Mark Wickersham, value pricing expert, shares with Accounting Influencers host Rob Brown his best tips for better pricing for accountants & bookkeepers... - Accounting Influencers Podcast

Episode 168

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Published on:

19th Aug 2021

Value Pricing Strategies for Accounting Professionals

Mark Wickersham is a Chartered Accountant and a widely published author on practice issues. His first book, Effective Pricing for Accountants, was a number 1 Amazon bestseller. He sold his own accountancy practice in 2006 and now helps accountants and bookkeepers become  more profitable through better systems, better leadership, better pricing strategies, better marketing and being highly proactive (especially in the area of advanced tax planning). Mark is also the Group Chief Executive of AVN, an association of approximately 300 accountants. Selected shownotes:

  • How Covid has changed price conversation for accountants and bookkeepers
  • Reasons some professionals discount their prices in tough times
  • Why some accounting firms actually do better in times of recession
  • How virtual, remote and online communication has affected price conversations
  • Why price is always the first thing prospects look at in a proposal or quote
  • Advice for accountants and bookkeepers can communicate better remotely
  • The importance of keeping people engaged during video conversations
  • Two crucial ways to communicate better on zoom and other non-F2F platforms
  • How accountants can increase opportunities by actually reducing their number of clients
  • Why most accounting firms are too cheap, and thus not as profitable as they could be
  • What might happen if an accountant lost or fired 20% of their clients
  • Why increasing prices in accounting and bookkeeping services doesn't always need to be justified
  • The problems accounting professionals have in communicating the value they create
  • The big mistake accounting firms make with their website when it comes to pricing
  • Two top tips to help accountants and bookkeepers have easier value pricing conversations.

Mark has a passion for teaching and coaching accountants and bookkeepers to be more confident and effective. He runs several live sessions monthly via https://www.wickersham.co.uk. When not working, Mark enjoys cycling and playing guitar from his base in Portugal.

Connect to Mark on LinkedInJoin Mark's Facebook Group

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The Accounting Influencers Podcast, hosted by Rob Brown, is one of the world's leading shows for accounting leaders, professionals, finance specialists, software vendors, tech providers and influencers.

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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.