PRA2320. Transforming the CPA Firm Business Model? Pricing Differently is an Ideal First Step

Business model changes are imminent—some being forced from outside the firm. Who we serve, what we do for them, who does it (and where) are all evolving fast! With an organized approach, maximize opportunity instead of just reacting. CPA consultant & thought leader Michelle Golden shares what well-planned business-model changes can look like and where to begin. Do firms have just one business model? Should they? What does it take to shift? Do we need different skills? And why start with a revenue-model change? As we evolve to higher-value advisory work, we leave money on the table charging hourly—money that can fund advancements. Firms who price based on worth instead of hours focus on customer R-O-I. Earnings increase as does customer loyalty. Dozens of firms—large and small—see that a pricing differently spurs faster, broader firm-wide transformation. Discover how to get paid what you’re worth, elevate client experience, and position your firm for the value you deliver and begin to transform your business model.

Learning Objectives:

• Assess how positioning your customer value proposition without talking about "time" re-energizes passion for the work
• Interpret how to correlate client success levels with varying investment levels
• Predict what else changes once you alter your pricing approach
• Evaluate specific steps you can take now to begin transforming your firm's business model