the Accountants Influencers Podcast with Rob Brown & Martin Bissett on what really works with pricing for accounting professionals, CPAs and bookkeepers - Accounting Influencers Podcast

Episode 24

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Published on:

7th Oct 2021

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

Accounting Influencers Podcast
Host Rob Brown shows accounting professionals and leaders how to be more influential, grow their personal brand and be more authoritative, relevant and high profile in their roles..
The Accounting Influencers Podcast, hosted by Rob Brown, is a must-listen for accounting professionals looking to strengthen their leadership presence, stay informed on disruptive forces in accounting and build credibility within their firms. Geared toward firm leaders, managers, partners and influencers, the show covers key topics like career development, influence, personal branding and interpreting the evolving trends impacting the accounting world. Rob brings his expertise to each episode, offering insights and guidance on how to grow your personal brand and stay strategically important in a rapidly changing profession. Whether you're aiming to influence within your firm or expand your reputation outside of it, this international podcast offers practical advice and forward-thinking insights that will keep you informed and prepared for the future.
Accounting leadership
Executive presence for accountants
Building influence in accounting
Accounting industry trends
Personal branding for accountants
Accounting firm strategy
Accounting business models
Leadership in accounting firms
Talent management in accounting
Authority in accounting profession
Career development for accountants
Accounting firm growth strategies
Influencers in accounting
Accounting firm management
Disruptive forces in accounting
Accounting leadership strategies
Accounting career success
Accounting firm decision-makers
Accounting business trends
Building credibility in accounting

About your host

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Rob Brown

Rob Brown hosts the multiple accounting podcast and chair conferences, panels and events globally for the accounting and fintech profession. He is co-founder of Accounting Influencers Roundtable (AIR) which helps vendors, experts and influencers serve the accounting and finance world. He is a dynamic speaker and accomplished expert on trust, reputation, employer brand, talent, career development, succession, gen z/generations, employee advocacy and executive presence. Rob is author of the bestselling book Build Your Reputation (Wiley) and his TEDx talk ‘The Personal Brand of You’ has been viewed 400,000 times on YouTube. He is a stroke survivor, has epilepsy, is a committed Christian and has a black belt in kickboxing. He is based in Nottingham UK, home of Robin Hood, plays chess and backgammon, loves orange chocolate and is allergic to grapefruit.