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Value Pricing for Accounting Professionals

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

Increase profits without working longer hours with this practical guide to creating an effective value pricing strategy for accountants and bookkeepers.

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EAN: 9781398605374

Edition: 1

Published: 03 Jul 2022

Format: 235 x 155

280 pages

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About the book

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.

About the authors

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.

Mark Wickersham

- Chapter - 01: The problem with the old-fashioned way of pricing accounting services;
- Chapter - 02: What the research tells us;
- Chapter - 03: Overcoming a lack of confidence when pricing;
- Chapter - 04: What makes a great pricing strategy?;
- Chapter - 05: How does pricing change in a post-COVID world?;
- Chapter - 06: The foundations of value pricing;
- Chapter - 07: The structure of the value conversation;
- Chapter - 08: How to price a new client;
- Chapter - 09: How to prequalify prospects so you avoid the time wasters;
- Chapter - 10: The questions to ask the client to determine value;
- Chapter - 11: Giving clients a choice – Your first step to value pricing;
- Chapter - 12: How to create effective packages;
- Chapter - 13: How to calculate a profitable price;
- Chapter - 14: How to properly build scope into the price so you never make a loss;
- Chapter - 15: How to set out your fixed price agreement;
- Chapter - 16: How to identify and tackle scope creep;
- Chapter - 17: How to re-price your existing clients without fear of losing them;
- Chapter - 18: How to get clients to value what you do for them;
- Chapter - 19: How to quantify the value to your client;
- Chapter - 20: The reason your clients are clueless about price and how that helps you

Reviews

Ronald J. Baker, Radio-Show Host, The Soul of Enterprise, Founder of VeraSage Institute and author of the bestselling book, Implementing Value Pricing: A Radical Business Model for Professional Firms

There is great nobility in being paid a fair portion of the value your firm creates. In Value Pricing for Accounting Professionals, Mark provides the mindset change required, along with his proven strategies to help you price based upon customer value, not internal costs. Mark renders your journey painless and rewarding-for you and your customers.

Steve Pipe, accountant and author of ‘Our Time To RISE’

Priceless. In these pages the world's best expert on pricing for accountants gives us the world's best advice.

Paul Dunn, Co-Founder, B1G1: Business for Good.

Pricing, and specifically Value Pricing, is a total game-changer for Accounting Professionals. Mark does an incredible job of breaking down what is a complex and critically important topic into a series of powerful actions - actions that quite simply result in a better firm for you, your team members AND your clients. This great book is a must-have and a must-do.

Michael Palmer, Host, The Successful Bookkeeper Podcast

Mark is one of the top value pricing experts in the world. He's been on my podcast a few times and has always provided great value to my listeners. His book, Value Pricing for Accounting Professionals is yet another piece of terrific content which will positively impact the accounting industry for years to come.

Shane Lukas, Accountancy Business Coach and Strategist, Author of Putting Excellence Into (your) Practice and Tedx speaker

Pricing is tough, with so much competition you worry a high price will scare off clients.
Mark's approach is proven to help you price in a way that both reflects your true worth and that clients are happy to pay. A WIN WIN.
I highly recommend this book, gain confidence from the case studies and act on the learning.

Rob Brown, Host of the Accounting Influencers Podcast & Co-Founder of the Accounting Influencers Roundtable

Pricing in general and value pricing in particular has been a problematic area in accounting for many years. Mark has led the charge in educating accountants and bookkeepers to price confidently and effectively. He is the one true voice and mentor of choice for professionals wanting to crack the value pricing mystery.

Des O’Neill Founder of the OmniPro Group and Accounting Profession Progression Fanatic.

246 pages packed with practical examples, case studies, insights and ideas that can be applied by real people in the real world. Mark has condensed a lifetime of wisdom, knowledge and practical experience into a book that has the power to transform. No accountant or bookkeeper who is serious about running their own business and serving their clients can be without this manual on their desk. The Must Read handbook of the profession.

Zoe Whitman, business coach, author, podcaster, award winning accountant. The 6 Figure Bookkeeper.

If you want a business which allows you to achieve your goals, your pricing must be right. In his book, Mark Wickersham makes a compelling argument for all accounting professionals to price with confidence. Follow Mark's advice to tackle pricing head-on and you'll love your business.

Martin Bissett - Founder of The Bissett Group - The World's Most Published Author of Practice Growth Books for Accountants

Mark has perhaps done more to forward the cause of value pricing for accountants than just about anyone in the profession. In this book, he distils his very best content and dares you to run towards the thing that scares you.

Carl Reader, Chair of the ACCA Practitioner Panel

Mark is known as one of the leading experts globally in pricing for accountants, and in this book you'll see exactly why. With case studies, references to pricing psychology, and his own lived experience, Mark provides a comprehensive toolkit for any firm looking to maximise their revenue.

Rob Nixon - Helping Accountants earn more than $1M profit while they work less than 500 hours

Increasing prices is the fastest way to higher profits. But it has to be done properly and carefully. It's both art and science. In Mark's latest book he has NAILED the art of Value Pricing. Not just the theory but the practical 'how to' implement it. It's an awesome read for every Accountant.

Peter Thomson - “The UK’s Most Prolific Information Product Creator" - Founder - The Achievers Club Limited

Price! Price! It's all about price! Or is it? Well, Mark Wickersham explains 'how' you price is far more important than the price itself.
As you read through this 'how to guide' from world pricing expert Mark - don't be too surprised how many times you hear yourself saying,
Oh, that's how it's done! Or how much extra profit you can make by applying his tried and tested ideas.
By the way - these are not 'theories' from Lecture Land - just the real stuff. Enjoy!

Reza Hooda, Practice Owner, Mentor & Coach to accountants. Transform Your Profits Ltd

Mark is an expert in value pricing and has a great way of teaching pricing concepts to accountants in an easy to understand and practical way. This new book is packed full of value on everything you need to know about pricing as an accountant and more importantly, how to implement it!

John Chisholm B.Juris LLB. Recovering Lawyer, Pricing advocate to the legal profession.

I have followed and admired Mark for many years now and so pleased he has at last got around to writing this book to share his thought leadership on value pricing for the accounting profession.
Full of great tips and tricks from many years of experience this book should be a must read for any accountant who not only genuinely cares about their customers, their team members, their profession but importantly their own self-worth and wellbeing.

Bob Harper, cofounder of Agendali.com

Mark Wickersham has written the ultimate step-by-step playbook to help finance professionals improve their pricing, so they achieve better business results and get life.

There is great nobility in being paid a fair portion of the value your firm creates. In Value Pricing for Accounting Professionals, Mark provides the mindset change required, along with his proven strategies to help you price based upon customer value, not internal costs. Mark renders your journey painless and rewarding-for you and your customers.
Ronald J. Baker, Radio-Show Host, The Soul of Enterprise, Founder of VeraSage Institute and author of the bestselling book, Implementing Value Pricing: A Radical Business Model for Professional Firms

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