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Value pricing is becoming more common among attorneys and CPAs across the country. Everyone's talking about it, but very little has been written on how to implement this innovative, lucrative option. This resource is designed to provide CPAs, attorneys, and other professionals with the information needed to evaluate the economics of alternative billing methods. Professional's Guide to Value Pricing is an indispensable tool that will help practitioners implement the switch from hourly billing to value pricing, do away with timesheets, and perfect this method of pricing within their firms. This new edition features case studies -- real-world experiences from CPAs who are using this approach. This one-of-a-kind book also comes with a powerful CD-ROM containing all the essential checklists and sample agreements to begin implementing the value pricing model.
- Sales Rank: #2056970 in Books
- Published on: 2004-12-01
- Original language: English
- Number of items: 1
- Dimensions: 9.00" h x 6.00" w x 1.25" l,
- Binding: Paperback
- 718 pages
Review
Baker's work is easy to read and his strategies are easy to implement. The bottom line... value pricing is easy money. -- Anjanette L. Thomas, Esq.
I have long been frustrated to watch CPAs leave so much on the table because of their timidity about obtaining the full value of their services. This is particularly true for practitioners who have worked hard to increase the value of their services, but who have no idea how to increase their prices. Ron Baker's Value Pricing provides the long-needed guidance for matching price to value. I highly recommend this book to every CPA. -- Jim Kurtz, CPA, CA Society of Certified Public Accountants
Ron Baker is a true visionary for the CPA profession. He understands both the economic side and the human side of our business. He has taught me how to determine the services our clients most value. When true value has been provided, our clients have compensated us accordingly. This compensation has far surpassed any measurement of hourly rate or time involved. I encourage my fellow professionals to put Ron Baker's concepts into practice and discover for yourselves how richly your efforts will be rewarded. -- Daryl B. Golemb, CPA
Ron Baker is arguably the profession's most original thinker. If you want to make money--and I mean significantly more money--from your practice, this book is a must-read. Ron understands this subject like the back of this hand and he's passionate about it. He could safely offer a hundred-fold money-back guarantee. -- Chris Frederiksen, CPA, Frederiksen & Co.
Ron Baker is one of the master thinkers in the accounting profession. Few people have thought as long and hard about Total Quality Service and Value Pricing as he has. Every serious CPA who wants to add value and be compensated accordingly should own, read, and re-read this extraordinary book. -- Troy Waugh, CPA, MBA, President, Waugh & Co.
From the Author
All business people live the ultimate contradiction: We spend our nights praying for the ability to charge monopoly prices, and we spend our days engaged in the very activity that drives those prices downward--that is, increasing the market supply of our services. The theories and concepts in this book are passed on to you in the hope that your transition from hourly billing to Value Pricing will be easier and less prone to failure.
About the Author
Ronald J. Baker started his accounting career in 1984 with KPMG Peat Marwick's Private Business Advisory Services in San Francisco. Today, he runs the VeraSage Institute, a think tank that he founded dedicated to teaching value pricing to professionals. Mr. Baker is a frequent speaker at CPA events and conferences. As a consultant, he works with CPA firms throughout the world on implementing total quality service and value pricing. He has been appointed to the AICPA's Group of One Hundred, a think tank of leaders to address the future of the profession, and named on Accounting Today's 2001, 2002, and 2003 Top 100 Most Influential People in the profession. Mr. Baker graduated from San Francisco State University with a Bachelor of Science in accounting and a minor in economics. He is a graduate of Disney University, Cato University, and the University of Chicago Graduate School of Business course: Pricing: Strategy and Tactics. He is a member of the Professional! Pricing Society.
Most helpful customer reviews
10 of 10 people found the following review helpful.
The most important book to hit our profession in many years
By Joel E. Jacobson, EA
Run, don't walk, to order your copy of this book. Ron Baker does for pricing our services what Montgomery did for Auditing.
What a novel idea, to get paid for the value of the services that we provide to our clients.
Ron Baker's goal, as he so aptly describes it, is "to trash time sheets forever". Keeping track of time is the biggest waste of time ever perpetrated on professionals. Accountants have become slaves to the concept of "the almighty hour". We are not selling hours but intellectual capital.
Ron takes you through every step necessary to start your trip to successful value pricing. You will learn exactly how to present this to your existing clients. You will also learn how to use a change order when there turns out to be hidden surprises that no one anticipated. He will explain the concept of service guarantees as an excellent way of gaining new clients and show you in detail how to draft service agreements to use. The book comes with a CD-Rom that has many forms and agreements referred to in the book.
I don't know too many people who are thrilled about the idea of having any work done for them without knowing exactly what the cost will be. It's like boarding an airplane in Los Angeles, flying to New York, and being told your fare will depend on how many minutes you're in the air.
Ron Baker is truly one of the very few original thinkers in the accounting profession. Listen to him; learn from him, and I promise you that you will improve your professional life and most important, your bottom line as well.
34 of 36 people found the following review helpful.
This book will change your life
By Stuart Jones
Having read the previous edition of this book for just 20 minutes I e-mailed the author to tell him that "I have seen this book described as the most important book in the profession. Without a shadow of a doubt, it will change my life."
The new chapters make this latest edition even better. Read the chapter on Total Quality Service to understand how to compete in the future. Ron Baker will completely change your views on pricing professional services. You will start to charge what you are worth with a consequent improvement in both income and self esteem.
Recently I was in a group of 70 accountants who listened to the author speak on Value Pricing for just ten minutes. At the end he received a standing ovation. In my 30 years in the profession I have never seen accountants show such enthusiasm for a speaker and his subject.
If you want to change your professional (and personal) life for the better buy this book.
9 of 9 people found the following review helpful.
Wish I had read this book 20 years ago
By A Customer
I bought this book on a trial basis, due to its cost. It came on a Friday, and I scanned it that night. I wrote the check next morning.
This book changed my attitude about my profession. I was ready to quit. Burned out, tired, frustrated, and angry.
Within one month, I had identified 5 major clients and had more than doubled the revenue from those clients. My staff is happier because they feel they are being treated as professionals and generating fees more in line with their abilities. We have "dismissed" several non-productive clients, and haven't missed the revenue. We work fewer hours at more enjoyable work and actually make more profits. It has positively affected my home life as well.
See all 8 customer reviews...
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