Effective Pricing for Accountants: A practical guide to pricing your accountancy services for maximum profit - Softcover

Wickersham, Mark

Softcover

ISBN 10: 1916483402 ISBN 13: 9781916483408

Publisher: Mark Wickersham, 2014

Synopsis

The easiest way to make more money is simple... get the price right. It's also the fastest way of transforming your profits. If you put your prices up by 10% the impact is immediate. The firms I work with are getting some incredible results from changing the way they price. For example, in this book I will share with you Phils story of how he increased his fees from £250,000 to £400,00 in less than a year just by changing one thing. The big problems which are holding many accountants back include: - A common misconception that clients are price sensitive - A lack of confidence in pricing, and - A lack of knowledge and systems of how to price in the most profitable way. None of these problems will be an obstacle to you once you have read this book. I will explain the difference between 'price sensitivity' and 'value sensitivity'. I will share with you the 1% effect. And I will share with you a 7-step formula you can apply to every pricing engagement. Accountants like Phil didn't let these obstacles get in his way and he is now getting incredible results. As you will see when you read this book, the evidence is clear: - The market does not set prices; firms do - In other words, prices are a choice made by practitioners - Some firms are much better at making pricing choices than others - The way firms make those pricing choices has a fundamental impact on their profitability and success - By studying how the most successful firms price other practices can transform their results. Time and time again we see firms that fully understand value pricing (and that doesn't mean simply giving a fixed price in advance of doing the work) get superior results. There are many great books on pricing theory. What I wanted to do in this book is focus on making everything relevant to accountants and as practical as possible I wanted to make it as easy as possible for you to take the ideas and do something with them. About this second edition Although the first edition hit the number 1 spot on Amazon in the Business Books category, I always felt it was missing something. This second edition contains 4 brand-new chapters: - "Chapter 1 - What's at stake" gives the whole book some context by exploring the great opportunity - "Chapter 2 - The old model is unethical.... or at least commercially stupid" gives me the opportunity to rant about something I feel very strongly about; the stupidity of the old model. Something I naively followed when I first set up my accounting firm back in 1996. I hope this book helps you to avoid this same stupidity. - "Chapter 18 - The perception of value" contains some powerful thoughts on the use of language and builds on a chapter from the first book where I talk about the value equation. - "Chapter 19 - The 7-step 'Fastest Way To Double Your Profits' formula" pulls everything together into a practical framework you can use to price any engagement. I hope you enjoy reading this book, and most importantly, I hope you take some action. And when you get great results please, please tell me all about your successes. You never know, you might appear in the next edition of the book!

About this title

About the Author

Mark Wickersham - Chartered Accountant, public speaker and #1 best-selling author - is known as the most sought-after profit improvement expert in the accounting community. He is famous for helping accounting firms double their profits in less than 18 months without having to work harder or do any uncomfortable marketing.

Edition details

• Publisher: Mark Wickersham
• Publication date: 2014
• ISBN 10: 1916483402
• ISBN 13: 9781916483408
• Binding: Paperback
• Language: English
• Edition number: 2
• Number of pages: 184