With Ed Kless

On Episode 140 of The Unique CPA, fellow podcast host Ed Kless of the Sage Thought Leadership podcast and The Soul of Enterprise with Ron Baker, talks to Randy about the importance of the shift from traditional to value-based pricing, knowing your target market, and the fact that what you are offering is access to knowledge, not a service. They delve into the implementation of subscription pricing and transitioning from a generalist to a specialist or niched firm.

Important Links

The Soul of Enterprise Radio Show

Sage Thought Leadership Podcast


Time’s Up by Ron Baker

About the Guest

Ed Kless is a meta-consultant, a corporate iconoclast, radio talk show host, and a believer that entrepreneurs continue the work of creation. He has served as a Senior Director at Sage Accounting Solutions for over 20 years, where he views himself not as an employee, but rather an IC (knowledge) investor. He seeks to expand his knowledge, working at a place where his knowledge investment will pay the highest return.

Ed has developed and delivered courses for business partners on leadership, organizational development, strategy, pricing, project management, and consulting behaviors and skills. He’s facilitated a year-long leadership group for small businesses, liaised with two industry peer groups, served as a senior fellow at the VeraSage Institute, and worked as an adjunct member of the partner program development team.

He specializes in the creation of consulting theory, organizational development and strategy in small businesses, pricing with purpose, the creation of intellectual capital, and presentations.

Meet the Host

Randy Crabtree, CPA


Randy Crabtree

Randy Crabtree, co-founder and partner of Tri-Merit Specialty Tax Professionals, is a widely followed author, lecturer and podcast host for the accounting profession.

Since 2019, he has hosted the “The Unique CPA,” podcast, which ranks among the world’s 5% most popular programs (Source: Listen Score). You can find articles from Randy in Accounting Today’s Voices column, the AICPA Tax Adviser (Tax-saving opportunities for the housing and construction industries) and he is a regular presenter at conferences and virtual training events hosted by CPAmerica, Prime Global, Leading Edge Alliance (LEA), Allinial Global and several state CPA societies. Crabtree also provides continuing professional education to top 100 CPA firms across the country.

Schaumburg, Illinois-based Tri-Merit is a niche professional services firm that specializes in helping CPAs and their clients benefit from R&D tax credits, cost segregation, the energy efficient commercial buildings deduction (179D), the energy efficient home credit (45L) and the employee retention credit (ERC).

Prior to joining Tri-Merit, Crabtree was managing partner of a CPA firm in the greater Chicago area. He has more than 30 years of public accounting and tax consulting experience in a wide variety of industries, and has worked closely with top executives to help them optimize their tax planning strategies.