Episode 24. In today's news episode, the Accountants Influencers Podcast with Rob Brown & Martin Bissett on what really works with pricing for accounting professionals, CPAs and bookkeepers.
Key shownotes from the whole interview include:
➩ What 23 years in the accounting profession as a consultant does for 1800 firms and the acquisition of almost £500m of new growth
➩ Two reasons why pricing is the number one topic that most accountants and CPAs struggle with
➩ Why any challenge to price results in an immediate climb-down for the majority of accountants
➩ The role of pricing behaviour, mindset and confidence in effective pricing for accountants and CPAs
➩ The power of asking questions for accountants before issuing prices to clients
➩ The psychology behind the phrase 'people buy certainty'
➩ The only three prices accountants need for any kind of work, proposal or project they undertake
➩ The starting point for any price negotiation and why accountants need this first
➩ Why market conditions should never dictate what accountants and CPAs charge for their services
➩ How to factor in profitability and gross margin to any pricing calculations for accounting clients
➩ The ultimate price that requires the most guts, chutzpah and resolve for accounting professionals
➩ The rules for how these three prices work together so accountants can be confident in negotiations
➩ The golden rule for accountants in all pricing and value based conversations
➩ Two examples of value that accountants can receive in return for any pricing concessions
NOTE TO LISTENERS:
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