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Pricing Value
The art of pricing what your accounting clients value most

Rating
Format
Paperback, 246 pages
Published
United States, 1 April 2019

Your services are not differentiated or valuable in your client's mind - they can easily compare what you are offering to your competitors and decide that you're just too expensive. In order to escape the trap of constantly competing based on price, you must render price a non-issue.

Pricing Value is the process of uncovering and quantifying the pain points, transformations, feelings and perceptions that render price a non-issue, and highlight your proposed solution as the only sane option. It's the only way to avoid "sticker shock" and the constant threat of price objections.

To price the value so you attract and retain a higher caliber of client, this book will show you how to:

  • Deal with self-worth issues and eliminate price-sensitive clients
  • Adopt the right mindset, approach and systems to maximize what each client is willing to pay
  • Deflect attention away from price and expertly manage your client's perception of value
  • Maximize cash flow and the value of your practice by capturing more of the value you create

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£26.70
Ships from Australia Estimated delivery date: 30th Dec - 7th Jan from Australia
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Product Description

Your services are not differentiated or valuable in your client's mind - they can easily compare what you are offering to your competitors and decide that you're just too expensive. In order to escape the trap of constantly competing based on price, you must render price a non-issue.

Pricing Value is the process of uncovering and quantifying the pain points, transformations, feelings and perceptions that render price a non-issue, and highlight your proposed solution as the only sane option. It's the only way to avoid "sticker shock" and the constant threat of price objections.

To price the value so you attract and retain a higher caliber of client, this book will show you how to:

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Product Details
EAN
9780980557886
ISBN
0980557887
Other Information
Illustrated
Dimensions
22.9 x 15.2 x 1.3 centimeters (0.27 kg)

About the Author

Rhondalynn Korolak is the founder of businest(R) and Make the SHIFT(TM). Rhondalynn qualified as a lawyer and chartered accountant in Calgary, Alberta, Canada, and practiced in the oil and gas taxation niche with PWC and Macleod Dixon. After immigrating to Australia, she practiced as a business coach specializing in cash flow management and created businest(R)-which won The App You SHOULD be Using at Accountex in 2016 and was named in the Top 10 new apps in the world by Intuit QuickBooks. Rhondalynn now works exclusively with accountants as an advisory trainer, keynote speaker, and pricing value expert. She's distilled the secrets to success and produced a step-by-step process that accountants can apply to attract more high-value clients and build a thriving advisory practice.

Reviews

Lord Chesterfield advised, "A man had better overvalue than undervalue himself. ...Whatever real merit you have, other people will discover; and people always magnify their own discoveries, as they lessen those of others." In Pricing Value, Rhondalynn Korolak beautifully expands on this sage advice. Effective and profitable pricing can only materialize by understanding your customer's desired state of the future, and that begins with scope of value, not scope of work. Pricing Value lays out the strategies you need to transform your firm's business model, and create a better future for your customers, employees, and you.--Ronald J. Baker, Radio-Show Host, The Soul of Enterprise: Business in the Knowledge Economy, author of the best-selling Implementing Value Pricing: A Radical Business Model for Professional Firms, www.thesoulofenterprise.com, and Chief Value Officer, Armanino LLPRhondalynn has written a must-read book in the value pricing (sorry, pricing value) movement. Practical examples abound and they punctuate the quick reading prose. Undoubtedly, this book will help more professionals and firms abandon the dying framework of the billable hour and timesheets. Welcome to the new era - Pricing Value!--Ed Kless, Radio-Show Host, The Soul of Enterprise: Business in the Knowledge Economy, Senior Director Sage Accountants Solutions, Senior Fellow VeraSage InstituteRhondalynn has done an incredible job re-framing the value pricing discussion in her latest book "Pricing Value." Redefining the role of value makes a ton of sense and opens the door for very productive conversations with customers and prospects. Having used value pricing for over 25 years, I found myself to be little more than a novice and walked away with lots of nuggets. Although the book is written primarily for accountants, it is equally valuable for all services organizations. I will definitely use and recommend this book. --Dr. Reginald Thomas Lee PhD, Executive advisor

Author Strategic Cost Transformation & Lies, Damned Lies, & Cost Accounting, Management Professor Xavier University--Williams College of Business, President of Business Dynamics Research, Senior Fellow VeraSage Institute

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