This is a remote seminar held via the Webinar.net platform, a recording will be made available for up to 12 months, please follow the prompts in your login details email.
This session is from 11:00am - 1:00pm AEST
How accountants price and package services for clients is a much mentioned and often misunderstood topic. Starting with an overview of pricing and packaging basics we go deeper to provide accounting firm owners and managers with the ideas, tools and mindset they need to be able to provide services to each client for a price that is fair for both the client and the firm.
Our experience is that far too often the price is great for the client but does not adequately reflect the value provided by the accountant and does not adequately reward the accountant for that value. This session is designed to change that.
Topics Covered
- What we mean by “pricing and packaging”
- Different models for pricing and packaging:
- Pros and cons of each
- When to use and not use each
- Tips for implementing
- Aligning pricing and packaging with your positioning and brand
- Understanding what it is the client is really buying
- The elements of value and how you might demonstrate them
- The power of self belief
- The dangers of estimates and ranges in pricing
- Empowering your team members to easily price services
- The value of an internal pricelist and what it might look like
- Making it easy for your clients to buy
- Managing expectations and the use of engagement letters
- Managing scope changes – it’s not as hard as you think
- A practical pricing exercise using some live examples
- Dealing with requests for discounts and other pricing objections
- How often should I review client pricing?
- Q & A
Benefits and Learning Outcomes
Participants will come away with a sound understanding of how to successfully price and package services for clients and the confidence to implement the ideas discussed.
Meet Your Speaker, Rob Pillans
For 30 + years Rob has been working in and with accounting firms. He is the founder of Planet Consulting and coaches, mentors, trains and consults to the owners of small to medium accounting firms across Australia. Few if any can match the depth and breadth of his experience in the management of accounting firms. He has worked in five firms – 1 as GM, 2 as CEO and 2 as Finance and Admin Manager and spent 10 years doing client work in both audit and business services.
