Why CPA’s Should Stop Billing & Start Pricing
If you consider yourself to be a good “biller” you are probably really a good “pricer.”
Billing is a term that is so familiar that it’s engrained in most CPAs. If you truly are just “billing” then you are almost certainly:
- Leaving money on the table.
- Wasting talent. (Yours)
- Missing opportunities for your clients.
This represents a huge shift in mindset.
In fact, this may be the most important mindset shift an owner can make. Why? Because you are billing hours instead of pricing your services. When you can de-link the time from the price, you are well on your way to becoming a “good pricer.” Your clients are not paying for your time. What are they paying for? That’s worth really thinking about and talking with your clients about….and that’s the whole point.