“Value-based pricing requires a client-first approach. Clients do not care how much a service costs your firm in overhead or labor. They care about what that service can do for them. What difference will it make in their life, their business, their profitability, their peace of mind?

A recent report from the Hinge Research Institute shows that clients are willing to pay more for services that deal with their most significant accounting problems and issues. The key question is ‘What’s the value for the client?’ not ‘What’s the cost for the firm?'”

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