Synopsis
This guide contains detailed information on value pricing consulting, revenue management through value pricing, electronic commerce pricing, and the relationship between total quality service and value pricing. It examines the profitability of alternative pricing methods and discusses write-downs, self-esteem, and price psychology. Explaining how to stop undervaluing services, it evaluates which customers to keep and which to take on. A companion CD-ROM contains all the essential checklists and sample agreements.
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From the Author
All business people live the ultimate contradiction: We spend our nights praying for the ability to charge monopoly prices, and we spend our days engaged in the very activity that drives those prices downward--that is, increasing the market supply of our services. The theories and concepts in this book are passed on to you in the hope that your transition from hourly billing to Value Pricing will be easier and less prone to failure.
About the Author
Ronald J. Baker started his accounting career in 1984 with KPMG Peat Marwick's Private Business Advisory Services in San Francisco. Today, he runs the VeraSage Institute, a think tank that he founded dedicated to teaching value pricing to professionals. Mr. Baker is a frequent speaker at CPA events and conferences. As a consultant, he works with CPA firms throughout the world on implementing total quality service and value pricing. He has been appointed to the AICPA's Group of One Hundred, a think tank of leaders to address the future of the profession, and named on Accounting Today's 2001, 2002, and 2003 Top 100 Most Influential People in the profession. Mr. Baker graduated from San Francisco State University with a Bachelor of Science in accounting and a minor in economics. He is a graduate of Disney University, Cato University, and the University of Chicago Graduate School of Business course: Pricing: Strategy and Tactics. He is a member of the Professional! Pricing Society.
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Professional's Guide to Value Pricing
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