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Value pricing


Cost Free
Presentation Length 1.5 hours

Recorded DateJanuary 8, 2014
CPE:Not available
(archived webinars do not offer CPE credits)
Subject AreaOther
Course LevelBasic
Course Description

The traditional hourly pricing model works for some, but it has its share of drawbacks. Consider this:

• When you go to a restaurant, you don’t get charged more for lingering over your coffee.
• Your computer’s price doesn’t rise when you spend an hour peppering the salesperson with questions.
• When your clients use Xero, they don’t get a bill based on how much time they spend invoicing and reconciling.

So why should you be any different? If your advice doubles client revenue, does it matter how long it took you to prepare it? If you can halve the time you spend on tax returns by becoming more efficient, does that make you less valuable than someone who is less efficient? Of course not.
At the end of the day, your clients don’t care what you do with your time. They care about how you make their life better. So embrace their thinking by pricing based on value.

Join us to hear what we’ve learned from some the most successful accountants in the country about why they use value pricing and what they learned during the shift.

Learning Objectives

  • Review the pros and cons of hourly billing vs. value-based pricing

  • Walk through the 10 steps to value-based pricing

  • Review examples and tips from those who have successfully made the transition

Not logged

Ian Vacin

Co-Founder and Chief Customer Officer
(510) 517-6267

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Ian is co-founder and Chief Customer Officer of Karbon.  He has almost 20 years experience in the high tech and accounting industry with expertise in the design, development, and marketing of software solutions. Prior to Karbon, Ian was a key leader of Xero in the US (Vice President of Marketing & Product) and spent almost 10 years at Intuit (where he led the QuickBooks ProAdvisor Program and was the Offering Leader of Intuit's Mac Financial Software). He has led marketing, product management, and engineering teams in Fortune 500 companies and early stage startups. Ian received both a Master of Business Administration (Kellogg School of Management) and a Master of Engineering Management from Northwestern University.

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Jason founded Thriveal in 2010 as a way to help small CPA firm owners connect. Since that time, Thriveal has helped many small firms grow by providing a community, coaching services, webinars, and live events.

Jason and his partner have been leading their firm, Blumer & Associates, CPAs, for over 17 years. Their firm was one of the first to move from a traditional office to a virtual environment, where they serve various creative service niches. He and his partner focus heavily on business coaching and consulting with firms and agencies while their team meets their clients’ technical and compliance needs.

Jason is the co-host of two podcasts, the Thrivecast and The Businessology Show, and speaks and writes frequently for creative agencies.  He has been honored as one of the Top 100 Most Influential People in Accounting (Accounting Today).


About Our Presenter

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Xero is beautiful, easy-to-use online accounting software for practices and their clients. The company has over 700,000 subscribers in more than 180 countries. Xero seamlessly integrates with over 500 third-party tools, including solutions for CRM, point-of-sale, time tracking, eCommerce, inventory and more. Xero also provides dedicated resources to its valued Partners, such as free practice software, easy client conversion tools, free 24/7 support, ongoing educational sessions, a dedicated account manager, and marketing assistance to name a few. It’s no wonder Xero has ranked No. 1 by Forbes as the World's Most Innovative Growth Company for two years running. To get started on your Xero journey, please visit