Value Pricing for Accounting Professionals

A Complete Guide for Accountants and Bookkeepers to Find the Right Clients and Increase Profitability

Edition: 1 Date: 03/07/2022 Price: £29.99 ISBN Paperback: 9781398605374 ISBN Ebook: 9781398605381 Pages: 256 Format (mm): 234x156 Product Category: Professional Subject: Accounting & Finance

Author Information

Mark Wickersham is a Chartered Accountant, speaker and sought-after profit improvement expert. Since selling his own accountancy practice in 2006 he has trained and mentored hundreds of accountants around the world on how to improve their value pricing techniques and strategies. He has built a large, international online community with The Value Pricing Academy, The Bookkeepers’ Pricing Academy and the private Facebook group, Value Pricing with Mark Wickersham. « Explains how value pricing is the fairest and most profitable option for accountants and bookkeepers, and a better alternative to hourly billing « Contains clear guidance on becoming more confident and comfortable with your pricing strategy and how to avoid pricing too low « Describes how to identify the right kind of client, the critical steps to pricing a new client and powerful strategies to re-price existing clients without losing them « Features benchmarking research on how thousands of accounting professionals price their services and dozens of case studies of firms which implemented value pricing « Covers all aspects of pricing, including creating effective packages, setting out a fixed price agreement and building scope creep into the price

Description

Accountants and bookkeepers are working long hours but not making the profits they should. A value pricing strategy can lead to better prices for accounting professionals and better results for their clients.

The concept of value pricing is simple to understand but many accountants struggle with the price conversation and lack the confidence to charge higher prices. Value Pricing for Accounting Professionals is a practical guide to building a clear pricing strategy, feeling more confident and increasing earnings. It covers the critical steps to pricing a new client and how to re-price existing clients without losing them by quantifying value.

The book’s step-by-step approach is backed up by dozens of real-life case studies of firms which applied these methods to get better results, along with benchmarking research based on a survey of thousands of accounting professionals. There is guidance on calculating a profitable price, creating effective packages and managing the ‘invisible’ cost of scope creep, and new insights into meeting clients remotely and pricing in difficult economic times. Become more profitable and deliver extraordinary solutions to clients with this essential guide to effective value pricing.

Table of Contents

1 The problem with the oldfashioned way of pricing accounting services 2 What the research tells us 3 Overcoming a lack of confidence when pricing 4 What makes a great pricing strategy? 5 How does pricing change in a post-COVID world? 6 The foundations of value pricing 7 The structure of the value conversation 8 How to price a new client 9 How to prequalify prospects so you avoid the time wasters 10 The questions to ask the client to determine value 11 Giving clients a choice – Your first step to value pricing 12 How to create effective packages 13 How to calculate a profitable price 14 How to properly build scope into the price so you never make a loss 15 How to set out your fixed price agreement 16 How to identify and tackle scope creep 17 How to re-price your existing clients without fear of losing them 18 How to get clients to value what you do for them 19 How to quantify the value to your client 20 The reason your clients are clueless about price and how that helps you