Results-Driven Pricing Method for the Entrepreneurial Accountant
Secure Better Clients. Make Higher Profits. Do Less Work for More Money.
If you want to increase the value of your firm, start by aligning the price you charge with the results you deliver. This guide will help you differentiate your firm, attract quality clients, and earn premium fees by positioning yourself as a results-driven partner rather than just another accountant.
The Client Mindset: What They Love and What They Hate
What Clients Hate:
- Ambiguity: They don’t want to be unsure about what it is you are delivering and for what price.
- Complexity: If it’s too complex, they’ll tune out.
- Commoditization: Clients don’t want a generic service; they want tailored results that matter to their business.
What Clients Love:
- Opportunities to make or save more money.
- Solutions that reduce their time investment.
- Strategies that lower their risks.
- Results that transform problems into successful outcomes.
Value-Based Pricing: The Key to Premium Fees
Don’t let your qualifications, slick marketing materials, or low fees be your pitch. Your clients expect you to be qualified and professional. What will impress them is your ability to deliver tangible results that improve their bottom line. Here’s how to demonstrate value:
- Find and show opportunities to save or make money.
- Highlight time-saving strategies that let them work less.
- Provide risk reduction plans to protect their business.
- Turn problems into successful outcomes that build trust and long-term relationships.
Build Long-Term Value, Not One-Off Fees
Adopting results-based pricing helps you:
- Build monthly recurring revenues rather than relying on hourly billing.
- Avoid ad hoc, low-value work that leads to burnout.
- Focus on entrepreneurial clients who value long-term relationships, not just tax return services.
The Pitfalls of Hourly Billing
Hourly billing is outdated and full of inefficiencies:
- Team members may fudge hours, leading to internal conflicts.
- Clients experience bill-shock, not understanding the value delivered.
- You spend more time tracking hours than improving your processes.
- Write-offs become a complex decision-making process, wasting partner time and resources.
Results-driven pricing eliminates these challenges, allowing you to focus on delivering expertise—not time.
A Results-Driven Process for Success
Stage 1: Qualify & Scope (Initial Meeting)
- Qualify your prospect: Not every client is a good fit. Be selective to avoid being a jack of all trades.
- Understand their business and tax affairs: The better you know their situation, the more tailored your solution can be.
- Determine the scope: How many entities are involved? What services are needed?
Stage 2: Deliver Tangible Results (Follow-up Meeting)
- Demonstrate the results you’ll deliver: Be specific—show them how much you can save in taxes or the improvements you’ll make to their financial health.
- Walk through your proposal: Don’t just email it. Meet in person or online, explain the scope and services in detail, and tackle objections head-on.
- Focus on outcomes: Keep the conversation centered around the tangible benefits you’re delivering.
The Results You Deliver Matter
Monetary Results: Saving money, increasing profits, or helping them afford the things they want. Time Results: Helping them work less or focus on their business. Emotional Results: Reducing stress, building trust, and creating peace of mind.
Leverage Systems, Build Expertise, and Avoid Low-Value Work
To achieve long-term success, implement systems and processes that:
- Avoid low-value work for clients who don’t appreciate it.
- Position your firm as a niche expert, not a generalist. Expertise commands higher fees.
- Recognize that simply raising prices without communicating value will not bring success.
Your Next Steps
By following this results-driven pricing method, you’ll secure better clients, increase profits, and elevate the value of your firm. Use this guide to position your firm for premium fees and long-term success.
