The great accountant migration

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Accountants are moving to value pricing in which rates are based on the value perceived by the client, according to a recent survey by the Bay Street Group accounting profession marketing and research firm and to Ronald J. Baker, the value pricing evangelist who introduced the concept to accountants.

In Bay Street Group's survey of small or sole practitioner firms across the nation and in Puerto Rico, 27 percent said they use value pricing, which compared to 26 percent for market pricing, based on what competitors charge, and 35 percent for cost pricing based on their costs for labor and materials. The remaining 12 percent cited a mixture of strategies, including combining value pricing with market and/or cost-based methods.

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