Clarity How can tax firms align pricing & growth with value amid escalating client expectations?
Oct 21, 2025
Join M&A expert Bob Lewis, President of the Visionary Group, as he breaks down the evolving landscape of tax firms facing mounting client expectations. He reveals why over 60% of top firms now seek outside capital and argues that hourly billing undervalues expertise, advocating for value-based pricing. Bob discusses strategies to test pricing ceilings, the role of private equity in firm growth, and the impact of AI on labor costs. His insights offer a roadmap for firms to thrive amid disruption.
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Replace Hourly With Value Tests
- Stop defaulting to hourly billing and test value-based pricing for high-impact outcomes.
- Track time to learn cost but price based on client value delivered, not minutes spent.
Market Imbalance Shifts Negotiating Power
- A supply-demand imbalance now favors firms that manage pricing and client mix.
- Underpriced firms risk losing clients or being undercut by low-fee providers with questionable value.
Push The Pricing Ceiling Quarterly
- Continuously test your pricing ceiling and raise fees incrementally for low-value clients.
- Rank clients (A–D) and start raising prices or exiting the worst-tier clients regularly.
