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:

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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.”

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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.”

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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.

!! NEW BOOK COMING APRIL 8TH !!

DOWN TO 40 HOURS – A Roadmap for CPAs to End Overworking Without Giving Up Revenue
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