Introduction to the Value Pricing (ACVP)


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Discussion Leader
Ed Kless

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Introduction to the Value Pricing (ACVP)

Customer Rating

Field of Study

Practice Management

Level

Intermediate

Credits

1

Qualifies For

CPE

Overview

This session will be dedicated to the possibility that a professional firm will achieve better results for its customers and be more profitable when it recognizes that it does not sell time, but rather knowledge. Creating such an organization is hard work and not for everyone. It requires us to think differently than we have in the past about what it is that we do. You are hereby invited to open a dialogue on a different model for creating and capturing value in a professional firm. This session will be led by Ed Kless, Sage senior director of partner development and strategy, who will facilitate this session.

Major Topics

  • The two basic pricing methods.
  • Cost-led
  • Value-led
  • Price and its impact on profit as compared to:
  • Fixed costs
  • Revenue
  • Variable costs
  • Van Westendorp Pricing Model
  • Basics of behavioral economics
  • Creating choices (formally known as price fences)
  • Von Neinbach model
  • Questions to ask before setting price
  • Adaptive capacity

Learning Objectives

  • Understand why value-led pricing is superior to cost-led pricing
  • Understand the impact of behavioral economics on price theory
  • Understand how to set a price using a value-led framework

Designed For

CPAs who want to make more money and work less

Prerequisite

None

Advanced Preparation

None


'
Discussion Leader
Ed Kless

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