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How to Price Accounting Services So You Don’t Overwork

Let’s talk about how to price accounting services. Now, I talked to a guy the other day and he said, yeah, I can only onboard one to two clients a month. It turns out he’s working with hedge funds, right? So he’s working with hedge funds, but he’s basically like an admin. He was doing some of the HR docs, doing the payroll.  He literally would go on site multiple days a week. So a lot of you guys, if you cannot onboard more than one person, it’s either a scope issue or a pricing issue. It’s probably both. So we’ll talk a lot about how to price accounting services like that this weekend. One of the biggest things when you talk about this sales script and the sales process is standing up for yourself and getting a little cattle prod or one of those little whips and getting them to work on your terms and not committing to things that you think you need to do because you don’t know that you’re actually providing value. So many people in this room, I’ve seen you’re actually providing value. You’re just not aware of it in your own mind. You haven’t defined it in your own mind. You haven’t communicated to the client, so you’re not willing to say, I’m not working on site, or I’m not going to do these extra reports, or I’m not going to manage the bookkeeper. I’m not going to take on the AP, or whatever the case may be. You haven’t yet learned how to price accounting services to reflect your value. 

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