Value Pricing for Accounting Professionals: A Complete Guide for Accountants and Bookkeepers to Find the Right Clients and Increase Profitability

ISBN-13: 9781398605374 / Angielski / Miękka / 2022 / 256 str.

Mark Wickersham

Opis

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

Recenzje

"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

Spis treści

• • 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

O autorze

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.