OnDemand WTP Pricing Research

Accounting Firm Fees: Increasing Pricing With Current Clients | Firm of the Future

Top-Down Pricing

You can also set top-down pricing by starting with total client savings or the perceived value of the project. One of the easiest examples of this in the QuickBooks® consulting world is when you acquire a client who needs to downsize his or her accounting system. Let’s say the owner is paying $20,000 per year for the current accounting system. You find that QuickBooks Enterprise Solutions is perfect for them. If you bill the client $10,000 for software, customization and training, the client is saving $10,000 the first year, and closer to $15,000 each year in the second and subsequent years. If your bottom-up pricing for this project is $6,000, you can then price between $6,000 and $10,000 (or higher) to complete the job.

With top-down pricing, as with bottom-up pricing, it’s important to stay on top of your competitors’ pricing jobs. But, don’t be fooled: you may be delivering far better service, a higher competency of training or just a friendlier personality. Many intangibles factor in your client’s decision as to whether you have the best deal for them.

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Accounting Firm Fees: Increasing Pricing With Current Clients – Firm of the Future.

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