Pricing - How to hold the right fee

30 June 2022

Webinar: 12:00 PM - 1:00 PM BST

Objectives
The timesheet is no longer the ONLY way to determine the price of accountancy services. There is no doubt, however, that timesheets can be very helpful when a cost sensitive service needs to be priced and the use of a cost plus system such as a timesheet is perfectly acceptable. That said, for benefit driven services such as tax planning, corporate finance, business advisory, wealth management, legacy planning, retirement planning, exit routes, etc., the expertise and specialisation required, contradicts the idea of a cost plus system but more as a benefit driven value pricing model. Value pricing is the concept of agreeing a price which is determined by the value to the customer.

Key Topics
There are many ways to determine value other than the timesheet, including:

i. Cost of replacement (bookkeeping and various levels of the Virtual Financial Officer)

ii. Amounts of money involved

iii. Amounts of emotion involved, both fear and greed

iv. The risks involved

v. Competition

vi. The level of indispensability (e.g. tax investigation)

This webinar will set out some methodologies and ways of addressing value pricing other than through the use of the timesheet especially understanding the “Value Curve”

Who Should Attend
Marketing partners, partners, Marketing managers and co-ordinators, practice managers and aspirational fee earners.

For more information visit the members only intranet here.