Connect with us

Accounting

Transforming tax advisory with value pricing

Published

on

Traditional billing models like hourly and fixed-fee billing often fall short of delivering true value to clients. Misaligned incentives, lack of transparency, and a disregard for the actual value provided are just a few of the inherent flaws. By adopting the “ROI Method” of value pricing, you can enhance client satisfaction, boost your firm’s revenue, and reduce the time spent on engagements. 

Here’s a guide to start implementing this transformative pricing strategy in your tax advisory services. The first step in transitioning to value pricing is identifying which of your services deliver the most significant value to your clients. Focus primarily on tax planning and advisory services, and fractional CFO services. These areas provide substantial tangible and intangible benefits, making them ideal candidates for value pricing.

  • Tax planning and advisory services. These are at the core of delivering value. Through strategic tax planning, you can help clients minimize their tax liabilities and maximize savings. This might involve advising on tax-efficient structures, leveraging tax credits and deductions, and ensuring compliance with ever-changing tax laws. Clients see direct financial benefits from reduced tax payments, which form a solid basis for your value pricing calculations.
  • Fractional CFO services. These extend beyond traditional accounting to include comprehensive financial management, budgeting, forecasting, and strategic financial advice. By acting as a part-time CFO, you help clients improve cash flow management, optimize their capital structure, and make informed financial decisions. This service is highly valuable for small and midsized businesses that need expert financial guidance without the cost of a full-time CFO.

By concentrating on these high-impact services, you can demonstrate the significant value you bring to your clients, setting the stage for successful value pricing.
Financial and non-financial aspects

The ROI Method integrates both financial and non-financial aspects to determine the value of your services. Financial benefits include direct savings or increased revenue, such as the tax savings achieved through strategic planning. For instance, if a tax strategy saves a client $25,000 in the first year, this figure becomes a cornerstone of your ROI calculation.

Intangible benefits, such as handling complexity, urgency, and risk management, are equally important. These might include the peace of mind and time savings your clients gain from your expert services. 

The fee you propose should reflect these combined benefits, ensuring the client’s investment corresponds to the expected ROI. For more complex engagements, aim for a minimum ROI of 200% for the client, potentially reaching up to 400% for simpler tasks.

Implementing the ROI Method 

To successfully implement the ROI Method of value pricing, you need a structured approach that emphasizes thorough analysis, clear communication, and transparent agreements.

1. Proposal preparation. Begin by doing an analysis of their documents such as tax returns, financial statements, or wherever you can identify savings easily. Consider half a dozen strategies to package into Phase 1 of planning. If you’re concerned that the client might take advantage of your time, you can charge a flat fee, perhaps $2,000 for an initial tax plan. Then you can upsell the implementation of the plan, which is in high demand, and where the true value of the tax plan lies. 

Then prepare a detailed value-based proposal. This document should outline the anticipated ROI, including both tangible financial benefits and intangible benefits like reduced risk and improved business stability. By presenting a clear picture of the expected outcomes, you help clients understand the true value of your services.

2. Client communication. Effective communication is critical in gaining client buy-in for value pricing. During your discussions, clearly explain the value proposition, highlighting how the anticipated ROI justifies the proposed fee. Use real-world examples and case studies to illustrate how similar clients have benefited from your services under a value pricing model.

Address any concerns the client may have about the transition from hourly or fixed-fee billing to value pricing. Emphasize that the fee is based on the value delivered, not the hours worked, ensuring that their investment aligns with the benefits they receive.

3. Agreement and payment. Once the client agrees to the value-based proposal, formalize the agreement. Ensure that the payment terms are transparent and clearly documented. Adding ACH collections is great for minimizing accounts receivable. The client should understand that the fee is fixed and based on the expected ROI, not the time spent on the engagement. This approach fosters a value-centric relationship, where both parties are aligned towards achieving the best possible outcomes.

Real-world impact

Consider the scenario of a midsized company looking to optimize its tax strategy. Under the hourly billing model, the firm charges $200 per hour, totaling $2,000 for a 10-hour engagement, with limited insight into the ROI. By transitioning to value pricing, the firm might charge a $6,000 fee based on an estimated $25,000 in tax savings. The actual engagement, completed in 12 hours, results in $30,000 in tax savings. The client enjoys a 400% ROI, and the firm benefits from a higher net profit margin with several thousands more in cash collected, and a more efficient work process.

This transformation highlights the superior, mutually beneficial nature of the value pricing model over hourly billing. It demonstrates how clients can receive greater value and satisfaction while firms enjoy increased efficiency and profitability.

Conclusion

Adopting the ROI Method of value pricing can revolutionize your tax advisory services. It shifts the focus from time spent to value delivered, fostering a true partnership with your clients. By identifying valuable services, applying a comprehensive value assessment, and communicating the benefits clearly, you can drive exponential growth and client satisfaction.

Embrace this opportunity to transform your practice, enhance client relationships, and achieve sustainable success.

Continue Reading

Accounting

The tax outlook for president-elect Trump and the GOP

Published

on

President-elect Donald Trump and his Republican party clarified one aspect of the uncertainty surrounding taxes with a resounding victory in the election.

That means that the many expiring provisions of the Tax Cuts and Jobs Act of 2017 — which Trump signed into law in his first term — are much more likely to remain in force after their potential sunset date at the end of next year. Financial advisors and tax professionals can act without worrying that the rules will shift underneath them to favor much higher income duties.  

However, the result also presents Trump and incoming Senate Majority Leader John Thune of South Dakota and House Speaker Mike Johnson of Louisiana with a series of thorny tax policy questions that have tricky, time-sensitive implications, according to Anna Taylor, the deputy leader, and Jonathan Traub, the leader, of Deloitte Tax’s Tax Policy Group. Once again, industry professionals and their clients will be learning the minutiae of House and Senate procedures. Taylor and Traub spoke on a panel last week, following Trump’s victory and their release of a report detailing the many tax policy questions facing the incoming administration.

READ MORE: Donald Trump will shape these 9 areas of wealth management 

Considering the fact that the objections of former Sen. Bob Corker of Tennessee “slowed down that process for a number of weeks in 2017” before Republicans “landed” on a deficit increase of $1.5 trillion in the legislation, Taylor pointed out how the looming debate on the precise numbers and Senate budget reconciliation rules will affect the writing of any extensions bill.

“They’re going to have to pick their budget number on the front end,” Taylor said. “They’re going to have to pick that number and put it in the budget resolution, and then they’ll kind of back into their policy so that their policies will fit within their budget constraints. And once you get into that process, you can do a lot in the tax base, but there are still limits. I mean, you can’t do anything that affects the Social Security program. So they won’t be able to do the president’s proposal on getting rid of taxes on Social Security benefits.”

Individual House GOP members will exercise their strength in the negotiations as well, and the current limit on the deduction for state and local taxes represents a key bellwether on how the talks are proceeding, Traub noted. 

The president-elect and his Congressional allies will have to find the balance amid the “real tension” between members from New York and California and those from low-tax states such as Florida or Texas who will view any increases to the limit as “too much of a giveaway for the wealthy New Yorkers and Californians,” he said.   

“You will need almost perfect unity — more so in the House than the Senate,” Traub said. “This really gives a lot of power, I think, to any small group of House members who decide that they will lie down on the train tracks to block a bill they don’t like or to enforce the inclusion of a provision that they really want. I think the place we’ll watch the most closely at the get-go is over the SALT cap.”

READ MORE: Republican election sweep emboldens Trump’s tax cut dreams

Estimates of a price tag for extending the expiring provisions begin at $4.6 trillion — without even taking into account the cost of President-elect Trump’s campaign proposals to prohibit taxes on tips and overtime pay and deductions and credits for caregiving and buying American-made cars, Taylor pointed out. In addition, the current debt limit will run out on Jan. 1. 

The Treasury Department could “use their extraordinary measures to get them through a few more months before they actually have to deal with the limit,” she said. 

“But they’re going to have to make a decision,” Taylor continued. “Are they going to try to do the debt limit first, maybe roll it into some sort of appropriations deal early in the year? Or are they going to try to do the debt limit with taxes, and then that’s going to really force them to move really quickly on taxes? So, I don’t know. I don’t know that they have an answer to that yet. I’ll be really interested to see what they say in terms of how they’re going to move that limit, because they’re going to have to do that at some point — rather soon, too.”

Looking further into the future at the end of next year with the deadline on the expiring provisions, Republicans’ trifecta control of the White House and both houses of Congress makes them much more likely to exercise that mandate through a big tax bill rather than a temporary patch to give them a few more months to resolve differences, Traub said.

READ MORE: 26 tips on expiring Tax Cuts and Jobs Act provisions to review before 2026 

Both parties have used reconciliation in the wake of the last two presidential elections. A continuing resolution-style patch on a temporary basis would have been more likely with divided government, he said.

“Had that been what the voters called for last Tuesday, I think that the odds of a short-term extension into 2025 would have been a lot higher,” Traub said. “I don’t think that anybody in the GOP majority right now is thinking about a short-term extension. They are thinking about, ‘We have an unusual ability now to use reconciliation to affect major policy changes.'”

Continue Reading

Accounting

M&A roundup: Aprio and Opsahl Dawson expand

Published

on

Aprio, a Top 25 Firm based in Atlanta, is expanding to Southern California by acquiring Kirsch Kohn Bridge, a firm based in Woodland Hills, effective Nov. 1.

The deal will grow Aprio’s geographic footprint while enabling it to expand into new local markets and industries. Financial terms were not disclosed. Aprio ranked No. 25 on Accounting Today’s 2024 list of the Top 100 Firms, with $420.79 million in annual revenue, 210 partners and 1,851 professionals. The deal will add five partners and 31 professionals to Aprio. 

In July, Aprio received a private equity investment from Charlesbank Capital Partners. 

KKB has been operating for six decades offering accounting, tax, and business advisory services to industries including construction, real estate, professional services, retail, and manufacturing. “There is tremendous synergy between Aprio and KKB, which enables us to further elevate our tax, accounting and advisory capabilities and deepen our roots across California,” said Aprio CEO Richard Kopelman in a statement. “Continuing to build out our presence across the West Coast is an important part of our growth strategy and KKB  is the right partner to launch our first location in Southern California. Together, we will bring even more robust insights, perspectives and solutions to our clients to help them propel forward.”

The Woodland Hills office will become Aprio’s third in California, in addition to its locations further north in San Francisco and Walnut Creek. Joe Tarasco of Accountants Advisory served as the advisor to Aprio on the transaction. 

“We are thrilled to become part of Aprio’s vision for the future,” said KKB managing partner Carisa Ferrer in a statement. “Over the past 60 years, KKB has grown from the ground up to suit the unique and complex challenges of our clients. As we move forward with our combined knowledge, we will accelerate our ability to leverage innovative talent, business processes, cutting-edge technologies, and advanced solutions to help our clients with even greater precision and care.”

Aprio has completed over 20 mergers and acquisitions since 2017, adding Ridout Barrett & Co. CPAs & Advisors last December, and before that, Antares Group, Culotta, Scroggins, Hendricks & Gillespie, Aronson, Salver & Cook, Gomerdinger & Associates, Tobin & Collins, Squire + Lemkin, LBA Haynes Strand, Leaf Saltzman, RINA and Tarlow and Co.

Continue Reading

Accounting

Johnson says Congress will ‘do the math’ on key Trump tax pledge

Published

on

House Speaker Mike Johnson said Donald Trump’s plan to end income tax on tips would have to be paid for, injecting a note of caution into one of the president-elect’s key campaign pledges.

“This is one of the promises that he wants to deliver on,” Johnson said Sunday on CNN’s State of the Union. “We’re going to try to make that happen in the Congress. You’ve got to do the math.”

Johnson paired his comment with pledges to swiftly advance Trump’s economic agenda once the newly elected Congress is in place with Republican majorities in the House and Senate. The former president rolled out a series of tax-cut proposals during his successful bid to return to the White House, including rescinding taxes on overtime, Social Security checks and tips.

House Speaker Mike Johnson
Mike Johnson

Tierney L. Cross/Bloomberg

“You have got to make sure that these new savings for the American people can be paid for and make sure the economy is a pro-growth economy,” said Johnson, who was among allies accompanying Trump to an Ultimate Fighting Championship event at New York’s Madison Square Garden on Saturday night.

Congress faces a tax marathon next year as many of the provisions from the Republicans’ 2017 tax bill expire at the end of 2025. Trump’s declared goal is to extend all of the personal income tax cuts and further reduce the corporate tax rate.

A more immediate challenge may be ahead as Trump seeks to install loyalists as cabinet members for his second term starting in January, including former Representative Matt Gaetz as Attorney General, Robert F. Kennedy Jr. as secretary of health and human services and former Representative Tulsi Gabbard for Director of National Intelligence. 

Gaetz was under investigation by the House Ethics Committee for alleged sexual misconduct and illicit drug use, which he has denied. RFK Jr. is a vaccine skeptic and has endorsed misleading messages about vaccine safety.

Donald Trump Jr., the president-elect’s son who has been a key player in the cabinet picks, said he expects many of the choices will face pushback.    

“Some of them are going to be controversial,” Trump Jr. said on Fox News’ Sunday Morning Futures. “They’re controversial because they’ll actually get things done.”

‘Because of my father’

Trump Jr. suggested the transition team has options if any candidate fails to pass Senate muster.

“We’re showing him lists of 10 or 12 people for every position,” he said. “So we do have backup plans, but I think we’re obviously going with the strongest candidates first.”

Trump Jr. said incoming Senate Majority leader John Thune owes his post to the president-elect.

“I think we have control of the Senate because of my father,” he said. “John Thune’s able to be the majority leader because of my father, because he got a bunch of other people over the line.”

Continue Reading

Trending