Bryan Coleman.Taxes are Bryan’s focus. He has worked with clients in many stages of growth, from humble beginnings to over $100MM. Implementing value pricing was best for his business and also has significantly improved his quality of life.
Time billing is easy. Value pricing is hard, but value pricing is less adversarial. The relationships are better and you do have fewer disputes because the prices are agreed upfront.
Three-tier proposals mean that you’re competing with yourself. Whereas, just providing one price means that you are giving the power to the customer to compare you to any other provider.
Brian matches fees to cash flows using monthly pricing. He has narrowed the focus of what he does to businesses over a million dollars and is very focused on just providing the tax returns.
He was realised that often a $300 fee client or a $3000 fee client ended up often taking the same time.. It would be better just to focus on the s3000 a year fee clients.
Narrowing the focus of what you do leads to a better type of client. A new base level of his offering requires the client to do tax planning and thus. If they don’t want to do that, they don’t become their client.
Time sheet. It de-humanizes people. It reduces them to a number. The time sheet creates a set of behaviours that are not conducive to a professional firm.
Pruning clients. Apple tree analogy. Typically, firms have a very high retention of customers, but it is important that you take the short-term hit and focus better on your better customers, providing great value.
- Establish a high minimum price. “The higher the price, the better the quality ”
- Find strategic partners.
Coleman CPA – www.coleman-cpa.com