A firm can enrich its value to prospective suitors by investing in a top-notch IT infrastructure and exhibiting a willingness to embrace new technologies. To read the full article in Journal of Accountancy, click: Building a State-of-the-Art M&A Target.
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Simple Changes to the Way You Approach a Negotiation Can Help You Cut Costs and Increase Profits Taking a fresh approach to negotiation can help you cut costs and increase profit for your organization. Samantha White, senior editor for CGMA Magazine, explains that expert negotiators draw on a raft of skills, but thorough preparation, builds confidence and is the foundation of a successful negotiation. To read the full article in CGMA Magazine, click: Checklist for a Better Negotiation.
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In this first of a three-part article, Ronald Baker challenges professionals to rethink how they market and price professional services. He reminds us that “[c]ustomers buy value, not hours.” Many practitioners and firms are locked into the current pricing myopia of hourly billing, which prevents professionals from getting paid what their customers believe they are worth. In this first article, Mr. Baker offers some compelling reasons why professionals should make the switch from hourly billing to value pricing.