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Value Pricing & Offering Guarantees
Manage episode 358256300 series 3409679
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Align the customer’s desired results with the firm’s interest to maximize profits.
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- (00:00) - Building a Focused Firm Ep 05
- (00:35) - Welcome to Part 05: Value Pricing & Offering Guarantees
- (06:40) - Where is the value?
- (08:14) - Compliance Value
- (08:47) - Economic Value
- (11:00) - Accounting Professionals vs. Number of Potential Clients
- (15:17) - What does price and value mean to an accounting firm?
- (15:59) - The rule of 3
- (21:25) - Does any of this matter to your customers?
- (25:27) - How does Spiritual Value translate to your clients?
- (27:21) - What does this concept of spirtual value mean in context of pricing our services?
- (30:43) - Types of Value Pricing
- (34:38) - The problem with hourly rates?
- (38:13) - Answering the time/rate questions
- (51:28) - Types of Pricing Models (not based on time)
- (57:24) - Task-based and Output-based pricing
- (59:14) - Productized Service
- (01:00:52) - Access-based or Subscription Model
- (01:01:26) - Value-based Pricing
- (01:04:36) - Value Conversation Tips
- (01:07:28) - Mahan Khalsa 5 Golden Questions
- (01:10:55) - The 12 Ts for Option Building
- (01:14:18) - Service Delivery Options
- (01:16:48) - Option Building Results Options
- (01:18:14) - How to present your value options?
- (01:26:59) - Presenting your best option first
- (01:27:47) - Golden Rules for options
- (01:29:12) - Big guarantees, should set apart the top option
- (01:32:03) - Creative Guarantees
Join the Focused Firm email list to get notified of future streams and CPE courses:
https://go.earmarkcpe.com/the-focused-firm
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https://app.earmarkcpe.com/?course_id=11d08a91-988a-4465-8e0c-e974240b637d
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Connect with Hector Garcia, CPA:
Website: http://hectorgarcia.com
LinkedIn: https://www.linkedin.com/in/hectormgarciacpa/
Connect with Blake Oliver, CPA:
LinkedIn: https://www.linkedin.com/in/blaketoliver
Twitter: https://twitter.com/blaketoliver/
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Apple: https://apps.apple.com/us/app/earmark-cpe/id1562599728
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