The accounting profession is conservative by nature. Yet Peter Drucker said, "Profit comes from risk". This juxtaposition of stability vs. stretching describes the challenge of the accountant to innovate in his practice. Andrew Robertson has created a consultancy for accountants to help them bridge the gap. He starts by creating standard offerings for common services like taxes and financial statements. Then he layers custom advisory services, unique for each customer, to move the relationship … [Read more...]
The Accountant Who Does Not Do Taxes with Barrett Young – 062
Barrett Young is an accountant who founded The Green Abacus in 2012. He has never kept a timesheet, no longer does tax returns, and has never worked for a Big Four Accounting Firm. Barrett served our country as a Marine in the infantry, and he loves to snowboard. Providing Unlimited Access What is the most important thing you can share about pricing? Pricing is personalized. It is elastic. The same thing can be valued by two people at completely different levels. He tells … [Read more...]
The Psychology of Options in Pricing with Mark Wickersham – 061
Mark Wickersham is the #1 Amazon best-selling author of Effective Pricing for Accountants. He ran an accounting practice for seven years and is now a mentor to over 150 accountants in the United Kingdom. He is also an avid cyclist. Price Has Nothing to Do with Cost What is the most important thing you can share about pricing? Pricing has absolutely nothing to do with cost. In the 1990s, he believed you had to price based on time. In 1999, he discovered a better way of doing … [Read more...]
The Funniest Thing About Value Pricing with Greg Kyte – 048
Greg Kyte is a CPA and comedian. He teaches ethics and fraud courses for accountants with a comedic edge at ComedyCPE.com. He is also the G. Robert Newhart Non-Value-Added Fellow at Versage Institute. The Real Context of Value What is the most important thing you can share about pricing? You need to price your services like you know magic. The Labor Theory of Value says that the value of something is equal to the materials and labor it takes to create it. It is a fallacy. … [Read more...]
The Journey from Time to Value with Matthew Burgess – 041
Matthew Burgess is a lawyer who lost a customer when he sent an email at 4:30am on a Sunday. The customer said he wanted Matthew's best work not what remained after exhaustion. This incident started Matthew's quest to find a better way. For the last ten years, he has practicing value pricing at his own firm, View Legal. He shares why the switch is a journey instead of a destination. Value Pricing as a Journey What is the most important thing you can share about pricing? Value … [Read more...]
The State of Value Pricing (Down Under) with Steve Major – 036
Steve Major is a pricing and business consultant from Australia. He started out as a charted accountant (CPA) and then founded a consultancy for accountants called Pricing Power. He grew up on a sheep station (70,000 acres) in Texas, Queensland. He is the host of the Pricing Power podcast and enjoys landscape photography. Switching to Value Pricing What is the most important thing you can share about pricing? Pricing is the most important lever in your business. It has … [Read more...]
An Accountant Learns to Value Price with Josh Zweig – 027
Josh Zweig is a the founder of LiveCA, an online accounting firm in Canada. His goal is to serve his customers from anywhere in the world with only a backpack. Learning to Value Price What is the most important thing you can share about pricing? Pricing is a skill that gets better as you practice. How did you first get exposed to value pricing? He was seeking a better way to price and found a mentor to expose him to value pricing. What is the difference between … [Read more...]
How to Have a Value Conversation with Dan Morris – 023
Dan Morris runs an accounting company and loves to ask, "What if?" He thinks of himself as the rudder to help his customers think strategically. What is the most important thing you can share about pricing? Always remember that whatever the price, the price to the customer has to be less than the value they receive. The price received by the producer has to be more than the psychological and physical cost to the producer. The basics for a good value conversation include … [Read more...]