Geraldine Carter

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Price-driven design​

Recently, I wrote about “Cost as a Function of Price.”

Let's get out of the theoretical and use numbers to make this more tangible:

...

Here is how price-driven service design might look for a CPA who specializes in Real Estate Investors.

Say a prospect goes to a CPA and says,

“I have 40 rentals that generate $5M in revenue. I want to improve profits and save taxes.”

and then they say,

“The most I will spend is $100,000.

The CPA can offer:

“Great. I only take on 10 clients at a time, and I am the best in my space at what I do. You can work with me 1:1."

If the REI says:

“The most I will spend is $50,000.”

The CPA can offer:

“Great. Our firm is the best in the space at what we do. You can work with my staff.

If the REI says:

“The most I will spend is $5,000.”

The CPA can offer:

“Great. You can spend a ½-day with me. I’ll review your returns and give you a list of recommended changes and places I see worthwhile opportunities for you.”

If the REI says:

“The most I will spend is $100.”

The CPA can offer:

“Great. You can purchase my video courses, where you will learn all you need to know.”

...

If the REI says:

“The most I will spend is $20.”

The CPA can offer:

“Great. You can buy my book, where you will learn all you need to know.”

...

Price-driven service design.


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