THE RADICAL CPA

Insights on engagement, value, billing and more.

By Jody Padar
Radical Pricing – By The Radical CPA

What’s your value proposition? If you increase your price, how will it enhance your services?

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Changes of this magnitude come with lots of questions. From pricing models to client pushback to determining value, the following are answers to questions received related to pricing strategies for accounting and advisory services.
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Right pricing for the right clients.

By Jody Padar
Radical Pricing – By The Radical CPA

Being client-centric means putting your client first. But holding on to the billable hour puts time before your client’s interests every day.

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To be truly client-centric, you must prioritize the needs of your clients and deliver the products and services they want. While the traditional firm focuses on the timesheet, a client-centric firm focuses on keeping the client happy because a happy client means happy profits.
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Your clients will be happier … and so will your staff.

By Jody Padar
Radical Pricing – By The Radical CPA

Welcome to today.

Value-based pricing and client-centric business models are no longer pie-in-the-sky concepts discussed in dark corners at accounting conventions. They have become accepted ways of doing business among a growing number of progressively minded firms.

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Perhaps you’ve already gone head to head with a firm pitching the value of their services rather than their hourly costs. Perhaps you’ve grown concerned by rumblings among your staff for more pay and better work-life balance. Perhaps you just want to ensure your firm is positioned for long-term growth.
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Plus tips on how to set your strategy.

By Jody Padar
Radical Pricing – By The Radical CPA

Specialization means having expert-level knowledge in a niche practice area. When you specialize, your services and efforts are focused on your narrow field of expertise. This helps streamline standardization and productization.

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As a result of specialization, it is easier to develop your advisory services because they all revolve around the same services and background. Your conversations all take on similar qualities because the people, or the personas, you’re talking to are all in the same niche.

Your specific expertise also puts you in a unique position to create KPIs beneficial to both you and your clients. Because you’re immersed in the industry, you’re always abreast of the hot topics and well versed in how events will impact your clients and their industry.
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Let them do the selling for you.

By Jody Padar
Radical Pricing – By The Radical CPA

We’ve talked about alignment and how it can lead to saying goodbye to clients who are misaligned with your new client-centric business model. The goal should be to replace every misaligned client with one (or more) who is aligned with your new pricing model. Marketing is the most powerful tool in the accountant’s toolbox to make this happen.

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Used properly and aggressively, marketing can help you build a pipeline of potential new prospects who fit your new business model. Consider it your security blanket in the middle of changing times.
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