how to value price professional servicescpaacademy.s3.amazonaws.com/ppt/valueprice.pdfnot an...
TRANSCRIPT
![Page 1: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/1.jpg)
How to Value Price
Professional Services
![Page 2: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/2.jpg)
WWW.90DAYAC.COM
Not an Accountant, Since May 1994, 100,000+ in seminars in 6 countries,
20,000+ on webinars, 5,000 firms coached, author, products in 38 countries. Also
future Astronaut & aspiring ProGolfer!
![Page 3: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/3.jpg)
WWW.90DAYAC.COM
Chartered Accountant, 10 years in firm, Coaching
firms since 1996, highly acclaimed Books /
Manuals and software written. Opera singer and
Cricket umpire!
![Page 4: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/4.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
STRATEGY
![Page 5: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/5.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
![Page 6: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/6.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
![Page 7: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/7.jpg)
WWW.90DAYAC.COM
![Page 8: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/8.jpg)
WWW.90DAYAC.COM
Polling Question
Q. What’s the hardest part about pricing?
1. Articulating Value to the client
2. Having the courage to price
3. Getting to the right price
4. Convincing the client of the value
5. Other – in the question area please.
![Page 9: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/9.jpg)
WWW.90DAYAC.COM
1
A C
2 3 B
Value Belief
Value Perception
Value Contribution
The ideal price
![Page 10: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/10.jpg)
WWW.90DAYAC.COM
Average Hourly Rate / Net firm billing rate
Revenue
billed
Total
Client
hours
charged
NET FIRM
BILLING
RATE /
Average
hourly
rate
$1,650,000
Partners = 2,200
Accountants = 7,800
Total = 10,000
$165
![Page 11: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/11.jpg)
WWW.90DAYAC.COM
Polling Question
Q. What is your current average hourly rate / net firm billing rate for client work?
1. <$100 per hour
2. $101 - $150
3. $151 – $200
4. $201 – $300
5. $300 plus
![Page 12: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/12.jpg)
WWW.90DAYAC.COM
1
A C
2 3 B
Value Belief
Value Perception
Value Contribution
The ideal price
![Page 13: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/13.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
Limiting pricing beliefs
“Our charge rates are in line with
others”
“I’m too busy, I’ll just charge by
the hour”
“It’ll probably take X hours so we’ll charge Y”
“I can get it done really fast”
“There’s too much time on the clock –
we better write some off”
“I’m afraid of what the client
will think”
“What if they say no to me”
“My clients will never pay that
much”
![Page 14: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/14.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
![Page 15: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/15.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
Your new belief system
“I really value what I know. I articulate my
value eloquently. I sell my intellect and
information based on my value contribution rather than my time”
![Page 16: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/16.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
![Page 17: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/17.jpg)
WWW.90DAYAC.COM
![Page 18: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/18.jpg)
WWW.90DAYAC.COM
1
A C
2 3 B
Value Belief
Value Perception
Value Contribution
The ideal price
![Page 19: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/19.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
Where’s the value?
![Page 20: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/20.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
Polling Question
Q. How would your clients value (what is does for them) compliance?
1. No value – offers very little
2. Limited value
3. Good value
4. Exceptional value
![Page 21: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/21.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
2
Value meter
![Page 22: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/22.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
![Page 23: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/23.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
profit
![Page 24: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/24.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
![Page 25: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/25.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
Great
Qu
esti
on
s
DQ
BQ MQ
PQ
MMQ
VQ CQ
TQ
Background
Decision Making
Consequence
Timing
Motivation
Problem
Measurement
Value
![Page 26: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/26.jpg)
My state of mind Sensational meeting, positive, listening, understanding,
Client name / business type
Why here, set the scene Always wanted to help, working on our business, Capacity
Who are the buyers? – DQ’s
Situation – background – BQ’s Revenue $
Profit $
Debt $
Cash assets $
Age
Kids + ages
Business progress
Goals when started business:
Objectives – motivation – Fab 5 (growth, profit, cashflow, asset protection, succession – we’re good at it and we love doing it) – MQ’s
3 – 5 years out
Earnings goal in retire $
Retirement age
Lifestyle goals
Time / hobbies
Size of problem $M $
![Page 27: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/27.jpg)
Objectives – problems in the way – PQ’s
Overdraft / Cash $
Time issues
People issues
Measures – how will you know if achieved? MMQ’s
Value – assuming achieved what would that mean to you and your family? - VQ’s
Timing – assuming paid for out of new cashflow – CQ’s & TQ’s
Consequences of not doing
Getting started – cyclical issues?
Options Go away and think about it – send proposal
BAMFAM Proposal, read, meet questions, start date
![Page 28: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/28.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
How much would you charge?
![Page 29: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/29.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
How much would you charge?
![Page 30: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/30.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
How much would you charge?
![Page 31: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/31.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
How much would you charge?
![Page 32: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/32.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
1
A C
2 3 B
Value Belief
Value Perception
Value Contribution
The ideal price
![Page 33: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/33.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
Inputs Outputs or
Analysis
Advice
Budgets
Tax planning
EOY statements
Meetings
Valuations
Consulting
Structuring
Time.
Profit
Growth
Cashflow
Security
Wealth
Retirement
Success
Peace of Mind
Lifestyle
Hope.
![Page 34: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/34.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
![Page 35: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/35.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
![Page 36: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/36.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
![Page 37: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/37.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
![Page 38: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/38.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
![Page 39: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/39.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
4 stages of workflow
1. Selling
2. Setup
3. Doing
4. Selling
![Page 40: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/40.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
18 step workflow process
1. Schedule the work in advance – using calendar system
2. Meet with client to scope, sell the value of the job, set due date
3. Value price the job, communicate in writing (scope & price) to client
4. Client signs off on scope / price and pays deposit or full amount
5. Send checklist and gather raw materials
6. Check everything has been received
7. Contact the client for any missing information
8. Log the job onto your electronic and visual workflow system
9. Do a draft internal team budget – in hours
10.Set up the electronic workpapers – basic data entry
11.Challenge the hours budget (drive time down), lock in max time
12.Allocate & explain the job to the person doing the work
13.Do the job, PANalytics data input & find Awesome 8 opportunities
14.Communicate any technical queries to client & then finish job
15.Review the job, PANalytics & understand Awesome 8 opportunities
16.Print / Collate / Bind / final Invoice / File
17.Meet client – present with PANalytics, new ideas and sell next job
18.Ask for a referral at least one per year - and follow up!
Client Service Coordinator (CSC)
Partner or Client Manager
Partner or Client Manager
Client Service Coordinator
Client Service Coordinator
Client Service Coordinator
Client Service Coordinator
Client Service Coordinator
Client Service Coordinator
Client Service Coordinator
Client Manager / Accountant & CSC
Client Manager
Accountant(s)
Client Manager and Accountant
Client Manager and Accountant
Client Service Coordinator
Partner or Client Manager
Partner or Client Manager
Steps in process Who manages or does
Selling
Setup
Doing
Selling
![Page 41: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/41.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
Polling Question
Q. How much new profit would you make if you value priced services?
1. <$50k per annum
2. $50k - $250k pa
3. $250k - $500k pa
4. $500k - $1M pa
5. $1M plus pa
![Page 42: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/42.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
![Page 43: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/43.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
The obvious
question
![Page 44: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/44.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
How do I
implement these
ideas in my own
firm?
![Page 45: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/45.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
![Page 46: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/46.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
You can do it slow
![Page 47: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/47.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
Trial & Error
![Page 48: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/48.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
![Page 49: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/49.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
Fast
![Page 50: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/50.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
![Page 51: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/51.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
![Page 52: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/52.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
![Page 53: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/53.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
![Page 54: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/54.jpg)
![Page 55: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/55.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
3 Objectives
1. Reduce turnaround time dramatically
2. Reduce WIP days dramatically
3. Reduce receivables dramatically.
90 Day Implementation program - Workflow
![Page 56: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/56.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
90 Day Implementation program - Workflow
Starts November 1 & ends January 31
Guided coaching program
Measure results before, during and after
4 x webinars & 5 phases
Online chat forum with 2,000+ Accountants
Weekly workout sessions
Access to all PAN online resources
Online learning centre
New tools and templates for workflow
![Page 57: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/57.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
Nailing workflow once and for all - in 90 days!
Phase 1 Phase 2 Phase 3 Phase 4 Phase 5
90 Day Accountants Challenge
![Page 58: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/58.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
Nailing workflow once and for all - in 90 days!
Phase 1 Phase 2 Phase 3 Phase 4 Phase 5
Team on board
Get organized
Welcome
webinar
Theme office
Set rewards
90 Day Accountants Challenge
![Page 59: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/59.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
Nailing workflow once and for all - in 90 days!
Phase 1 Phase 2 Phase 3 Phase 4 Phase 5
Team on board
Numbers and targets
Get organized
Set your goals
Welcome
webinar
Theme office
Set rewards
Find the
numbers
Complete survey
Set targets
90 Day Accountants Challenge
![Page 60: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/60.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
Nailing workflow once and for all - in 90 days!
Phase 1 Phase 2 Phase 3 Phase 4 Phase 5
Team on board
Numbers and targets
18 step workflow process
Get organized
Set your goals
Sort out workflow
Welcome
webinar
Theme office
Set rewards
Find the
numbers
Complete survey
Set targets
Schedule work
Price upfront
Find
opportunities
90 Day Accountants Challenge
![Page 61: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/61.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
Nailing workflow once and for all - in 90 days!
Phase 1 Phase 2 Phase 3 Phase 4 Phase 5
Team on board
Numbers and targets
18 step workflow process
Reduce days in WIP
Get organized
Set your goals
Sort out workflow
Delight clients
Welcome
webinar
Theme office
Set rewards
Find the
numbers
Complete survey
Set targets
Schedule work
Price upfront
Find
opportunities
WIP clean out
letter
Self imposed
deadlines
Whiteboards
90 Day Accountants Challenge
![Page 62: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/62.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
Nailing workflow once and for all - in 90 days!
Phase 1 Phase 2 Phase 3 Phase 4 Phase 5
Team on board
Numbers and targets
18 step workflow process
Reduce days in WIP
Reduce days in
receivables
Get organized
Set your goals
Sort out workflow
Delight clients
Collect cash
Welcome
webinar
Theme office
Set rewards
Find the
numbers
Complete survey
Set targets
Schedule work
Price upfront
Find
opportunities
WIP clean out
letter
Self imposed
deadlines
Whiteboards
Get tough
New payment
options
System and
champion
90 Day Accountants Challenge
![Page 63: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/63.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
Expected results
Turnaround time reduction improves customer service + new referrals
Work In Progress reduction increases revenue and leads to growth opportunities
Receivables reduction increases cash availability and lifestyle improvement.
![Page 64: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/64.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
Problem or Opportunity ProClient system to implement
Write downs / Realization %
Solutions to gaining workflow control, free up time and add value to your clients
Eliminating write downs – learning system
How to tell clients of new procedure WIP clean out process - template
How to introduce change to the team 18 Step workflow – DVD, Checklist, Workbook
Who is the right person(s) (CSC) to hire? CSC position description - template
We are too inefficient now Efficiency – training program
Turnaround time on jobs takes too long 10 day turnaround – learning system
What if I get the price wrong? Pricing Power – how to price system
Too much capacity after efficiency changes Marketing Advantage – Training program
The team don’t know how to find opportunities in each job
Finding Opportunities – learning program
How to deliver value added services The Ultimate Guide to Delivering Value Added Services – learning system and manual
![Page 65: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/65.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
Targets results for 90 Day challenge
Industry average
(2012 ABR)
Challenge target
Turnaround time
WIP Days
Receivable Days
30 – 60 days <10 days
28 <10 Days
48 <30 days
![Page 66: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/66.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
![Page 67: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/67.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
by 5pm Thursday October 31
![Page 68: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/68.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
285 services
300 firms
Median prices “by Accountants for Accountants”
![Page 69: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/69.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
![Page 70: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/70.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
Bonus # 1 – Menu of Services & Price List – valued @ $990
Bonus # 2 – Pricing Power DVD program – valued @ $1,650
2 bonuses worth $2,640 – 5pm tomorrow
![Page 71: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/71.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
Problem or Opportunity ProClient system to implement
Learning sales skills
Solutions to Sales Success
Sales Success – training program
Knowing what to say in front of a client Scripting; mock client interview video
How to articulate value Value Based Fees – training program
What if I get the price wrong? Pricing Power – how to price system
The team don’t know how to find opportunities in each job Finding Opportunities – learning program
What services to sell and market Menu of services & price list
Which questions to ask in order Sales interview sheet - template
Finding the ‘numbers upside’ in each sale PANalytics growth equation
Writing proposals Implementation plan template pack
How to deliver value added services The Ultimate Guide to Delivering Value Added Services – learning system and manual
www.90dayac.com Code: VALUE
$1397 or $499 per month
for 3 months
![Page 72: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/72.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
![Page 73: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/73.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
![Page 74: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/74.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
Polling Question
Q. Will you be taking part in our 90 Day Workflow Challenge?
1. No - we can do it on our own
2. Yes – we’re in & excited!
3. Yes - but we need more details
![Page 75: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/75.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
www.90dayac.com – Code: VALUE
www.proactiveaccountants.net
1-855-437-1379
![Page 76: How to Value Price Professional Servicescpaacademy.s3.amazonaws.com/PPT/valueprice.pdfNot an Accountant, Since May 1994, 100,000+ in seminars in 6 countries, 20,000+ on webinars, 5,000](https://reader034.vdocuments.net/reader034/viewer/2022050418/5f8df49df4bcb02bd97d8c52/html5/thumbnails/76.jpg)
WWW.PROACTIVEACCOUNTANTS.NET
Problem or Opportunity ProClient system to implement
Learning sales skills
Solutions to Sales Success
Sales Success – training program
Knowing what to say in front of a client Scripting; mock client interview video
How to articulate value Value Based Fees – training program
What if I get the price wrong? Pricing Power – how to price system
The team don’t know how to find opportunities in each job Finding Opportunities – learning program
What services to sell and market Menu of services & price list
Which questions to ask in order Sales interview sheet - template
Finding the ‘numbers upside’ in each sale PANalytics growth equation
Writing proposals Implementation plan template pack
How to deliver value added services The Ultimate Guide to Delivering Value Added Services – learning system and manual
www.90dayac.com Code: VALUE
$1397 or $499 per month
for 3 months