Monday, October 24th, 2016

Discussing Your Fee

“The man who does not value himself, cannot value anything or anyone.” – Ayn Rand

When pursuing a new prospect, when do you talk about your fee? How straight-forward are you? Do you talk as little about fees as possible and maybe even wait until a client complains (or inquires about an invoice) before you are transparent about how you bill?

I have observed that many CPAs are very reluctant to talk about fees with prospective clients and even sometimes with long-time clients. Many, even in the engagement letter, provide a fee quote in the form of a fairly broad range.

That’s the best thing about a Fixed Price Agreement. The client knows exactly what the fee will be for the specific service that is to be provided. Even an FPA can be a problem if the client requests additional services and the CPA does not then issue a change order informing the client that there will be additional fees due.

I have also observed that many CPAs don’t believe they are “worth it.” They become friends with clients and simply want to be helpful. I urge my clients to be proud of their knowledge and not discount the value that performing a routine task or answering a simple question brings to the client.

You have spent years accumulating specialized knowledge. You are special in that you can answer complex questions with little effort.

Don’t discount your own expertise – you are worth it!

  • "Only a fool thinks price and value are the same."
  • Antonio Machado

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