The NCQ:

Do you have a hard time knowing what to ask new or potential clients? Do you find yourself often working outside the scope of your engagement or finding problems later that you wished you’d learned of prior to quoting a price? This used to be my reality…

And that is why I created the NCQ: The New Client Questionaire. It helps you, the practitioner, remember what to ask— the right questions— to get all the skeletons out of the closet prior to quoting a price. It covers everything from the consultation to what you should ask in the interview and assessment.

The New Client Questionnaire is divided into 6 sections:

1. Business Basics

2. Bookkeeping

3. Payroll & Other Complexities

4. Systems

5. Needs

6. Relationship

The Master Pricing & Service Document:

This is the Holy Grail of value-based pricing. When I was first learning how to demonstrate my value to prospective clients, I had trouble getting them to understand all that we do. Additionally, it was incredibly tedious and time-consuming to re-create a service agreement for each new proposal. That’s why I decided to create the Master Pricing & Service Document that lists everything that we do and can do for them, including quantitative data, like the number of reconciliations required for a given month or clean-up.

Not only does it clearly spell out what we plan to do for them, but it also conveys other services that we offer that they may need in the future, like sales tax or payroll processing. When using this document for a new client, we update the title, the dollar amounts, and remove any lines that may not be applicable to the client, like sales tax processing if they are a service-based business.

This document contains two spreadsheets in both Excel and Google Sheets formats:

1. the Monthly Package Service document

2. the Setup & Cleanup Service document

The Pre-screening Questionnaire:

Before a consultation, we send the prospective client a pre-screening questionnaire to qualify them. The 6 questions we ask are listed in this template.