Value Pricing Starts By Working with the Right Clients | FREE for ISCPA members
Overview
This event is only available to ISCPA members. Not a member? Join today!
Designed For
All CPAs.
Objectives
Whether you are an accounting firm or running any business pricing in today’s labor-challenged market has become complex. Is there a pricing ceiling? What is value pricing? Are you working with the right clients? Decades of “What will it take to win the client” have been replaced with businesses trying to find people who are willing to take them on as a customer. Pricing is a weakness in many businesses. Lower prices are often a result of limited selling skills. It’s simple economics. Supply shortages with a steady or increased demand increase the price. This session will show participants how to value price, handle fee objections, determine if it makes sense to keep them and if so at what price, and then how to view each new opportunity with the eyes of “do we want this client?” and if so, “what do we want to charge?"
Leader(s):
Leader Bios
Bob Lewis
Bob is one of Accounting Today's Top 100 Most Influential People, boasting an extensive 25+ years of dedication supporting accounting firm innovation and growth. He is trusted by many of the top firms as well as countless emerging practices. Bob's primary focus revolves around amplifying the direction of CPA firms by leveraging a blend of mergers and acquisitions, succession assessments, capacity expansion, and bolstering a firm's advisory service capabilities. His guidance helps build firm value.
For firms interested in M&A, Bob identifies transition opportunities for clients looking to acquire and firms who want to sell. He is experienced in navigating private equity considerations, deal structuring, and negotiating M&A transactions, and partner buy-ins/buy-outs. He is a nationally sought-after speaker focused on accounting firm innovation and shaping the trajectory of the CPA profession.
Doug Lewis
Doug is one of Accounting Today's Top 100 Most Influential "Ones to Watch". He oversees Visionary's M&A department and is bridging the gap between the existing and next generation of leadership inside accounting firms nationwide. At the heart of his role is the facilitation and structuring of fair M&A transactions for both sides in any deal and bringing a fresh perspective on how to create a contemporary firm of the future.
He's known for building strong relationships with industry leaders, fostering innovative approaches in M&A activities, and cultivating a network of trusted consultants and advisors. Doug is a frequent speaker and facilitator in the accounting world, discussing CPA M&A, firm capacity, pricing, and the shift to advisory.
Member Price $0.00