{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Business Strategy for CPA's","title":"122 The Pioneer of Value-Based Fees in the Consulting Profession, Alan Weiss, Ph.D.","html":"","width":"100%","height":180,"duration":1462,"description":"Today I speak with Alan Weiss, owner of Summit Consulting and author of more than 60 business books, including Value-Based Fees, Million Dollar Consulting, Fearless leadership, and more.    What we cover: Value-pricing requires a wholesale shift in thinking.  You have to do a 180 - from starting with your costs and building to some form of cost+, to starting with the client’s objectives, what they are coming to you to help them accomplish, determining what that is worth to them, and pricing back from there.  Once you can do that, then… the really the first sale is always to yourself. You need to be able to say these numbers to yourself in front of a mirror without turning red.  No doubt there will be a big swing in your actual prices. In many cases, my clients are charging 4 - 10 times what they would have had they set their prices based off hourly rates. You will need to get used to this shift, on the inside.  Other shifts in thinking include how you frame what you do.  The value to your client isn’t in the doing. The value to your client is what your doing creates.  Cranking out numbers isn’t it. But cranking out numbers that are scenario plans that help a client make a better informed decision that doubles her margins – that has real value.  Reframe all that CPA terminology.  Your clients don’t understand activities you perform, like: monitor activity for any fixed asset/ intangible capitalization items maintain fixed asset reports  maintain proper accumulated depreciation records What does the above DO, for your clients? Keep them out of hot water? Help them save tens of thousands of dollars? Reframe, reframe, reframe.  There are limits to the value of compliance.  Become an expert in the finance and business side of things for your clients. When you look at your client’s prices, the cost of creating products and services, what the market will bear, and ensuring margins are in the right zone, suddenly the value you provide can skyrocket.  Consider: who...","thumbnail_url":"https://img.transistorcdn.com/AZFvbY29RNsC20PTchqbqXsFoNMjM1040wmYivreg-g/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS9lZmE1/ODU2OWRkNzA4ZDQ2/ODg2YmEwYjYzNmEw/NjkzNC5wbmc.webp","thumbnail_width":300,"thumbnail_height":300}