The Value Pricing Podcast

Do you ever wonder what it takes to build a thriving accounting firm? Are you looking to skyrocket your business and maximize profitability? You can discover Mark's journey of how he grew his business and uncover invaluable lessons for your own path to success.   You will find out the 5 essential factors crucial for the expansion and management of a thriving business as Mark shares his top re...

Do you want to grow your accounting firm? Do you ever wonder how you can you turn referrals into valuable clients and maximize your time and efforts? Do you want to take control of your firm's growth with systematic referral strategies and proven systems? You can discover the seven essential foundations that will empower you to consistently win more high-quality referrals, ultimately resultin...

Are you tired of traditional networking methods and looking for a quick way to attract new clients?  Imagine networking on steroids, where you can connect with thousands of potential clients effortlessly.  Do you wish you had a social media strategy back when you started your accounting firm?  Today, social media offers unparalleled opportunities for growth.  Discover how to position yourself as a...

Do you ever feel like you're juggling too many tasks in your accounting firm?  Are you constantly searching for ways to streamline your services, increase your revenue, and work more efficiently? You're not alone. Many accounting professionals find themselves in this exact situation.  But what if I told you there's a way to transform your business, to make it more profitable, more e...

The art of persuasive writing is a vital skill in the world of business. Whether you're writing emails, proposals, social media posts, or even podcast descriptions (wink wink), the way you communicate is crucial in convincing your readers to take action. Every day, we are inundated with communication, each carrying a message meant to inform, engage, or persuade. But let's face it, not al...

On average, accounting and bookkeeping firms that bill based on the hour are losing 8% of their profit by writing time off.  When you look at the bill at the end of the work and see it’s really high because of all the extra unexpected work you had to do, it’s considered standard practice to just write some of the time off and give a lower ‘more reasonable’ price in order to avoid a conflict.  A fe...

ChatGPT is taking the world by storm (and for good reason).  This AI marvel is revolutionising the way we work. It’s scarily good… it might make you worried for the future of your job. But don’t worry, the only threat to your business is how your competitors are using it. And the good news is it sucks at math – so for now accountants and bookkeepers get to keep their jobs, but with the way it’s go...

You may have heard the term ‘Virtual CFO’ or even the term ‘Fractional CFO’, but what does it mean?  And what does a Fractional CFO do?  And how do you become one?  Well, today's podcast episode is going to answer all of these questions and more! We have a special guest, Tatiana Tsoir, who is an award-winning accountant, speaker, and business expert with over 18+ years of experience. She&apos...

I recently got the chance to meet up and interview one of my academy members Melanie Jury. Melanie has only been in the academy for a few months, and in that time she has made some HUGE changes to her business. She has changed the way she prices and increased the fees of her business by 3 times, all by doing one thing… Taking action! At first Melanie thought: “ I was scared to charge too much. So,...

Have you ever heard that dreaded phrase: “That’s too expensive!” When clients say that to you, it makes you instantly want to start throwing discounts at them, desperately trying to keep their business.  Honestly, it’s embarrassing. But you really don’t need to discount – EVER.  Here’s why ‘that’s too expensive’ is actually the best thing you could hear… Most accountants and bookkeepers are underc...

Here is a common myth about having a niche: “If I focus on just one niche I will have less clients to choose from”. So many people think this, it seems logical that the pickier you are with your clients, the less clients you will have… But the opposite is actually true.  When you position yourself as the expert people will flock from far and wide to work with you because you are the best.  Think o...

Getting the right price is so infuriatingly difficult. And the bad news is… your current prices are most likely WRONG! People always ask me “So, how do I know when my prices are right?” There is a really simple answer to this – you can’t. (Well, that’s a really short podcast episode…) Look, you are never going to know if your price is correct because every client is willing to pay a different pric...

2022 was the year that was billed to be an economic boom for the UK which was allegedly going to be comparable to the post WW2 boom. The post COVID boom has come but things are not turning out as expected though. - Brexit - Post COVID employment and labour shortages - Post COVID supply chain issues - Inflatio - The war in Ukraine - Political and societal uncertainty .... are all contributing to si...

I hear problems like this all the time… “The client hasn’t done what they promised!” “The client has asked for me to do more work that I didn’t price for.” “It’s taken me longer to do the work than I initially thought.” “The client’s business has grown and there is more work now.” These are all examples of scope creep. Scope creep is a huge problem for a lot of accountants and bookkeepers – so man...

In life, ‘you get what you pay for’.   Everyone knows this.  Whether you are paying your cleaner, having your boiler replaced, or going on a vacation – everyone understands as a general rule the more valuable option comes with a high price.  So, when you charge a really low price for your accounting and bookkeeping services, what do you think people are people going to assume about the quality of...

Netflix really got it right when they opted for a subscription-based business.  The great thing about subscription is you get a monthly recurring revenue, so you can spend your time delivering extra value to your customers knowing that the payment side of things is already taken care of.   It’s how I price my Academies so that I can continue to deliver more and more value to the members without ha...

Have you ever been sat in the back of a taxicab watching the meter in the front slowly tick up and up? Do you ever wonder if the driver chose the ‘scenic route’ to get more money out of you? And every time you stop at a red light or get caught up in a bit of traffic, you watch that meter tick higher and higher and your ride gets more expensive with every minute.   You’re on edge the whole ride fre...

If you get an email in your inbox tomorrow inviting you to spend $200 on a webinar from John Smith on business success strategies, are you going to sign up?  I’m guessing not. Now if that same email came from Sir Richard Branson, how about it? John Smith might have better content, he might be a better presenter, he might give you more value but… you’ve never heard of him! You’ve got no idea whethe...

‘That all sounds great! So, what’s it going to cost?’ PANIC!  Whenever I heard this question, I used to go into panic mode – I’d freeze up, I’d stumble out something like ‘oh, well, let me take a look at some things and I’ll get back to you…’ – cringe! Then I’d send a proposal in the mail (with a price WAY TOO LOW).  The pricing conversation used to be something I absolutely HATED. I had no idea w...

Do you have a clear pricing strategy?  If the answer is yes, AWESOME, you can skip this episode – you are clearly high above the majority of accounting professionals. If the answer is no… do you ever find yourself working ridiculously hard and not making enough money to show for it? Or do you very often hear your clients say ‘that’s too expensive’. Coincidence?  In fact, let me revise that questio...

Value is a slippery fish.  It’s hard to get hold of. It’s hard to grasp. That is… until you can put a number to it.  Once you can put a number to value, it suddenly becomes clearer. When you can quantify value for the client, they will appreciate what you do much more, and be far more willing to pay you the high price that you deserve.  The thing is, everyone values things differently. Value is su...

You may have heard me say there is no magic formula for value pricing. That’s true. There isn’t. Value pricing is without a doubt the best way to price your services – but it takes time to implement, especially when you’re stuck up on using hourly rates.  But, we CAN break it down into baby steps.  And the first step towards value pricing is to give a fixed price up front. Now for that… there IS a...

First impressions matter!   For business owners, finding a great accounting professional is hard.  There’s so much choice, and it can be difficult to tell who is going to be good and who is going to be awful. So, set your standards high right from the outset.  A bad first impression will scare your clients off in seconds.  You need to make sure every first experience within your business is smooth...

Ever been to McDonald’s? Ever bought a ‘Happy Meal’ for your kids? It’s the perfect package meal – they get some chicken nuggets, chips, maybe some carrot sticks, a juice drink and a small toy, all wrapped up in a cute box with puzzles.  It’s totally perfect for the little ones! Now, if McDonald’s marketed the ‘Happy Meal’ to adults, would you buy that happy meal for yourself? I’m guessing not…  Y...

Value pricing is the superior way of pricing your services, hands down. But… “How do I come up with a value-based price when I don’t know what my client values?” The thing about value is – it’s subjective.  You can’t see it, feel it, or measure it… and everyone values things differently.   “So, how do I work out what each client values?” You need a system.  When you turn up to a client meeting arm...