Being known for providing specialized services is powerful form of branding.
And the whole point of branding is to increase profits through being able to command premium prices.
CPA firms are good at developing specialities, but most totally miss the boat on leveraging the speciality when it comes to their pricing. Even when their capacity is full!
The two key situations that set you up for raising prices are a) being a specialist and b) being at or very near capacity! These perfect price-raising opportunities are too often overlooked.
Don't leave all that money on the table! (and the amount left unsold doesn't EVER show up on the balance sheet!
Many thanks to Rick Telberg for inviting me to speak my mind on this topic that had just been raised during the Lessons From the Legends panel at last week's Winning is Everything conference. I wanted to grab the mic and shout it out right there! :)