Article: Accounting for Value: Unlocking the Power of Pricing

In the Spring 2025 issue of Insight Magazine, Ron Baker and Ed Kless sat down with Art Kuesel to discuss the transformative potential of modern pricing strategies for accounting firms. Ron and Ed advocate for moving away from traditional hourly billing towards value-based pricing and subscription models, which better align with client expectations and enhance profitability. The authors highlight that even a modest 1% improvement in pricing can lead to a 7–11% increase in profits, underscoring the significant impact of strategic pricing. They also emphasize the importance of upfront pricing discussions to build trust and avoid client dissatisfaction. By adopting these innovative approaches, firms can foster stronger client relationships, achieve more predictable revenue streams, and position themselves for sustainable growth.