Rob Brown of the Accountants Influencers Podcast interviews Geraldine Carter on advanced pricing and negotiation strategies for accountants and CPAs - Accounting Influencers Podcast

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Published on:

21st Nov 2021

Pricing Strategies for Accountants and CPAs with Geraldine Carter (Uncut)

On today's bonus UNCUT episode, Rob Brown of the Accountants Influencers Podcast interviews Geraldine Carter on advanced pricing and negotiation strategies for accountants and CPAs. Discover some of the misconceptions accounting professionals have when it comes to pricing, why they are scared to raise their prices and the many benefits of better pricing for accountancy firms.

Geraldine is the founder of She Thinks Big Coaching, where she helps accountants and CPAs get out of the accounting rut. Her clients routinely double their margins in 6 months or less while working fewer hours. With a degree in engineering from Cornell, she is the co-founder and CFO of a company where her cashflow forecasting models resulted in millions of dollars for climate change efforts.

Key takeaways include:

＞ Why pricing is such a contentious subject for accountants and CPAs, and why it shouldn't be

＞ How billing and pricing are not the same thing, and the key problems with hourly timesheets

＞ How an engineering background brings clarity and logic to what can be an emotional subject like pricing

＞ What accountants and CPAs misinterpret when it comes to pricing and value

＞ Different pricing strategies accounting professionals can use in their practice

＞ The concept of 'value' and how to quantify intangibles with accounting clients

＞ A conversational framework to encourage a client to articulate what an accounting service may be worth to them

＞ The benefits for accountants to give their clients levels, menus and options to better price services and outcomes

＞ How accountants can arrive at a client fee from say a $250,000 uplift in their business - the ROI conversation

＞ What CPAs and accountants are really looking for to think and act differently with pricing

＞ How automation can be an accountant's friend or enemy depending on their blend of advisory and compliance services

＞ Thoughts on the various pricing tools available for accountants and CPAs

＞ The benefits of varying finance payment options for accountants providing advisory and project services to clients

＞ Whether compliance work for accountants should be priced differently to hourly billing

＞ Why accountants should NOT be scared of putting up their prices, but what makes them so fearful

＞ Why clients of accountants and CPAs pushback with price increases and how to counter this

＞ Blunt advice for accountants in larger firms who don't have the authority or influence to change pricing approaches

＞ What accounting practices need to do and change with pricing to increase revenues

＞ Helping accountants make the decision to price differently with your best or your worst clients to start with

＞ What happens when CPAs and accountants get better and more confident with pricing

In her free time, Geraldine can be found mountain biking forested trails or running after her two small children in her hometown of Ketchum in Idaho USA.

https://www.linkedin.com/in/geraldine-carter

website: https://www.shethinksbigcoaching.com/aip

PODCAST: https://www.smartstrategyforcpas.com

NOTE TO LISTENERS:

This is a full-length interview (usually 20-30 mins long) from which the highlights show earlier in the week was taken. You can listen to this on a previous episode.

Martin and Rob love to hear from the show's 7000+ listeners in 144 countries around the world. If you like the show, leave a review wherever you listen, and please recommend the show to your friends and colleagues.

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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.