[IMGCAP(1)]Do clients ever tell you they’ve priced-shopped your services? Do they ever leave with no explanation, maybe because they were price focused? Or are you worried you’ll have to lower your prices or continue to forego increases in order to retain good customers?

An effective way to insulate your accounting practice from pricing pressures is to develop deeper relationships with your clients. Clients want to do business with trustworthy, transparent accountants whom they like and who genuinely understand them. If nothing sets the relationship apart, clients will often opt for the lowest price—an issue that may contribute to the commoditization of certain services offered by accounting firms.

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