As year-end repricing season draws near, you may notice my drum-beat get louder.

...

REMEMBER.

Price is independent from cost.

The seller can add value without incurring cost.

The seller doesn’t need to double staff to double revenue.

REMEMBER.

Revenue doesn’t come from staff.

Revenue doesn’t come from work.

Revenue doesn’t come from effort.

Revenue doesn’t come from time.

REMEMBER.

Revenue doesn’t come from delivering reports, P/Ls, returns, forecasts, or audits.

Or standardized/itemized deductions.

Or K-1's.

Or doing Schedule C's or E's.

Or projections.

Or vouchers, W2s, or 1099's.

Revenue doesn't come from FBAR/FATCA reporting.

Revenue doesn't come from compliance.

Or filing any kind of federal or state return.

REMEMBER.

Revenue comes from value.

Revenue comes from value-creation.

Revenue comes from creating value, and then using pricing tools to capture the value created.

REMEMBER

Your prices are independent of the cost required to create the value.

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