Upselling client advisory services: Beyond the buzzwords
Article considering whether accounting firms can potentially upsell more services, and whether upselling client advisory services is needed to be competitive. Advice is given on the best timing for switching clients to a new fee structure.
8 insights from top-performing client advisory services (CAS) practices
Insights from US accounting practices on how to choose both clients and software programs with an eye to efficiency and repeatability. Successful CAS practices often bill for services differently, such as offering clients a 'menu' of service options.
Q&A: Price-sensitivity training
To charge effectively, accountancy firms first need to determine their client's price sensitivity. In a Q&A session with the Journal of Accountancy, value-billing expert Ron Baker explains how to go about this.
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