Discounts Done Right: How Firms Can Win Without Losing Value

Overview

Discounts often feel like a necessary evil - when a deal feels stuck, a client hesitates, or cash flow pressure creeps in. In those moments, discounts stop being strategic and start feeling emotional, quietly eroding confidence, consistency and cash flow.
This session flips that experience on its head.
You’ll learn how high-performing firms design rational discounts as a system that protects value, accelerates client decisions and restores control to the firm owner. This isn’t a pricing hack - it’s a fundamental shift in how firm owners think about discounts, control and confidence.

Speaker Bio

Elad Shmilovich

Elad Shmilovich leads marketing at Anchor, the billing and collection platform trusted by thousands of accounting firm owners. For more than 18 years, he has grown service-based businesses to over $750 million in accumulated sales. A former agency owner and advisor to more than 100 businesses, Elad blends real-world experience with insights from creativity, psychology, and neuroscience. His sessions help firm leaders overcome growth challenges, lead with clarity, and build businesses that support their lives, not consume them.

Highlights

Embrace a fundamentally different way to think about discounts.
Learn how designing discounts upfront restores control, confidence and consistency for firm owners.
Embrace a clear, three-part model for rational discounts: defining the goal, controlling the limits and setting explicit client actions.
Use discounts to accelerate decisions, improve cash flow and protect margins.
Run Rational Discounts without adding operational overhead.
Attendees will see how firms operationalize and automate rational discounts inside their workflows, removing manual tracking, preventing exceptions and making pricing discipline scalable as the firm grows.

Prerequisites

None

Designed For

Public Practice

Objectives

At end of this session, firm owners will be able to:

Reframe discounts from a risk into a strategic advantage.
Understand why most discount problems are emotional, not financial, and how designing discounts upfront changes client behavior while restoring owner control.
Build Rational Discounts that protect value while accelerating a “yes."
Implement three non-negotiable conditions every rational discount must meet, and how to use them to improve decision speed, commitment and cash flow
Learn how to run Rational Discounts without adding operational overhead.
Confidently scale pricing discipline using automation.
Understand how automating discount rules eliminates manual oversight, prevents exceptions and enables firms to raise prices and grow revenue without losing confidence.

Preparation

None

Notice

FICPA Webinars are presented virtually.

Our Webinars include a live presentation with speaker audio, video and PowerPoint presentation. Attendees can ask questions. The presenter(s) will repeat questions to share with all attendees and answer questions as time allows. Individuals can also reach out to the presenter directly via email after the event.

For more information feel free to call the FICPA Member Service Center at 800-342-3197.