Accounting Influencers Roundtable


Why They Didn’t Buy Part 8 – You Can’t Price Properly

BONUS: a short bonus episode from the client’s perspective – “Why They Didn’t Buy Part 8 – You Can’t Price Properly.” Great CPE or CPD for accountants with tips on how to be more confident and effective with their pricing.

Key takeaways from this episode include:

✓ why an accountant never wins a new business client or deal because they are the cheapest

✓ what happens when an accounting professional is unsure how to price a deal or engagement

✓ the difference for accountants between a quote and a proposal when trying to win new clients

✓ a recap on the ‘magic of 3’ tiered or menu pricing approach used by many accountants

✓ the problems with menu based pricing when accounting clients ask for something specific

✓ what a ‘hand on heart’ price looks like for accountants pitching for new work

✓ when a pricing conversation or negotiation collapses between accounting practitioners and potential new clients

✓ the dangers for an accountant of trying to automate every aspect of the quoting and pricing process for prospects

✓ why checklists do not work for accountants who are trying to build relationships when they sell

✓ what comparing dating with attracting new clients looks like for accounting professionals


The Accounting Influencers Podcast is a CPE-accredited daily radio-style show with four segments coming out every Monday which are repeated on the other 4 weekdays as standalone episodes, plus a bonus ‘from the client’s perspective’ episode on Saturdays. On Sundays, listeners get a short min trailer for the coming week’s episodes.

Every Tuesday the show gives you a relevant news topic from the accounting and fintech world with a direct application to accountants, CPAs and bookkeepers. Great to stay informed and build your commercial acumen.

Every Wednesday and Friday, we feature an uncut interview with top authors, leaders, thinkers and performers in the accounting and fintech world.

Every Thursday the show gives you a practical ‘here’s what works’ tips concerning a key challenge, need or strategy for accountants, CPAs and bookkeepers. Great to stay current and keep your skills topped up.

Finally, every Saturday gives listeners a bonus episode which focuses on the buyers of accounting services – the clients themselves. In particular how they feel, react to and experience their interactions with accountants. That includes why they buy or don’t buy, why they move or stay and why they think how they think about you, your firm, your prices and your offerings.

Martin and Rob love to hear from the show’s 20,000 unique listeners in 144 countries around the world. If you like the show, leave a review wherever you listen, and please recommend the show to your friends and colleagues.