Episode 24

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

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

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Accounting Voices
Accounting Voices is a senior conversation platform for accounting firm leaders navigating AI, private equity, consolidation, talent pressure and relevance.

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About your host

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Rob Brown

Rob Brown is the founder and host of the Accounting Voices Podcast, the flagship solo show of the Accounting Voices Network. Each episode offers sharp analysis and commentary on the trends, ideas and people shaping the global accounting profession.

Through this Accounting Voices Podcast, Rob helps accounting firm leaders, decision makers and professionals stay relevant and make sense of disruption in areas like AI, automation, M&A, private equity and soft skills beyond the tech. His perspective blends clarity, insight and curiosity, making complex issues relevant and practical for professionals and decision makers across accounting and finance.

He also leads two monthly panel shows, Accounting M&A and Accounting AI, which bring together senior voices to explore consolidation, strategy and the impact of technology on firms and people.

Rob is the author of the bestselling book Build Your Reputation (Wiley) and a TEDx speaker whose talk The Personal Brand of You has more than 400,000 views. Over his career he has hosted and moderated more than 1,000 conversations with accounting and fintech leaders worldwide.

Based in Nottingham UK, Rob is a stroke survivor living with epilepsy, a black belt in kickboxing, a decent chess player and an average player of four musical instruments.