The Certainty Advice Quarterly Post-Workshop SupportFebruary 2021 Pricing Workshop Follow-Up
The recordings, materials and support to establish the strongest, most rewarding and most client-based pricing methodology possible in 2021
WORKSHOP HANDOUTS, RECORDINGS & MATERIALS
Pricing is an advisory firm’s #1 strategic planning tool. Too often it is viewed as being a part of a firm’s strategic plan rather than a driver of a strategic plan. This usually leads to firms planning for more ‘activity’ rather than more ‘productivity’. For Certainty Advice to build productive firms, the shift to retainer fees while fundamental, is not by itself nearly enough to grow productive firms delivering profitable and valued services. Today‘s sessions, run virtually, workshops three core Certainty Advice pricing tools to help the growing community of Certainty Advice firms grow and prosper as they provide valuable services to their Certainty Clients.
Opening Session: WELCOME & OPENING
- JIM STACKPOOL
- MARTIN MULCARE
Second Session: Pricing Tool #1: De-Brief Meetings
Part One – this sub-session shares the new up-to-date Certainty Advice De-Briefing forms and approach. Obtaining a consistent, specific and methodical approach within the firm to the application of pricing for each Certainty Client each year is crucial – effective De-Briefs is central to achieving this. This session presents the new De-Brief and the insights from the Certainty Community as to how they intend implementing. View new De-Brief and session working MIRO board in the Handouts.
Part Two – this sub-session shares how the Certainty Advice Community used the new De-Brief approach with two case studies (which are available in the Workshops Handouts above). This session provides valuable insights into the interpretation and implementation for every Certainty Advice firm.
Third Session: Pricing Tool #2: Retainers
This session shares the Certainty Advice Grid. The consistent and methodical segmentation of Certainty Advice work is important to ensure the right price is being used for the right client. This session shares valuable insights into how the Certainty Advice Community are implementing their own unique retainers for different client segments. Every firm is unique but the Certainty Advice Grid frameworks are consistent. This session will assist the implementation of each firm’s application of Retainers for their 2021 pricing approach.
Fourth Session: Pricing Tool #3: Breakthroughs
Perhaps the hardest session, the discussions, theories and application of Breakthrough fees is central to building productive pricing rather than ‘activity pricing’. As pricing is based upon the collection of client value rather than hours worked or product’s sold, the management of an advisory firm’s average advice price is central to growth. Success is not more activity but greater productivity. This is done by effective management of today‘s Breakthrough Pricing for all client-facing team members to become next year’s average pricing.
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Everything we do is based upon the returns, good and bad, our clients experience – your feedback, questions, suggestions, critique is crucial – thanks.
Meet The Convenor
Founder - Certainty Advice Group
For nearly 30 years Jim has influenced, coached, and consulted to advisory firms across Australia. As founder of Certainty Advice Group, he leads a like-minded team of professional advisory firms seeking to create greater certainty for their clients. As an author, blogger, columnist, and keynote speaker, Jim is regularly called upon for his professional insights into the advice industry.