Mark Wickersham

A Practical Approach to Value Pricing: A proven pricing system for accounting and bookkeeping firms We live in exciting times! Technology is moving at an incredible rate and automating much of what accountants and bookkeepers have traditionally done. And whilst that might be scary, it opens up many opportunities to add more value to clients. However, it is more critical than ever before to change our pricing models. As technology automates data entry and compliance work when we cling to the… Exibir mais

A Practical Approach to Value Pricing: A proven pricing system for accounting and bookkeeping firms We live in exciting times! Technology is moving at an incredible rate and automating much of what accountants and bookkeepers have traditionally done. And whilst that might be scary, it opens up many opportunities to add more value to clients. However, it is more critical than ever before to change our pricing models. As technology automates data entry and compliance work when we cling to the old-fashioned time-based method of pricing we will see significant downward pressure on price. Simply put, time-based billing is no longer sustainable. We must switch to value pricing. The trouble is, value pricing is hard. It s hard because value is subjective. And to make things worse, every client values things differently. To make the successful transition to value pricing we need a system. And that s what this book gives you. A 7-step formula you can use to price anything and get better results. Not only is this book highly practical, it is inspiring too. That s because it is backed up by dozens of stories from accountants and bookkeepers around the world explaining how they have made the transition to value pricing and the results they are getting. Exibir menos

How to build a successful bookkeeping business: The essential guide for bookkeepers in the new cloud economy Research shows that very soon 95% of what bookkeepers do will be automated. Technology is replacing the bookkeeper. That s scary! It s also a big opportunity for the forward-thinking bookkeeper. But to grasp that opportunity two things must happen: 1. You have to add more value to clients than ever before, and 2. It is more critical than ever before to change our pricing models. This is… Exibir mais

How to build a successful bookkeeping business: The essential guide for bookkeepers in the new cloud economy Research shows that very soon 95% of what bookkeepers do will be automated. Technology is replacing the bookkeeper. That s scary! It s also a big opportunity for the forward-thinking bookkeeper. But to grasp that opportunity two things must happen: 1. You have to add more value to clients than ever before, and 2. It is more critical than ever before to change our pricing models. This is what you will learn in this book... Part one Your profit formula What really drives your profit? Marketing strategy Pricing strategy Part two The reason your pricing is wrong Busting the myths The 3 big mistakes How do you price bookkeeping the right way? Your pricing system What are the secret strategies the expert pricers use? What if the books are a complete mess? Part three Why you must go beyond the books The need for change Part four The 7 most powerful ways to win new clients How to differentiate your business Rapid list building The top marketing methods for bookkeepers Part five The cloud revolution is here How to price cloud set up. Exibir menos

Are you looking for a roadmap for growing a small business? Are you looking to start a business and want to know how to generate sales?

If you want to know how to grow a business, how to be brilliant at marketing and how to make more money then this book will give you a roadmap for doing exactly that. This book will tell you:
• The critical numbers every business owner must know
• How to get more customers
• How to sell more by converting more leads into sales
• How do you… Exibir mais

Are you looking for a roadmap for growing a small business? Are you looking to start a business and want to know how to generate sales?

If you want to know how to grow a business, how to be brilliant at marketing and how to make more money then this book will give you a roadmap for doing exactly that. This book will tell you:
• The critical numbers every business owner must know
• How to get more customers
• How to sell more by converting more leads into sales
• How do you convince people to buy from you?
• How to become better at explaining why people should buy from you
• How to get your customers to buy more from you
• How to get your customers to buy more often
• How to get your customers to remain customers for longer
• How to use price to transform your profits
• The importance of understanding your “magic price”
• How to adjust prices to match different customer values
• How to make business growth automatic
• How to get exponential growth
• And finally… The most powerful thing you can do to grow your business


The book is jam packed with simple yet powerful business ideas; simple ideas that really work for entrepreneurs.
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The key research-proven things that every practice that really cares about its clients, reputation and future must do.

The easiest way to make more money is simple… get the price right.

It’s also the fastest way of transforming your profits. If you put your prices up by 10% the impact is immediate.

The firms I work with are getting some incredible results from changing the way they price. For example, in this book I’ll share with you Phil’s story of how he increased his fees from £250,000 to £400,000 in less than a year just by changing one thing.

The big problems which are holding many… Exibir mais

The easiest way to make more money is simple… get the price right.

It’s also the fastest way of transforming your profits. If you put your prices up by 10% the impact is immediate.

The firms I work with are getting some incredible results from changing the way they price. For example, in this book I’ll share with you Phil’s story of how he increased his fees from £250,000 to £400,000 in less than a year just by changing one thing.

The big problems which are holding many accountants back include:
• A common misconception that clients are price sensitive,
• A lack of confidence in pricing, and
• A lack of knowledge and systems of how to price in the most profitable way.

None of these problems will be an obstacle to you once you’ve read this book. I’ll explain the difference between ‘price sensitivity’ and ‘value sensitivity’. I’ll share with you the 1% effect. And I’ll share with you a 7-step formula you can apply to every pricing engagement.

Accountants like Phil didn’t let these obstacles get in his way and he’s now getting incredible results.

As you’ll see when you read this book, the evidence is clear:
• The market does not set prices; firms do.
• In other words, prices are a choice made by practitioners.
• Some firms are much better at making pricing choices than others.
• The way firms make those pricing choices has a fundamental impact on their profitability and success.
• By studying how the most successful firms price other practices can transform their results.

Time and time again we see firms that fully understand value pricing (and that doesn’t mean simply giving a fixed price in advance of doing the work) get superior results.

There are many great books on pricing theory. What I wanted to do in this book is focus on making everything relevant to accountants and as practical as possible. I wanted to make it as easy as possible for you to take the ideas and do something with them. Exibir menos

A survey of best practice across 180 UK accounting practices