{"href":"http://player.captivate.fm/services/oembed?url=http%3A%2F%2Fplayer.captivate.fm%2Fepisode%2F6aa6a092-79d5-4734-b3cb-ebd0fcca5e15","version":"1.0","provider_name":"Captivate.FM","provider_url":"https://www.captivate.fm","width":600,"height":200,"type":"rich","html":"","title":"Negotiating & Pricing Tips for Accountants with Malcolm Smith","description":"Episode 13. In today's interview, \"Negotiating & Pricing Tips for Accountants with Malcolm Smith.\"\n\nMalcolm Smith has a background in science and marketing which gives him unique insights into how businesses negotiate, transact and develop. Today he employs this considerable expertise through a portfolio of non-executive directorships and owned businesses. He is a keynote lecturer on Leadership, Project Management, Negotiation, Influencing and Consultative Selling at London Business School, Cass Business School, Oxford University SAID Business School and Cambridge University Judge Business School. \n\nKey takeaways from this episode include:\n\n\u279c how accountancy compares to other sectors in commoditising its offering, and what is driving that move\n\n\u279c the main reason accountants charge by the hour and why they shouldn't\n\n\u279c how even the revered doctors and general medical practitioners have become commoditised through availability of knowledge\n\n\u279c why accounting compliance has become less valued in the eyes of clients\n\n\u279c the major downside for accountants of becoming commoditised and undifferentiated\n\n\u279c how advanced tech like AI can allow you to be profitable as a commodity in accounting\n\n\u279c the dangers of 'proximity bias' that causes accountants to undervalue their skills\n\n\u279c tips for accounting firms to expand their core offerings into advising and consulting services\n\n\u279c an example of what 'proactive brilliance' looks like for an accountant\n\n\u279c the best way to find out what your 'value-adds' are as an accounting firm\n\n\u279c the benefits of asking your clients why they choose you and building your accounting firm's proposition around the answers\n\n\u279c the three value disciplines in a professional firm that allow you to charge premium fees\n\n\u279c the biggest cost in running an accounting firm, and why your fees need to reflect that\n\n\u279c the big mistake poor negotiators make when handling fee conversations with their accounting clients or prospects\n\n\u279c why non-F2F negotiation is more difficult than being in the same room as people\n\n\u279c the biggest issue for accountants when negotiating on video platforms like zoom\n\n\u279c the importance of the 'opening position' for accountants when negotiating deals and setting fees\n\n\u279c the dangers of using 'round numbers' when setting and negotiating your accounting or consulting fees\n\n\u279c negotiation tips for accounting firms, especially in a virtual, non-F2F world\n\n\u279c the problem many accountants make in giving away unilateral concessions in negotiations\n\n\u279c how accounting professionals can get much better and more confident in handling common sales objections\n\n\u279c why accountants should always quote money rather than hours for a particular job or service\n\n\u279c the importance for accountants to never invoice the negotiated amount.\n\nMalcolm was Speaker of the Year for Vistage International in 2007, 2011 and 2015 and has won the Outperformer Award every year since 2004. He scored the last goal ever at Eastville Stadium, Bristol UK) before it became an IKEA store. Contact him here:\n\nWebsite and blog https://www.mindgamestraining.co.uk/\n\nLinkedIn https://www.linkedin.com/in/malcolmjamessmith\n\nNOTE TO LISTENERS:\n\nThe Accounting Influencers Podcast is a daily radio-style show with four segments coming out every Monday which are repeated on the other 4 weekdays as standalone episodes, plus a bonus 'from the client's perspective' episode on Saturdays . On Sundays, listeners get a short min trailer for the coming week's episodes.\n\nEvery Tuesday the show gives you a relevant news topic from the accounting and fintech world with a direct application to accountants, CPAs and bookkeepers. Great to stay informed and build your commercial acumen.\n\nEvery Wednesday and Friday, we feature an uncut interview with top authors, leaders, thinkers and performers in the accounting and fintech world. \n\nEvery Thursday the show gives you a practical 'here's what works' tips concerning a key challenge, need or strategy for accountants, CPAs and...","thumbnail_width":300,"thumbnail_height":300,"thumbnail_url":"https://artwork.captivate.fm/c2734c54-3a19-4a3c-99ab-4ee72a8cb803/JHblI48eS9MdHh1Nt3o7bW14.jpg"}