When it comes to setting the price for services, time based
charging is one of the important factor
to consider. Although, there is caution and optimism among some professionals
to accept the use of time based remuneration for services like auditing, there
is always a variance in this opinion.
In auditing profession,
80% of clients turn up at the last minute with their books for tax audit
and tax filing – typically the last one month before the tax filing
deadline.This is not an area specific or country specific issue but a global
phenomenon.
Some types of assignments are time specific – for example
statutory audits of banks, tax audits etc. Time specific assignments bring in a
touch of seasonality to the profession with peak requirements during tax audit
submissions typically July to September every year. Audit firms therefore have
very specific and detailed training requirement for staff to avoid being
swamped/overloaded during the peak season - training that involves a fair
amount of time and money. Every CA firm undertakes said training and
development to ensure smooth sailing during the tax audit.
When a client comes in at the 11th hour with a set of sub standard books the question of course is how to provide quality service when the level of input is sub standard as well as being last minute. This would require the use of qualified resources at a higher cost and therefore justify a higher fee from the client than that charged to a similar sized business which brings in the books on time.
Let us look at a similar situation in the Airline industry.
Once upon a time, airline companies charged you the same amount whether you
booked the ticket one month in advance or just a day ahead of your scheduled
travel. The advent of low cost airlines changed the whole game. They brought
differentiation into the pricing structure and used that as a major business
strategy.
Typically, flight
ticket from Kolkata to Mumbai would cost around Rs.3000, but if you book at the
last minute, it would cost around Rs.15,000 to Rs.20,000.
This is the precise model US CPAs follow to charge clients
when they come in at the last minute. They typically charge 20% more if the
client comes in during the last month and fees go further up, if the same
happens during the last week of the due date in April.
An auditor cannot work a miracle when the client takes
forever to put together the documentation, and presents it hardly 3 days before
the audited financials are due to be filed. Ideal clients would understand
their own accounting and make the time to get the auditor what he / she needs
on time.
Charging the same fee for prompt & not-so-prompt clients
would tempt clients to drag on till the last possible minute as there is no
monetary penalty involved per se – just a slight reprimand from a disgruntled
auditor. However, a graded fee structure would serve as a disincentive to
attempt last minute audit requests. This practice will eventually reduce the
average cost per client served. Once the practice becomes habit, the overall
fee charged is only going to go down as the auditor will have a more organized
workload on hand and can plan ahead.
As Chartered Accountants, all of us are aware of the time
value of money. While no client should be overcharged for any of the services
provided, it would also not be justified to allow last minute clients to get
quality service at a price that does not meet the basic costs involved and the
related risks. Therefore, it is worth
considering a graded fee structure based on time and effort during the tax
audit season.