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 ll share with you Phil s story of how he increased his fees from £250,000 to £400,000 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 ve read this book. I ll explain the difference between price sensitivity and value sensitivity . I ll share with you the 1% effect. And I ll 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 s now getting incredible results. As you ll 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. What the world s leading experts say about this book Mark Wickersham has written an important book for the growing number of accountants who choose to compete on value rather than price. This work is another eternal nail in the coffin of both the billable hour and the timesheet. Read the book, implement the strategies, and join the Value Revolution taking place in the professions around the world. Ronald J. Baker Author of Implementing Value Pricing: A Radical Business Model for Professional Firms This is a truly awesome book. Here s why: In 1994 I remember speaking in America saying The way accountants charge by time is the stupidest thing I ve ever come across. Sitting in the audience was Ron Baker, the man many people came to regard as the guru of Value Pricing. We wrote the best selling Firm of the Future together and I told Ron his latest book should have been called, The End of Time . Mark Wickersham has done an amazing job of making that a reality here. This book is brilliantly researched, wonderfully written and it speaks precisely the right language . The almost overwhelming number of examples are stunning and powerful. It would, I suspect, be impossible to read this book and not see your revenues, profits, self-esteem and reputation grow dramatically. This is one of the most valuable contributions to the Profession I ve ever come across. Paul Dunn, Author of The Firm of the Future Stunning... Mark is without doubt the UK s leading thinker when it comes to helping accountants transform their results from pricing in a different way. Everything he covers is proven, based on what he has seen work in the profession, and practical Steve Pipe, FCA
About the Author
The most sought after profit improvement expert 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. Mark is passionate about this great accounting profession. He believes that we have the power to make a profound difference to the lives of our clients and in return accountants should be very richly rewarded. Unfortunately the reality is very different; benchmarking studies show over half of accounting firms are actually making a true economic loss. Mark wants to CHANGE that. Find out how YOU can make more money He is passionate about the accounting profession and helping accountants to become much more profitable. He believes every firm including you has the potential to double profits using the 7-step Fastest Way To Double Your Profits formula. He also strongly believes that the old business model (the way accountants are taught to run accounting firms) is not only commercially stupid, but UNETHICAL. We owe it to our clients to change our focus. This is something Mark learned the hard way. Don t make the same BIG mistake Mark made Mark started his own accounting firm in 1996 and made dozens of stupid mistakes in the first 2 years. Mistakes that had disastrous consequences on his profits and cash balances. But in November 1999 all that changed. With help from Steve Pipe, Michael Gerber, Paul Dunn and Ron Baker he created the 7-step Fastest Way To Double Your Profits formula. Not only did this completely transform the profits of his own accounting firm (which enabled him to sell it in a management buy-out a few years later), it has helped 100s of UK Accounting firms. For example... Phil Bessant (a sole practitioner in Newport) recently wrote, Wow! I ve added over £100,000 to my fees (which will all be extra profit) in just a few short months by following the step-by-step advice and systems in Mark s Effective Pricing for Accountants programme. And it was so easy to do. And Phil Ellerby (a sole practitioner in Leeds) wrote, Mark s simple step-by-step guide... has increased my GRF by 400% in just 2 years, earning me over £220k. This 7-step formula is transforming accounting firms. Number 1 bestselling author Mark is also a widely published author on practice issues. In May 2011 his book, Effective Pricing for Accountants , was a number 1 Amazon bestseller. He has also co-authored Your Blueprint for a Better Tax Practice and Your Blueprint for a Better Accountancy Practice , both of which have been widely acclaimed. Mark has over 100 recommendations from accountants on LinkedIn; CONNECT with him on LinkedIn to get access to free resources Mark has created for accountants in practice.
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