggest impact on their financial health. It also gives you insight into where they are hurting most in their business.

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This process is time-consuming because it sets the stage for your relationship moving forward. Take your time and collect all the data, documentation and subjective input so you can gain a holistic view of the customer’s current situation. Let’s take a look at some of the questions you can ask and why they are important.

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