The Price is Right

CPE Available

The topic of pricing has been analysed within an inch of its life and because of that, it makes the topic of pricing as complex as possible. 

There are many experts out there who want to make the subject of pricing into such micro-niche content that it lasts them for an entire career.

This makes pricing for accountants far more complex for the average student, client or person can be expected to understand.

There is very simple pricing methodology which is much more straightforward and common sense based but which is ignored by the profession and seemingly proves hard for professionals to grasp.

In short, pricing has been made overcomplicated.

When pricing any piece of work for a client or prospect, whether we are talking about compliance work, compliance with extra work orders, advisory work, special projects or one-offs, you need only 3 prices.

'The Price is Right' is the collection of my best pricing resources to help you charge the prices you need to build a profitable firm and stop trading time for money once and for all. 

Major Subjects Covered

  • The biggest problem with pricing

  • The downside of using software to aid pricing

  • How to overcome price objection

  • How to best discuss the issue of pricing

Learning Objectives

  • Know how to stay in control of the process of sale from before the first meeting to client sign-up.

  • Spot buying signals and deal with objections in the first meeting and how to react.

  • Understand the perspective of the client and their needs.

  • Put in place the steps to build, prioritise and manage your pipeline

CPE Details

  • Instructional Delivery Method

    Self-study
    (On-demand video training)

  • Field of Study

    Pricing
    for Accounting Practices

  • Program Knowledge Level

    Basic
    Level

  • Prerequisites

    None

  • CPE Hours

    1.0

Meet Martin Bissett

Founder of The Bissett Group

Martin Bissett is the founder of the Bissett Group of companies that provide practice and personal growth communities, content, and continuing education exclusively to the accounting and bookkeeping professions worldwide.

Previously he established a high six-figure consulting firm while serving as a keynote speaker with over 100 one-off and repeat engagements to his name, as well as becoming the most published author on his topics of specialism with 11 books including 1 bestseller.

Since 1998, he has played a major part in working with over 1800 accounting firms in over 40 countries. These projects have led to those firms acquiring over £500m of recurring fees before inflationary increases, referrals and upselling are factored in. He stopped keeping track of this number over 5 years ago.

Martin now advises both accounting practitioners and FinTech companies alike, at board level.  

Course Curriculum

  • 1

    CPE Details

    • CPE Topics and Learning Objectives

  • 2

    Pricing: In Video

    • The Problem with Pricing in a Pandemic

    • Should Your Firm Rely on Technology to Set Your Pricing?

    • What's the Best Way to Price?

    • Review Question #1 (Required for CPE)

    • How to Re-Price Existing Clients

    • How to Overcome Price Objection

    • There Are Only Three Prices You'll Ever Need

    • Review Question #2 (Required for CPE)

    • Frequently Asked Questions: How Do We Best Discuss Pricing?

    • The Bottom Line: Price (1)

    • The Bottom Line: Price (2)

    • New Clients NOW: Communicating Your Value

    • New Clients NOW: The Model for Winning New Fees

    • Review Question #3 (Required for CPE)

    • Live in Paris: The Improvement is Your Value

    • Final Assessment (Required for CPE)

  • 3

    Pricing: PDF Downloads

    • USP Principle: Pricing - There Are Only Three Prices You'll Ever Need

    • I Just Don't Know How to Increase My Fees

    • Practice Growth Checklist

    • The New Client Pipeline Tool

    • Converting Leads into Clients: Preparation before the 2nd Meeting with a Prospect