Accounting Today Podcast Pricing for your perfect client
Nov 10, 2025
Sarah Dobek, founder and president of Innovatus Consulting, shares her expertise on aligning pricing strategies with ideal client profiles amid evolving market dynamics. She argues that hourly billing is outdated and that firms often miss margins by not reflecting their true value in pricing. Sarah emphasizes transparency and communication to educate clients about pricing. By defining client tiers and adopting a proactive approach, firms can better match their services to the right clients, ultimately enhancing trust and engagement.
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Hourly Billing Masks True Value
- Billing by the hour is broken for many firms and masks true value delivery.
- Pricing must become a strategic tool that aligns services, clients, and firm growth.
Price Services Up Front
- Put prices and scope up front to build trust and clarity with clients.
- Define limitations and scope so clients know what the fee covers and when scope changes apply.
Pricing Signals Your Brand
- Billing by the hour contradicts firms that claim advisory or differentiated service.
- Pricing approach signals your brand and either supports or undermines client relationships.