Beyond the Clock

Too many accounting professionals think of themselves as a watch. A simple timepiece that measures life by the hour.

The increased use of technology, new outside investors and changes in buyer demands are shaking up the accounting industry — rewriting the rules for a profitable practice at every turn. The time has come for accountants to value their worth, move to value pricing and remove their current pricing ceilings.

In my new book, Radical Pricing : How To Optimize Profits, Delight Customers and Build A Top Value Firm, I guide accounting professionals through the evaluation of their current pricing as they restructure it to be more value based. It’s time for accountants to lead next-generation firms and moving from a ticking clock will help retain talent, increase efficiency and create more loyal customers. That’s a win-win-win!

“This book is about so much more than pricing. With questions throughout that get readers thinking about and detailing how they would implement the ideas contained within, this is truly a workbook for a more client-centric firm. How you price and package then becomes your key differentiator.” ~ Joseph P. Manzelli, Jr., Manzelli Consulting Inc.

The speed of change is faster than ever. How are you going to react to it? That's what this book is really preparing you for — redesigning your entire business model to become a more customer-centric advisor.

Pricing Changes are Imperative

Today’s automation, new competitors, staffing challenges and new technologies are conspiring to bring more value to customers than they ever could have enjoyed before. All of it is shifting the way you need to think about your services, what customers value and how you get paid fairly for the expertise you bring to the table.?

You possess something more valuable than time. You have knowledge. You have been trained to know things other business people don’t know. You have experience doing things of critical value to any business, and customers value your advice because they don’t know the things you know.

It’s how all these forces come together that will impact your business model. That’s why you need to rethink pricing — it affects every aspect of your firm. Profitability, operations, capacity management, customer experience, culture, recruiting and retention, and even your happiness can be improved with proper pricing. It’s truly a holistic approach to practice management.

“Padar unveils the strategies that pave the way for a profound metamorphosis — from the antiquated ‘We sell time’ ethos to the dynamic realm of a ‘We sell outcomes’ business model. It will propel your firm into a paradigm where pricing is anchored in the value generated.” ~ Ronald J. Baker, founder, VeraSage Institute

New Pricing is Possible

Breaking with tradition can be hard, but if handled properly, it can lead to a more profitable future. Value pricing is a learned behavior and takes getting used to. You can take things one step at a time and adjust as you progress along the learning curve. For example, you may find yourself setting prices that customers quickly agree to pay. That’s a clear sign that the price is below what they think the service is actually worth. It sometimes takes time to align price and value.

Start small by changing your pricing structure on one service. Then take another and another until your total revenue is equal to the value the customer places on the services you offer. It’s one small step for your firm, one giant leap for your profitability.

Everything in this book is about unlocking your true value. But never forget, value is in the eye of the beholder. Customers value your services because you offer them something important to the success of their business.?

“Jody takes 21st-century high-value service offerings and the tech required to support them to tackle the next logical step — what is the value and how do the offerings get priced? Any accountant who is the least bit entrepreneurial should read the step-by-step lessons given here to increase the pricing and value of their service offerings. And, thereby, greatly increase the value of their accounting firm!” ~ Martin D. Eisenstein, CPA and attorney at law

Despite the long reign of the ticking time clock, CPAs and accountants have always provided value. Technology and automation have simply paved the way for accounting firms to explore value-based pricing for value-based services.?

Join Us at Engage for the Book Launch

Concepts from this book will be shared during a presentation at the AICPA & CIMA Engage 24 conference at the Aria in Las Vegas on Tuesday, June 4, 2024. Radically Transform Your Pricing is presented by ADP and will take place from 7:00-7:50 a.m. Following the session, ADP will host a book launch party where the first 50 attendees will receive a free autographed copy of the book. Registration is required at https://bit.ly/RadPricing .