A key tenet of value based pricing is to price the customer. The key opportunity for accountants, bookkeepers and advisory business owners is to price the customer.
A big trend that I am seeming is for accounting & bookkeeping firms is that they are putting together three packages and publishing those on their websites. I totally support the use of options and tier pricing but I am definitely against professionals doing this.
The real opportunity is to craft options which whilst they might have a significant amount in common are customised for each customer (or client). To be a value focused firm means that you must first focus on value.
In this episode I talk about the opportunity that is missed for professional firms by adopting a product pricing strategy. Then I discuss the how to approach the question of pricing the customer.