Pricing on Purpose: The Eight Steps to Implementing Value Pricing WEBCAST

Thursday, January 28 8:30am - 4:30pm PST

Add to Calendar

Your Desk

8 Credits

Member Price $295.00

Non-Member Price $395.00

Overview

Learn about selling intellectual capital with pricing based on outcomes and value added, rather than the cost or time it took to deliver. A business is defined by the value it creates for its clients; your price speaks volumes about your value proposition. An overwhelming majority of professional firms price their services by the flawed and outdated hourly billing method rather than realizing clients do not buy time; they buy value. Price is the marketing moment of truth and the number one driver of profitability in any business. Learn how to price on purpose.

Highlights

First and second law of pricing and how they influence your pricing decisions. How the anchoring and framing effects influence pricing. What and how people buy. Handling price objections. Proper project management. Facilitating a pricing after action review. Importance of price psychology and emotions. Why your firm should offer a value guarantee. How hourly billing is a suboptimal pricing strategy.

Prerequisites

None

Designed For

Owners, partners, managers or any executive responsible for pricing.

Objectives

Identify how to have the value conversation with clients. Determine how to price the customer, not the services. Determine how to develop pricing and presenting options. Identify fixed-price agreements, pricing objections, project management, change requests, change orders and pricing after action reviews.

Preparation

None.

Notice

None

Leader(s):

Leaders

Ronald Baker

Ronald J. Baker is a partner in Baker & Barnett, CPAs, Corte Madera, California, the firm he cofounded in 1988. He is a frequent speaker at CPA events and conferences around the world, and a consultant to CPA firms on implementing Total Quality Service and Value Pricing. He is an instructor with the California CPA Education Foundation and hasauthored five courses for them: How to Build a Successful Practice with Total Quality Services; The Shift From Hourly Billing to Value Pricing; Value Pricing, The Graduate Seminar; You Are What You Charge For: Success in Today’s Emerging Experience Economy; and Alternatives to the Federal Income Tax. He is a graduate of Disney University and author of The Professional’s Guide to Value Pricing, published by Harcourt Professional Publishing.

Return to Top

Non-Member Price $395.00

Member Price $295.00