Pricing Basics

From the Billable Hour to Value Pricing

Before we begin our journey into the wonderful world of pricing, I’d like to ask you to take a quick journey outside yourself. It will just take a minute or two, I promise. Look at yourself or a picture of yourself. What are you? 

I’m not interested in the color of your hair or skin. I don’t care whether you wear glasses or fashionable clothes. I’m not really concerned with your weight or the size of your nose.

What are you?

If you’re reading this book, you are probably a trained accountant or CPA. 

But what are you?

What are your experiences? Your professional and educational achievements? I’d venture a guess they’re substantial. In fact, I’d dare to say you are probably the most financially knowledgeable person at any social gathering outside your professional life. I’d also wager you are surrounded by skilled professionals at the place you work.

You have value because of the things you know, the work you’ve done, the people and technology that support you.

And, yet, so many accounting professionals I know think of themselves as a watch.

A simple timepiece that measures their life by the hour. They sell themselves short!