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Grow Your Firm with Value-Based Pricing for Client Advisory Services: eBook

Build your CAS practice with value-based pricing. Start by identifying your clients’ needs and growth opportunities, while assigning appropriate pricing to client accounts. Base your pricing strategy on impact, not hours.

Why value-based pricing?

Value-based pricing is a pricing strategy that focuses on the value you provide each client, rather than the time and materials you expend on their account. When executed well, there are benefits for both your firm and your clients.

Accountants who offer value-based pricing report increased profitability, efficiency, and a solid competitive advantage over similar firms. When you better understand your client’s needs and goals, you can serve them more effectively and avoid time-wasting rabbit holes. It’s a benefit many clients are willing to pay for, particularly when it’s paired with the kind of care and attention they’ve requested in their initial value pricing assessment.

Thank You

Download Link: Grow Your Firm With Value-Based Price for Client Advisory Services eBook

Improve client relations and communication

Better client communication is just one of the common benefits accountants and their clients can expect when working under a value-based pricing model. Knowing what questions to ask your client as you work out which pricing plan best fits their needs and goals can set you down the right path for a positive relationship.

Questions like, “Are there specific times of the year or points in your business cycle when you need the most support?” Or, “What would ideal communication between our team and yours look like for you?” Focus on their needs, rather than your platform.

Develop custom plans that serve all industries

Once you’ve built out a Client Advisory Services (CAS) offering, it’s time to identify which custom plan best fits your client’s needs. Ideally, your plans aren’t industry-specific. Rather, they focus on the support and services your client requires from your firm. That said, industry-specific questions can help show your client that you’re familiar with their work and knowledgeable about how to best assist them.

Ask your clients about the following business needs to better understand the value your firm can provide and which custom plan will serve them best:

Their basic accounting work
Additional services and deliverables
Advisory areas requested

You should also let them know of any other areas of expertise your firm can offer, which may go above and beyond and fit into a more premium pricing plan.

As an accounting professional, you know that pricing your services can be difficult. You want to be sure you’re charging enough to make a profit, while staying competitive and attractive to new clients. Value-based pricing can help.

Download our How to Grow Your Firm with Value Pricing for Client Advisory Services ebook for a complete client interview guide and list of suggested questions to guide clients toward the right service level.