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Positioning

December 4, 2009
by Shannon Vincent

I met with a few firms this week regarding engagement letters/organizers and tax planning.

Positioning comes to mind:

First, you can not separate pricing from positioning.  Positioning is paramount.  As an example, positioning is where your office is located, how it looks, your website, how you dress, how you speak, how you communicate with clients and the pricing of your services.

How does your firm price? High end compared to the competition or low end? Do you give your clients an idea of what their fee/bill will be up-front or do you tell them “about the same as last year.”  Either way, positioning, and it impacts your price.

Do you have performance standards? Either way, positioning.

Do you proactively offer tax planning service (or what about a Roth conversion analysis)?  Either way, positioning.

You get the drift.  Happy Positioning!


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