today's features
2022年世界杯抽签

bissett bullet: the misunderstanding concern

today’s bissett bullet: “well, what you say is very interesting but it seems like a lot more money for no extra benefit.”

by martin bissett

have you heard this objection? if the above claim is true, then unless you have presented a like-for-like proposal that is significantly more expensive than your prospective client is currently paying, they simply haven’t understood your offer.

calmly re-explain how your proposal meets the needs of their business over and above what they currently receive and talk them through the outcomes that they can expect for this increase in fee. ultimately, if they understand the benefit and aren’t prepared to invest then you’ll know to walk away.

today’s to-do:

be prepared for this scenario by rehearsing with a colleague prior to your presentation. if this particular prospect were to need further explanation, which outcomes would you highlight and which of your success stories may resonate?

see more bissett bullets here

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pricing, fees & billing rates

are you offering time or knowledge?

five areas for grounding new metrics other than time.

by jody padar
radical pricing – by the radical cpa

it may sound ridiculous, but the only people who are married to timesheets are professional services firms staffed by people who spend their professional lifetimes building their knowledge. every other company in the world has figured out how to sell and price products or services without relying on timesheets.

more by jody padar
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

 

why do professional services firms believe you should sell knowledge in increments of time? ron baker, an accounting visionary and author of “firm of the future,” once asked, “when you’re a knowledge worker, should you be selling your time?” i don’t think so.

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growth strategies

sixteen steps for maximizing firm resources

businesspeople having a meeting over coffee sitting together at a table discussing a document, young man and two middle-aged women present

productivity and profitability will benefit.

by august aquila
max: maximize productivity, profitability and client retention

if you understand your client base you can better allocate resources and effectively manage your human, financial, technological and other assets to maximize efficiency, productivity and profitability. here are steps you can take to allocate resources effectively:

more by august j. aquila
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

 

  1. set clear objectives: define your firm’s short-term and long-term goals. understand what projects, clients and services are a priority for you, and then, align resource allocation accordingly.

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