After Action Review

BY RONALD J. BAKER
June 1, 2009

Editor's note: This is a Web-exclusive sidebar for "Pricing on Purpose: How to Implement Value Pricing in Your Firm."

 

The following questions should be answered by the pricing council/CVO after each major engagement:

Did we add value for this client?

How could we have added more value?

Did we capture value?

Could we have captured more value through a higher price?

If we were doing this type of FPA again, how would we do it?

What are the implications for product/service design?

Should we communicate the lessons on this FPA to our colleagues and how?

How could we have enhanced our client’s perception of value?

What did we teach this client?

What other needs does this client have, and are we addressing them?

Did this FPA enhance our relationship with this client?

What impact has this FPA had on developing our client’s trust in us?

How would you rate our client’s price sensitivity before and after this job?

How has this FPA advanced us?

Did we have the right team on this FPA?

How high were the costs to serve?

What could we do better next time?

Do we need to update our client complaint register?

How could we thank this client for their business?

 

PROFESSIONAL DEVELOPMENT: EARLY CAREER

Making manager: The key to accelerating your career

Being promoted to manager is a key development in a young public accountant’s career. Here’s what CPAs need to learn to land that promotion.

PROFESSIONAL DEVELOPMENT: MIDDLE CAREER

Motivation and preparation can pave the path to CFO

CPAs in business and industry face intense competition to land a coveted CFO job. Learn how to best prepare yourself for the role.

PROFESSIONAL DEVELOPMENT: LATE CAREER

Second act: Consulting

CPAs are using experience to carve out late-career niches. Learn how to successfully make a late-career transition to consulting, from CPAs who have done it.