Professional's Guide to Value Pricing

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9780156072243: Professional's Guide to Value Pricing

This guide contains detailed information on value pricing consulting, revenue management through value pricing, electronic commerce pricing, and the relationship between total quality service and value pricing. It examines the profitability of alternative pricing methods and discusses write-downs, self-esteem, and price psychology. Explaining how to stop undervaluing services, it evaluates which customers to keep and which to take on. A companion CD-ROM contains all the essential checklists and sample agreements.

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From the Author:

All business people live the ultimate contradiction: We spend our nights praying for the ability to charge monopoly prices, and we spend our days engaged in the very activity that drives those prices downward--that is, increasing the market supply of our services. The theories and concepts in this book are passed on to you in the hope that your transition from hourly billing to Value Pricing will be easier and less prone to failure.

About the Author:

Ronald J. Baker started his accounting career in 1984 with KPMG Peat Marwick's Private Business Advisory Services in San Francisco. Today, in Corte Madera, California, he is a partner in Baker & Barnett, CPAs--the firm he co-founded in 1988. He is a Contributing Editor in PARTNER-TO-PARTNER ADVISORY, published by Harcourt Professional Publishing. He travels across the United States as a frequent speaker at CPA events and conferences and as a consultant to CPA firms on implementing Total CPA Education Foundation and has authored four courses for them: HOW TO BUILD A SUCCESSFUL PRACTICE WITH TOTAL QUALITY SERVICE; THE SIFT FROM HOURLY BILLING TO VALUE PRICING; VALUE PRICING, PART II; and ALTERNATIVES TO THE FEDERAL INCOME TAX. He graduated in 1984 from San Francisco State University with a Bachelor of Science degree in accounting and a minor in economics. He is also a graduate of Disney University. Mr. Baker currently resides in Petaluma, California.

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