Making the most of an engagement: alternative pricing.

A change in pricing methods can help a CPA firm keep pace with its clients' changing needs and growing sophistication. To help partners or shareholders of your firm see the advantages of alternative pricing methods, ask them to complete the following questionnaire.

* What value did my efforts bring to the client on this engagement? (Specifically identify the value provided.)

* Was there a way to better manage this engagement? Yes _ No _ Explain:

* How could I have done a better job for the client?

* Was there someone else in the firm who could have handled this engagement more profitably? Yes _ No _ Explain:

* If I had the opportunity to do this engagement again, would I use the same pricing method? If not, which would I use?

* Was I able to obtain any new engagements from this client? In other words, to what extent did I cross-sell other services?

* Are there any procedures or systems that were developed for this engagement that could be used in the future? If yes, describe:

* Did we employ a technology or process that could be used again? Yes _ No _ If yes, describe:

* Did I ask the client for a testimonial letter that highlights the value we provided? Yes _ No _ If no, why not?

* Fee billed to client under the existing pricing method: $_____

* Fee billed to client under an alternative pricing method: $_____