August Leadership Forum
Vol. 3 No. 8, August 2011
The Leadership Forum is a panel of the most prominent thought leaders in the profession. Each month we ask them to respond to a question dealing with CPA firm management and leadership.
This month's question is: What is your assessment of the general attitude of middle market firms today towards value pricing? Has it changed over the last few years? Do you expect it to change in the future?
Consultants and Other Prominent Observers
| Ron Baker | VeraSage Institute | www.verasage.com [email protected] |
| ... Many firms realize they are on a billable hour treadmill, getting nowhere with the rate x hours = price mindset... More | ||
| Larry Bildstein | The Whetstone Group | www.thewhetstonegroup.com [email protected] |
| ... If a middle market firm is getting clients from Big 4 or large national firms, it is easier to value-bill and communicate the value to the client... More | ||
| Angie Grissom | The Rainmaker Consulting Group | www.therainmakeracademy.com [email protected] |
| Based on my experience, the attitude towards value pricing has changed since the downturn in the economy... More | ||
| Bob Lewis | Visionary Marketing | www.thinkvisionary.com [email protected] |
| ...The profession as a whole is hurting itself because they are letting other competitors who may not be providing equal value lower the fee bar overall... More | ||
| Jay N. Nisberg | Jay Nisberg and Associates | [email protected] |
| Value Pricing (VP) has not progressed as fast as I would have hoped and not as well embraced by firms I visit... More | ||
| Paul Rich | Rothstein, Kass and Company | www.rkco.com [email protected] |
| ...value pricing (with emphasis on "value") would lead service organizations to a profit more handsomely than hourly billing... More | ||
| Patrick Pruett | The APA and Enterprise Network Worldwide | http://enterprisenetworkworldwide.com [email protected] |
| ...Typically firms that do more consulting work have greater opportunity to use a different pricing model, such as setting a market rate instead of an hourly rate... More | ||
| Richard Rinehart | Grant Partners, LLC | [email protected] |
| ... Value pricing requires a shift in mindset which has more to do with a sense of personal worth than business practices... More | ||
| Joel Sinkin & Terrence Putney | Accounting Transition Advisors | www.transitionadvisors.com [email protected] [email protected] |
| We have seen an increase in the number of firms utilizing value pricing primarily because niche consulting lends itself to this type of pricing paradigm... More | ||
| Rick Telberg | CPA Trendlines | www.cpatrendlines.com [email protected] |
| ...It's a process that begins with a sound understanding of marketing -- positioning, prospecting, and perception... More | ||
| Sandra Wiley | Boomer Consulting, Inc. | www.boomer.com [email protected] |
| ... Firms are certainly more open to the idea; they just need to work through the details and the nagging "we have never done it that way" attitude that must be overcome... More | ||
| Jennifer Wilson | ConvergenceCoaching LLC | www.convergencecoaching.com [email protected] |
| Value pricing is woefully misunderstood. Value pricing is a wonderful way of ensuring that you're consciously pricing your services based upon the difference they make... More | ||