Episode 24

Here's What Works on Pricing - How Accountants Steal From Themselves

Published on: 7th October, 2021

Episode 24. In today's news episode, the Accountants Influencers Podcast with Rob Brown & Martin Bissett on what really works with pricing for accounting professionals, CPAs and bookkeepers.

Key shownotes from the whole interview include:

➩ What 23 years in the accounting profession as a consultant does for 1800 firms and the acquisition of almost £500m of new growth

➩ Two reasons why pricing is the number one topic that most accountants and CPAs struggle with

➩ Why any challenge to price results in an immediate climb-down for the majority of accountants

➩ The role of pricing behaviour, mindset and confidence in effective pricing for accountants and CPAs

➩ The power of asking questions for accountants before issuing prices to clients

➩ The psychology behind the phrase 'people buy certainty'

➩ The only three prices accountants need for any kind of work, proposal or project they undertake

➩ The starting point for any price negotiation and why accountants need this first

➩ Why market conditions should never dictate what accountants and CPAs charge for their services

➩ How to factor in profitability and gross margin to any pricing calculations for accounting clients

➩ The ultimate price that requires the most guts, chutzpah and resolve for accounting professionals

➩ The rules for how these three prices work together so accountants can be confident in negotiations

➩ The golden rule for accountants in all pricing and value based conversations

➩ Two examples of value that accountants can receive in return for any pricing concessions

NOTE TO LISTENERS:

Martin and Rob love to hear from the show's 5000+ listeners in 136 countries around the world. If you have any questions, suggestions, comments or success stories, just type sayhi.chat/aip into your browser and leave us a quick and easy voice message. We may just feature you on the show!

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About the Podcast

Accounting Voices Podcast
Accounting Voices helps people in the accounting world stay relevant visible and vocal. Host Rob Brown interprets trends reshaping the profession and gives listeners insight to build authority influence and a stronger voice in firms and markets.
Accounting Voices, hosted by Rob Brown, helps decision makers and leaders in accounting and finance stay relevant, visible and vocal in a profession being reshaped by technology, private equity, regulation and shifting client expectations. Each episode interprets the trends disrupting accounting and finance such as AI, automation, M&A, talent and the move to advisory and translates them into practical insight that strengthens authority and influence.
Accounting Voices is also a platform for the wider ecosystem of networks, associations, educators, consultants, software vendors and technology experts who serve accountants and finance professionals worldwide. It extends into regular Accounting Voices networking sessions that connect this audience and amplify ideas that move the profession forward. With its international reach and long shelf life the show delivers credibility and commercial value for listeners and sponsors alike. Search for "Accounting Voices" on YouTube for all episodes and connect with Rob Brown on LinkedIn to find out more: https://www.linkedin.com/in/therobbrown

About your host

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Rob Brown

ob Brown is the creator and host of the Accounting Voices Network, a media platform that includes the flagship solo podcast Accounting Voices and the panel shows Accounting M&A and Accounting Tech. He chairs conferences, panels and virtual events worldwide and is recognised as a leading advocate for the accounting profession.

He is an accomplished speaker and authority on trust, reputation, employer brand, talent, succession, executive presence and the forces shaping the future of accounting. Rob is the author of the bestselling book Build Your Reputation (Wiley) and his TEDx talk The Personal Brand of You has been viewed more than 400,000 times.

A former co-founder of the Accounting Influencers Roundtable, Rob now focuses on amplifying the voices of leaders, firms, networks, vendors and influencers across the global accounting ecosystem.

Outside of work he is a stroke survivor, lives with epilepsy, holds a black belt in kickboxing and is based in Nottingham, UK. He plays chess and backgammon, loves orange chocolate and is allergic to grapefruit.