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:
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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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