Shows
The WealthTech PodcastCreating the Owner's Manual for Your Family | Josh Kanter, leafplannerWhat if your family had an owner’s manual?In the latest episode of The WealthTech Podcast, we sit down with Josh Kanter—family wealth executive turned fintech founder of leafplanner—to explore the personal story that inspired him to build a tool that helps families preserve and share critical knowledge across generations.Josh shares:✅ Why information—not just data—is the missing piece in wealth transfer✅ How leafplanner helps families prepare for succession, not just react to it✅ What advisors need to know about delivering true “family office services”✅ The role of tr...
2025-08-2037 minThe WealthTech PodcastYou Can’t Out-Software Bad Processes: Building a Smarter Family Office | Ray DiNunzio, TOS AdvisorsIn this episode of The WealthTech Podcast, host Mark Wickersham welcomes Ray DiNunzio, Partner at TOS Advisors, for an in-depth conversation on how family offices can radically improve operational efficiency through technology and intentional design.Ray shares the origin story of TOS Advisors and how his experience building TOS Advisors led to a bold realization: most family offices are overburdened by administrative complexity, poor process design, and underwhelming tech stacks. Drawing inspiration from exponential organizations and Silicon Valley principles, Ray and his team reimagined what a high-performing family office could look like—with fewer people, less friction, an...
2025-08-0657 minThe WealthTech PodcastFrom Friction to Function: Building Private Markets Infrastructure | Rafay Farooqui, SUBSCRIBEIn this episode of The WealthTech Podcast, host Mark Wickersham sits down with Rafay Farooqui, Founder & CEO of SUBSCRIBE, to explore how his company is transforming the infrastructure of private markets. Rafay shares how SUBSCRIBE is streamlining investor onboarding to private funds through its innovative “investor passport” and end-to-end workflow platform to tackle the long-standing friction in alternative investment operations.The conversation dives into the evolution of automation and digitization in private markets, the role of AI in WealthTech, and Rafay’s journey as a serial entrepreneur. If you’ve ever struggled with the operational complexity of alternat...
2025-07-2435 minThe WealthTech PodcastModernizing Family Offices: Data, AI & the Path Forward | Chris Dickson, RSM US LLP Family Office AdvisoryIn this episode of The WealthTech Podcast, host Mark Wickersham talks with Chris Dickson, National Senior Manager at RSM Family Office Enterprise Advisory. We dive deep into how family offices can evolve their data, technology, and operating models for the modern age.🎯 Chris shares a front-line perspective on:Why family offices must treat data as infrastructure, not just reportingHow to modernize legacy systems without losing institutional knowledgeWhere AI fits into the data conversation—and where it doesn’tWhy selecting the right source systems is more important than everThe critical role of d...
2025-07-1051 minThe WealthTech PodcastUsing the Force (of your CRM): How Advisors Can Master Their Data | Sue Cheema, Elite Consulting PartnersIn this episode of The WealthTech Podcast, host Mark Wickersham sits down with Sue Cheema, Chief Information Officer at Elite Consulting Partners. Sue is know of a Jedi Master of the CRM. Sue shares her years of experience in working with Advisors to optimize important application. Together they discuss:Common Technology Issues and Mistakes Firms MakeCRM Data ManagementThe 7 Keys Pillars to a CRMHow AI is impacting the advisor tech stackHow Advisors can use technology to better communicate with their clientsCRM Tech TrendsThree Questions That Have Nothing to Do with WealthTech (or CRMs) 🎥 Watch on YouTube: https://youtu.be/th...
2025-06-2738 minThe WealthTech PodcastFrustration to Innovation: Fixing Family Office Software | Alex Lin SumIt In this episode of The WealthTech Podcast, host Mark Wickersham sits down with Alexandre Lin, Co-Founder and CEO of SumIt. Alex created SumIt from his experience in working within his family business and the short comings he had with the accounting tools available. Together, they discuss: · Alex’s founder journey · The importance of building software specifically for family offices · Why retail software fall short for family offices · The impact AI is having on technology and staffing · And what the future holds for the industry 🎥 Watch on YouTube: https://youtu.be/gzoc-5ZzAooAbout...
2025-06-1639 minThe WealthTech PodcastM & A Minefields: What Advisors Miss in Tech Integrations | Linda BreadyWhat really happens when advisory firms merge—and the tech doesn’t play nice?In this episode of The WealthTech Podcast, Mark Wickersham sits down with Linda Bready for a candid conversation about the real-world challenges advisors face during M&A activity and post-deal integration. With decades of experience navigating complex tech ecosystems, Linda shares her frontline perspective on why so many integrations fail—and what advisors need to know to avoid the common pitfalls.The discussion dives into the cost of poor data, the disconnect between executive vision and operational reality, and the ov...
2025-06-0945 min
The Value Pricing PodcastEssential AI Prompts to Boost ProductivityWant to reclaim 5+ hours a week and boost your team’s productivity with AI? In this episode, Mark shares the essential prompt templates that I use every single day to systemise work and drive results—fast. Discover how to build your own prompt library, the tools to organize it, and practical examples that save serious time. We’ll also explore how to get more consistent, high-quality outputs with tips for writing better prompts. Whether you’re an accountant, a firm owner, or just want to get more done with less, this is one episo...
2025-05-2643 minThe WealthTech PodcastWhat the Data Says: WealthTech Spending Trends Survey Insights | Chris Bendtsen, CelentTurning Data into Direction: WealthTech Survey Insights with Chris BendtsenIn this episode of The WealthTech Podcast, Mark Wickersham sits down with Chris Bendtsen, Senior Analysts Wealth Technology at Celent, to dig into their latest wealth management technology survey. It's always get exciting when there’s real data behind the conversation—and Chris brings just that. We unpack what firms are actually prioritizing when it comes to technology, where client experience is headed, and what the leading firms are thinking about data integration, automation, and AI. Chris also shares some surprising trends about how f...
2025-05-1926 min
The Strategic Bookkeeper PodcastThe Strategic Bookkeeper - EP115 - End-to-End AI: Elevate your Practice with Mark WickershamThink AI’s too hard, too techy, or “not for bookkeepers”? Think again. 🤖In this week’s episode, Jeannie chats with one of the best in the business — Mark Wickersham — global pricing expert, best-selling author, and now, a total AI powerhouse.Join Jeannie and Mark as they dive into how bookkeepers can:✅ Use ChatGPT to simplify advisory✅ Build pricing that reflects your real value✅ Systemise your marketing, onboarding, and more — in minutes✅ Have better conversations that actually convert clients✨ Mark’s work changed Jeannie’s business years ago — and this e...
2025-05-1526 minThe WealthTech PodcastAI, Big Data and the Upcoming WealthTech Revolution | Doug Fritz & Michael Perez, F2 StrategyIn this episode of The WealthTech Podcast, host Mark Wickersham sits down with Doug Fritz and Michael Perez of F2 Strategy. They explore how AI has moved from hype to real-world adoption, particularly in areas like automated note-taking, client communications, and document processing. The discussion also highlights the increasing role of AI agents and the operational efficiencies they unlock. Michael shares how family offices are modernizing from paper-heavy processes to sophisticated digital platforms—driven largely by next-gen expectations and a need for transparency. Other topics include: Navigating the best-of-breed vs. comprehensive tech stack debateThe critical importance of i...
2025-05-0850 minThe WealthTech PodcastOptimizing Alts Data Management | Ryan Eisenman & Kelly Moore, ArchIn this episode of The WealthTech Podcast, host Mark Wickersham welcomes Ryan Eisenman, Co-Founder & CEO of Arch, and Kelly Moore, Executive Director and Head of Strategic Accounts at Arch. Together, they explore how technology is transforming wealth management operations, enhancing efficiency, and redefining how firms manage alternative investments.Ryan and Kelly share insights into the challenges family offices and wealth managers face when tracking and organizing private investments. They discuss how automation and digital tools can streamline complex reporting, reduce administrative burdens, and improve transparency for clients. Additionally, they highlight key trends shaping the industry, including the...
2025-04-2842 minThe WealthTech PodcastFamily Wealth Dynamics & Corporate Culture | Whitney Kenter, Glowe ConnectiveOn this episode of The WealthTech Podcast, host Mark Wickersham sits down with Whitney Kenter of Glowe Connective to explore the human side of wealth management and family dynamics. Whitney brings decades of experience from her career in wealth management, where she honed her focus on family dynamics, communication, and generational differences. In this candid conversation, she explains how her work evolved from traditional financial planning to addressing the real challenges faced by families navigating significant wealth transitions.Whitney discusses how shifting demographics with millennials and Gen Z (now making up nearly 70% of the workforce) are reshaping...
2025-04-1531 minThe WealthTech PodcastDemocratizing Alternatives for Family Offices | Jacob Miller, OptoJacob Miller, Co-Founder Opto Investments, discusses with Mark Wickersham, Host of The WealthTech Podcast, the evolving landscape of private markets and the democratization of alternative investments for wealth managers.Drawing on his extensive background in finance—from his time at Bridgewater to co-founding Opto—Jacob thoughtfully lays out how technology is transforming the traditional world of private markets, making them more accessible and efficient. The conversation highlights the critical role of data integration, streamlined workflows, and artificial intelligence in overcoming longstanding operational friction that alternative investments causes family offices. Jacob discusses the founding journey of Opto...
2025-04-0739 minThe WealthTech PodcastMaking Marketing Personal at Scale | April RudinIn this episode, Mark Wickersham sits down with April Rudin, the founder and CEO of The Rudin Group, to discuss the importance of modernizing financial services brands to appeal to younger generations. April shares her journey of starting the Rudin Group in 2008 during the financial crisis and how she saw a market opportunity to help firms modernize their brands.Throughout the conversation, April highlights key trends for 2025, including the need for personalization over mass appeal and leveraging technology as a revenue generator. She emphasizes the importance of viewing technology and marketing as strategic assets that require substantial...
2025-03-2539 min
The Abundant Accountant: Leads, Sales & Business Growth for Accounting, Tax and Bookkeeping ProfessionalsWhat Every Accountant Needs To Know About Value Pricing With Mark WickershamUnlock the secrets to profitable pricing with value pricing. Mark Wickersham, founder of Value Pricing Academy, joins Michelle Weinstein to dive into how value pricing can transform your accounting practice. Tired of undercharging and overworking? Mark reveals how to implement tiered pricing, master the art of communicating your value, and finally build a more profitable and fulfilling career. Take the first step toward transforming your pricing strategy—start applying value pricing today!
2025-03-1555 minThe WealthTech PodcastCybersecurity for Family Offices | Tony Gebely, Annapruna CybersecurityCybersecurity for Family Offices: Protecting Wealth in the Digital AgeIn this episode of The WealthTech Podcast, host Mark Wickersham sits down with Tony Gebely, founder of Annapurna Cybersecurity Advisors to discuss the critical cybersecurity challenges facing family offices and ultra-high-net-worth families. Key Topics Covered: Why family offices are prime targets for cyber threatsThe biggest cybersecurity mistakes that families makeHow to build a comprehensive cybersecurity programThe importance of vendor risk management and third-party oversightAI-driven cyber threats – deep fakes, phishing scams, and moreHow families can stay proactive and adopt best secu...
2025-03-1032 minThe WealthTech PodcastNavigating Family Office Tech: Innovation & Change, ft. Rick Higgins & Carl KnechtIn this episode of The WealthTech podcast, host Mark Wickersham discusses with Rick Higgins and Carl Knecht the evolving technology landscape in the family wealth space. They explore key topics such as the importance of iterative technology adoption, the best-of-breed vs. all-in-one approach, and common mistakes firms make when upgrading their tech stacks.The discussion highlights challenges like data integration, cybersecurity, and change management, while offering practical insights on reporting strategies, vendor selection, and outsourcing. They also touch on emerging trends in AI and machine learning, emphasizing the need for data readiness to leverage AI-driven insights in...
2025-02-1435 minThe WealthTech PodcastGlobal Family Office Insights with Stephen Harris, Family Wealth ReportIn this episode, Mark Wickersham discusses with Stephen Harris:Introduction and overview of the Family Wealth ReportThe Importance of Industry AwardsRegional Differences in Family Offices across the GlobeTechnology Adoption by RegionFamily Office Struggles with Talent Acquisition & RetentionThe Future of Family Offices and the Impact of Next GenWill Arsenal win it allAbout Stephen HarrisStephen Harris is the founder and Chief Executive Officer of ClearView Financial Media, which was established in 2004. Under his leadership, ClearView has become a prominent publisher in the global wealth management industry, producing regional focused publications including WealthBriefing, Family W...
2025-01-2838 minThe WealthTech PodcastFamily Office Data Insights & Trends | Russ D’Argento, FINTRXIn this episode, Mark Wickersham discusses with Russ D’Argento:Introduction and overview of FINTRXAre Family Office less insular since COVIDFounder’s journeyLatest Data InsightsSize and growth of family office marketsInvestment and technology trends being driven by next genHow being a college athlete impacted his careerWill the Red Sox ever be good again 🎥 Watch on YouTubeAbout Russ D’ArgentoRuss D’Argento is the Founder & CEO of FINTRX, a leading data intelligence platform for the wealth management and investment landscapes. With a passion for connecting professionals to actionable insights, Russ has grown FINTRX...
2025-01-0234 minThe WealthTech PodcastThe Family Office Project: People, Process, and Technology | Jon CarrollIn this episode of The WealthTech Podcast, host Mark Wickersham reconnects with industry veteran Jon Carroll, former CEO & founder at Family Office Metrics and now with Jon Carroll & Family. Jon is a longtime leader in the family office space.Together, they explore:The launch of The Family Office Project and Jon’s mission to give back to the community through shared knowledge and content.How family offices can best leverage consulting and outsourcing to strengthen operations and focus on their core strengths.Why benchmarking, compensation, and KPIs matter for long-term sustainability.The gr...
2024-12-1344 min
The Value Pricing PodcastAre You a Nosey Parker? With Will KintishAre you ready to transform the way you network and elevate your business relationships? In this episode, Mark Wickersham sits down with networking expert Will Kintish to uncover the secrets of confident networking. Learn how to overcome fears, ask the right questions, and identify the six types of groups in any room. Whether you're an introvert or a seasoned pro, this conversation is packed with practical tips and lightbulb moments that will change how you connect with others.
2024-12-0255 minThe WealthTech PodcastTech Selection & Implementation Best Practices for Family Offices | Erin HulseIn this episode, Mark Wickersham discusses with Erin Hulse, CEO & Founder of Deviate Consulting:Founder’s JourneySoftware Selection ProcessImportance of Use Cases when evaluating technologySales Process vs Product FitAll-in-one vs Best of BreedHow firms can better prepare for technologyIncreasing the odds of success with tech implementationsFamily Offices love of Excel and QuickBooksFavorite Travel Locations 🎥 Watch on YouTubeAbout Erin HulseErin Hulse is the Founder of Deviate Consulting, which focuses on software selection, implementation, and accounting services for single and multi-family offices. Erin works with family office organizations such as Fami...
2024-11-1937 minThe WealthTech PodcastDigital Client Engagement and Transformation for Family Offices: Featuring Bill Wyman of SummitasMark Wickersham sits down with Bill Wyman, President of Summitas to discuss digital engagement and transformation for family offices, covering the following topics:Keys to Client Digital AdoptionTop Three Digital Engagement Issues Firms Are Looking to SolveAll-In-One vs. Best in BreedCommon Technology Mistakes Family Offices MakeClient Digital Engagement Adoption & Change ManagementDigital Experience Expectations of the Next GenerationCurrent Technology TrendsBill’s Favorite Travel LocationsAbout Bill WymanBill Wyman is President of Summitas. Bill joined Summitas in 2010 and has over forty years experience working with family offices and RIAs. Bill was recently awarded the Family We...
2024-10-2537 minThe WealthTech PodcastInside the Ecosystem: Family Office Tech, Strategy & Change Management | Sue McDermott, AddeparFulfilling the Dream of Best of Breed Tech Stacks for Family Offices: Featuring Susan McDermott, Program Director of Partnerships at AddeparIn this episode Mark Wickersham discusses with Sue McDermott: Ecosystem Match MakingBest in Breed vs. All-In-OneWhy Family Offices Love QuickBooks and ExcelCommon Technology Mistakes Family Offices MakeTech Trends in Family WealthIncreasing the Odds with Change Management 🎥 Watch on YouTubeSusan McDermottSusan McDermott is the Program Director on the Partnership team at Addepar. Sue focuses on partners that offer a range of family office services. Sue has spent...
2024-10-0832 min
Building the Premier Accounting FirmRewind : Pricing Accounting Services Effectively w/ Mark WickershamJoin us as we revisit this conversation from 2020! Listen in as Mark and Roger discuss the challenges many express as they consider pricing their accounting services and how best to avoid them. Consider a simple yet straight forward approach to getting paid what you are worth pricing your services with confidence. There is a method to the madness. Listen in and see what you can learn and then apply it in your business. Your Host: Roger Knecht, president of Universal Accounting Center Our Guest: Mark Wickersham Mark Wickersham–Chartered Accountant, public speak...
2024-09-1450 min
The Value Pricing PodcastThe Power of Automation and Systems for Your BusinessDo you ever wonder if your business could make money without you lifting a finger? In this episode, Mark Wickersham interviews Michael Palmer, the entrepreneurial mastermind behind Pure Bookkeeping and the Successful Bookkeeper podcast. Learn how to automate your bookkeeping, implement powerful systems, and create a business that thrives without you. Hear Michael's journey from corporate life to helping bookkeepers succeed worldwide. This episode is packed with insights you can't afford to miss.
2024-07-2953 minBuilding the Premier Accounting FirmRewind: Accounting Success Redefined: From Pricing Strategies to Profiting off AI w/ Mark WickershamJoin us as we revisit this conversation from 2023! Join host Roger Knecht in this episode of "Building the Premier Accounting Firm" as he sits down with Mark Wickersham, a Chartered Accountant, public speaker, and renowned author known for being the most sought-after profit improvement expert in the accounting community. This insightful conversation covers a wide range of topics that promise to transform your approach to accounting and help your firm thrive. Mark Wickersham shares his journey of growth, offering valuable lessons from his own accounting practice's beginnings and sharing what he would do differently to...
2024-07-2744 min
The Value Pricing PodcastThis One Simple Change Means You'll Hit All Your Business TargetsAre your business targets truly driving success?Listen to the latest episode of Mark’s podcast, where he sits down with the influential Steve Pipe, a renowned figure in transforming accounting firms and setting revolutionary business targets. Discover the secrets to redefining success and how strategic goal-setting can lead to profound improvements in business operations. Gain exclusive insights from a mentor who has shaped careers and businesses with his innovative approaches. Don't miss this engaging conversation packed with actionable advice that could change the way you think about your business targets.
2024-07-1547 min
The Value Pricing PodcastPaid! How to be Richly Rewarded for the Value You DeliverDiscover the secrets to effective pricing with the legendary Peter Thompson in our latest podcast episode! Ever wondered how to position yourself as the go-to expert in your field? Or how to handle price objections with ease?This episode has got you covered. Peter Thompson, a hero, and mentor to many, including Mark, breaks down his proven strategies for success.Learn how to create magnetic titles, set the perfect price for your services, and attract your ideal clients. Peter also shares invaluable insights on avoiding common pricing mistakes and enh...
2024-05-2447 min
The Value Pricing PodcastThe Secret Behind Custom GPTsEver wondered how GPTs can transform your accounting firm?Join us as we explore the latest AI advancements that are setting the pace for 2024—don't get left behind!Learn how custom GPTs can streamline your accounting processes in ways you never imagined.In this episode, we also demonstrate how to build your own GPT.We’ll cover the ins and outs of why GPTs are becoming essential tools for elite accountants.From the latest AI news to practical GPT applications—get all the details in this session!
2024-05-1038 min
The Value Pricing PodcastFrom £100k to £1.2M - The Next Chapter of a Remarkable Accounting Journey with Neil CriddleEver wondered how a sole practitioner can generate 1.2 million in revenue in less than four years?Join us as Neil shares his journey from starting with zero clients to a booming practice.Neil discusses navigating job loss and lockdowns to build a successful firm and turning challenges into opportunities.Discover the power of digital tools in transforming an accounting practice.From social media insights to business restructuring, learn how embracing technology and consistent marketing can elevate your practice.Neil also breaks down the essentials of building a team and...
2024-04-2650 min
The Value Pricing PodcastSimplifying Your Email Strategies With ChatGPTSpending countless hours on email campaigns without seeing the results you desire?This episode is your gateway to mastering email campaigns with ChatGPT.Uncover the distinction between manual and automatic emails, and why the latter could be your strategy's missing piece.Find out actionable insights on crafting compelling email content that resonates with your audience.Learn the secrets to engaging subject lines that boost open rates and discover how integrating ChatGPT can transform your approach to email marketing. Perfect for bookkeeping businesses and solo entrepreneurs aiming to leave a m...
2024-04-1249 min
The Value Pricing PodcastMaster Prompt Engineering in 6 Levels to Transform AccountingIn an increasingly digitalised world, the ability of accounting firms to leverage cutting-edge technologies like Large Language Models (LLMs) such as ChatGPT determines their competitive edge.Join Mark to unlock the full potential of prompt engineering across six crucial levels, designed specifically for accounting professionals.Discover how to…Elevate your firm's productivity,Enhance client satisfaction,And secure a competitive advantage,All by mastering the art of prompt engineering.
2024-03-2945 min
The Value Pricing PodcastCreate a Winning Website with ChatGPTLooking to enhance your website with ChatGPT?This episode uncovers how you can use ChatGPT alongside other tools or a web designer to elevate your site.Whether you're starting from scratch or refining your current site, discover practical tips on everything from understanding your ideal client profile to optimizing your site's wording for better engagement.Need standout content?Learn about creating compelling copy, differentiating your website, and even improving SEO—all through the power of ChatGPT.Perfect for solo entrepreneurs in any field aiming for a standout online presence.
2024-03-1555 min
The Value Pricing PodcastFuture Proof your Accounting Firm with AIAre you feeling overwhelmed by the rapid advancements in AI? Wonder how these changes might impact you and the future of accounting?Well, you can find clarity and direction here in our latest episode.Discover essential strategies for your accounting firm to navigate these changes, from embracing your firm's strengths to unlocking the power of AI for value creation.Join us as we uncover how to future-proof your practice in the face of AI's relentless evolution, ensuring your firm not only survives but thrives.In this Podcast we will a...
2024-03-0134 min
The Value Pricing PodcastHow I Deal with OverwhelmFeeling swamped and unable to focus?The feeling of overwhelm can be detrimental to both your personal and professional life, it can also spiral into stress. In this Podcast, we will explore the transformative approach of turning a vision to plan. We will also highlight the importance of a long-term vision over short-term hacks and shortcuts.Discover the secrets to achieving a better work-life balance and learn 10 key tips and techniques to reduce overwhelm.Join us as we uncover strategies to streamline your workload, ensuring clarity and purpose in ev...
2024-02-1643 min
The Value Pricing PodcastHow Successful Accountants and Bookkeepers ThinkWant to shift a struggling practice into a thriving business?Hear about the story that changed everything…Discover the mindset that separates successful accountants and bookkeepers from the rest in our latest podcast episode,and the power of thinking beyond the numbers with strategies that can propel your firm. Learn how you can adopt an entrepreneurial mindset,Find out the seven key strategies that drive success in accounting and bookkeeping, from vision and goals to mastering non-technical skills.
2024-02-0233 min
The Value Pricing PodcastWhich Pricing Model to Use for Different ServicesMarking the 50th episode of the Value Pricing Podcast series! Struggling with finding the right pricing model?In this podcast we will be exploring the intricacies of cost-plus and value pricing.Learn about 13 key pricing models and their impact on your accounting or bookkeeping practice. Discover Mark's insights on the limitations of time-based billing and the advantages of value pricing. This episode offers a clear view on choosing the right pricing strategy for various services.
2024-01-1932 min
FridaiAI Revolution in Accounting - Mark Wickersham’s Surprising InsightsThis Friday on “Fridai,” prepare to have your mind blown as we chat with Mark Wickersham – chartered accountant, visionary author, and a trailblazer in the accounting world. In this eye-opening episode, we’re diving into how AI is flipping the accounting world on its head.
Mark shares his experiences and groundbreaking approaches to integrating AI tools like ChatGPT in accounting practices. We’re not just talking about number crunching; this is about revolutionizing client interactions, enhancing service delivery, and reshaping the future of accounting.
Key takeaways will include:• Unexpected ways AI is transforming...
2024-01-151h 02
The Value Pricing PodcastWhat Does Your Ideal Customer Want?Are you struggling to identify who your ideal clients are in the world of accounting and bookkeeping?Discover key strategies to pinpoint and understand your ideal clients’ needs.Learn how to ask the right questions, gather crucial information, and use it to enhance your marketing, sales, and service offerings.Uncover the secrets to transforming your client relationships, from just transactions to valued partnerships.
2024-01-0531 min
The Value Pricing PodcastHow to Get Out of Debt FastDebt: a word that often triggers anxiety and uncertainty.How does it make you feel? Overwhelmed? Guilty? Stressed?Want to hear Mark’s story of overcoming debt? Find out how he persevered and became debt-free by following practical strategies that helped him manage debt.These insights will not only boost your personal growth but are also invaluable for aiding your clients in their financial struggles as well.
2023-12-2234 min
The Value Pricing PodcastHow to Avoid Your Services Being Seen as a CommodityIs your accounting practice stuck in the commodity trap, competing solely on price?Discover the path to breaking free from this pricing dilemma in our latest episode. Want to know how to add real, tangible value to your clients' businesses? Explore proven strategies for enhancing your services and boosting client satisfaction. You will also learn how to stand out in a crowded market and attract your ideal clients. Join us and transform your practice into a high-value, client-focused success stor...
2023-12-0830 min
The Value Pricing PodcastA System for Communicating Your ValueAre you tired of hearing 'That's expensive' when presenting your fees to clients?Are you ready to transform how clients perceive the value of your offerings?Discover the secrets of effective value communication in our latest episode.Learn why it's more than just pricing and how to make clients truly understand the worth of your services.Additionally, develop the ability to build a reliable system for ongoing value communication with clients.
2023-11-2431 min
The Value Pricing PodcastHow to Build Your Pricing ConfidenceEver wondered what it takes to supercharge your pricing strategy?Join us for an exciting podcast episode where we explore the secrets to unshakable pricing confidence.Ever wondered why pricing confidence is crucial?Discover the importance of pricing confidence and we’ll also reveal the 3 critical elements for pricing your services effectively. Find out how Mark transformed his accounting firm's profitability in just two years and became a renowned expert in pricing strategies!
2023-11-1033 min
The Value Pricing PodcastHow to Find the Time to Get Stuff DoneAre you ready to conquer that never-ending to-do list?In this podcast, Mark will share valuable insights and strategies to enhance your productivity, tackle your to-do-lists. Discover the key to unlocking your full potential, as we explore the importance of clarity in your goals and the energizing impact of a healthy lifestyle. Learn to master your email inbox and break free from time-wasting habits. In today's fast-paced world, it's time to take charge and make every moment count so you can reach your goals and achie...
2023-10-2731 min
The Value Pricing PodcastStrategies for Communicating Your ValueReady to unlock the secrets of communication?In this episode, we're diving deep into a crucial topic: how to effectively communicate value in conversations. Discover why this skill is a game-changer, especially in value pricing.Learn why setting up a chart of accounts is more than just a feature—it's about streamlining your workflow and saving you valuable time.Find out how quantifying benefits can make your proposals more compelling, giving your clients a clearer picture of the value you bring.
2023-10-1333 min
The Value Pricing PodcastDesigning a Business for SuccessDo you ever dream of having the time and freedom in everyday life, living for today, and not just retirement?What if I told you that dream was absolutely achievable! In fact, this podcast will equip you with the actionable advice and strategic insights to transform that dream into a tangible reality.So, are you ready to transform your business? This episode unveils the roadmap to financial independence and unparalleled business triumph, including insights into strategic planning and effective role management.
2023-09-2928 min
The Value Pricing PodcastHow to Increase Profits and Cash with Recurring RevenueAre you curious about turning your business into a subscription goldmine?Discover the untapped potential of recurring revenue.Learn how to transform your accounting firm with the power of subscriptions.Join us as we delve deep into the world of predictable cash flows, steady client relationships, and the business transformation that recurring revenue can bring.We will explore real-life examples from the podcast and uncover insights from the ground-breaking and extraordinary book 'The Automatic Customer' by John Warrillow, which shares innovative ways to revolutionize your...
2023-09-1532 min
The Value Pricing Podcast5 Ways to Use Facebook to Win ClientsAre you ready to level up your business? Discover how social media acts like networking on steroids, transforming your client outreach far beyond the limitations of traditional methods.Take Facebook for example… Have you ever wondered how Facebook can supercharge your accounting firm's growth?This episode will reveal five powerful strategies that can propel your firm's success and leave outdated methods in the dust.Revamp your approach and witness your business soar to new heights!
2023-09-0131 min
The Value Pricing PodcastWhen to Use Hourly Rates, Fixed Fees and Value PricingEver wondered about the different pricing strategies in the world of accounting and bookkeeping? Are you curious to know how these approaches could impact your business? Discover the secrets behind hourly rates, fixed fees, and value pricing, and learn how each approach can influence your practice's success. Dive into the world of pricing strategies and find out why value-based pricing might just be the game-changer you've been seeking. Explore the pros and cons of these models and gain insights into how they can tran...
2023-08-1834 min
The Value Pricing PodcastThe Top 3 Marketing Strategies for Accounting FirmsAre you an accounting professional struggling to grow your business?Discover the secrets to success in this exclusive podcast episode!You can find out the 3 most effective marketing strategies that every accounting professional should master to take their firm to new heights.Uncover the secrets to skyrocketing your business growth and attracting your ideal clients!Learn how to leverage the power of referrals, content marketing, and a lead generation system to attract your ideal clients and position yourself as the go-to expert in your field.
2023-08-0433 min
The Value Pricing PodcastIf I Started Again ...Do you ever wonder what it takes to build a thriving accounting firm?Are you looking to skyrocket your business and maximize profitability?You can discover Mark's journey of how he grew his business and uncover invaluable lessons for your own path to success. You will find out the 5 essential factors crucial for the expansion and management of a thriving business as Mark shares his top recommendations for overcoming common hurdles and achieving sustainable growth.
2023-07-2135 min
The Value Pricing PodcastHow to Win New Clients with ReferralsDo you want to grow your accounting firm?Do you ever wonder how you can you turn referrals into valuable clients and maximize your time and efforts?Do you want to take control of your firm's growth with systematic referral strategies and proven systems?You can discover the seven essential foundations that will empower you to consistently win more high-quality referrals, ultimately resulting in an influx of new clients.
2023-07-0732 min
The Value Pricing PodcastHow to Win New Clients with a Social Media StrategyAre you tired of traditional networking methods and looking for a quick way to attract new clients? Imagine networking on steroids, where you can connect with thousands of potential clients effortlessly. Do you wish you had a social media strategy back when you started your accounting firm? Today, social media offers unparalleled opportunities for growth. Discover how to position yourself as an expert, build a valuable list of leads, and secure appointments with high-quality prospects. Learn the three golden rules of socia...
2023-06-2332 min
The Value Pricing PodcastThe TurnKey Business Plan for Accounting Professionals - with Roger KnechtDo you ever feel like you're juggling too many tasks in your accounting firm? Are you constantly searching for ways to streamline your services, increase your revenue, and work more efficiently?You're not alone. Many accounting professionals find themselves in this exact situation. But what if I told you there's a way to transform your business, to make it more profitable, more efficient, and more valuable to your clients?In the latest episode of the Value Pricing Podcast, we're joined by Roger Knecht, a seasoned expert in the accounting profession with ov...
2023-06-0944 min
The Value Pricing PodcastHow to Write So You Move People to Say YesThe art of persuasive writing is a vital skill in the world of business.Whether you're writing emails, proposals, social media posts, or evenpodcast descriptions (wink wink), the way you communicate is crucial inconvincing your readers to take action.Every day, we are inundated with communication, each carrying a messagemeant to inform, engage, or persuade.But let's face it, not all messages are created equal. Some communicationsmerely pass by, unnoticed in the sea of information, while others have amagnetic pull, drawing us in...
2023-05-2633 min
The Value Pricing PodcastHow to Identify and Tackle Scope CreepOn average, accounting and bookkeeping firms that bill based on the hour are losing 8% of their profit by writing time off. When you look at the bill at the end of the work and see it’s really high because of all the extra unexpected work you had to do, it’s considered standard practice to just write some of the time off and give a lower ‘more reasonable’ price in order to avoid a conflict. A few years ago, I taught a seminar on scope creep to a room full of accountants and bookkeepers. Th...
2023-05-1230 min
The Value Pricing PodcastChatGPT: 5 Practical Uses for Accountants and BookkeepersChatGPT is taking the world by storm (and for good reason). This AI marvel is revolutionising the way we work.It’s scarily good… it might make you worried for the future of your job. But don’t worry, the only threat to your business is how your competitors are using it.And the good news is it sucks at math – so for now accountants and bookkeepers get to keep their jobs, but with the way it’s going you are going to need to be ON IT with ChatGPT to stay ahead of the curv...
2023-04-2833 min
The Value Pricing PodcastFractional CFO - The Service to Freedom and Consistent Repeatable Income, with Tatiana TsoirYou may have heard the term ‘Virtual CFO’ or even the term ‘Fractional CFO’, but what does it mean? And what does a Fractional CFO do? And how do you become one? Well, today's podcast episode is going to answer all of these questions and more! We have a special guest, Tatiana Tsoir, who is an award-winning accountant, speaker, and business expert with over 18+ years of experience.She's going to give us the lowdown on everything we need to know aboutFractional CFO services, including what it means to be a CFO, the...
2023-04-1447 min
The Value Pricing PodcastHow this bookkeeper TRIPLED her revenue in just 6 months! An Interview with Melanie JuryI recently got the chance to meet up and interview one of my academy members Melanie Jury.Melanie has only been in the academy for a few months, and in that time she has made some HUGE changes to her business. She has changed the way she prices and increased the fees of her business by 3 times, all by doing one thing…Taking action!At first Melanie thought:“I was scared to charge too much. So, I kept increasing my hourly rate because I wasn't making enough money. Then I hi...
2023-03-3124 min
The Value Pricing PodcastHow to Handle Price ObjectionsHave you ever heard that dreaded phrase:“That’s too expensive!”When clients say that to you, it makes you instantly want to start throwing discounts at them, desperately trying to keep their business. Honestly, it’s embarrassing.But you really don’t need to discount – EVER. Here’s why ‘that’s too expensive’ is actually the best thing you could hear…Most accountants and bookkeepers are undercharging for their services. If you have never had a price objection it means you are clearly one of them. But your service...
2023-03-1734 min
The Value Pricing PodcastHow to Win More Work by Being Seen as the ExpertHere is a common myth about having a niche:“If I focus on just one niche I will have less clients to choose from”.So many people think this, it seems logical that the pickier you are with your clients, the less clients you will have…But the opposite is actually true. When you position yourself as the expert people will flock from far and wide to work with you because you are the best. Think of it this way…If you had to have brain surgery, would you...
2023-03-0333 min
The Value Pricing PodcastHow to Know When Your Prices Are CorrectGetting the right price is so infuriatingly difficult. And the bad news is… your current prices are most likely WRONG!People always ask me “So, how do I know when my prices are right?”There is a really simple answer to this – you can’t. (Well, that’s a really short podcast episode…) Look, you are never going to know if your price is correct because every client is willing to pay a different price. We aren’t mind readers – we don’t know what their maximum budget is (and it’s not like we...
2023-02-1735 min
The Value Pricing PodcastFacing Into Challenging Economic Headwinds with Des O'Neill2022 was the year that was billed to be an economic boom for the UK which was allegedly going to be comparable to the post WW2 boom. The post COVID boom has come but things are not turning out as expected though.- Brexit- Post COVID employment and labour shortages- Post COVID supply chain issues- Inflatio- The war in Ukraine- Political and societal uncertainty.... are all contributing to significant uncertainty in all aspects of business and life.Why is this important?Accountants...
2023-02-0348 min
The Value Pricing PodcastHow to Set Out Your Fixed Price AgreementI hear problems like this all the time…“The client hasn’t done what they promised!”“The client has asked for me to do more work that I didn’t price for.”“It’s taken me longer to do the work than I initially thought.”“The client’s business has grown and there is more work now.”These are all examples of scope creep.Scope creep is a huge problem for a lot of accountants and bookkeepers – so many are losing money because they don’t know how to price for these scenari...
2023-01-2033 min
The Value Pricing PodcastHow to Be Comfortable Charging Higher PricesIn life, ‘you get what you pay for’. Everyone knows this. Whether you are paying your cleaner, having your boiler replaced, or going on a vacation – everyone understands as a general rule the more valuable option comes with a high price. So, when you charge a really low price for your accounting and bookkeeping services, what do you think people are people going to assume about the quality of your work?Your price represents your value. A low price means low value – at least, that’s the perception. The thing i...
2023-01-0632 min
The Value Pricing PodcastHow to Move Your Accounting Firm to Subscription - with Ron BakerNetflix really got it right when they opted for a subscription-based business. The great thing about subscription is you get a monthly recurring revenue, so you can spend your time delivering extra value to your customers knowing that the payment side of things is already taken care of. It’s how I price my Academies so that I can continue to deliver more and more value to the members without having to review the prices all the time, or have a difficult pricing conversation for each service.The world is moving from products and...
2022-12-2343 min
Owners & Operations - AccountantsValue Pricing w/Mark WickershamThis week we dive into value pricing with Mark Wickersham - a pioneer of value pricing in the accounting industry, who has been showing accountants how to charge their value for years. We go over the difference between value pricing and the traditional 'per hour' pricing model & why it's outdated and undermines our field as a whole.
To learn more about Mark & to check out his free resources, click here. Mention Owners & Operations!
To join our Free Facebook Group & join the discussion, click here.
To learn more about our courses & workshops, head to o...
2022-12-0957 min
The Value Pricing PodcastHow A Fixed Price Approach Can Win You More ClientsHave you ever been sat in the back of a taxicab watching the meter in the front slowly tick up and up?Do you ever wonder if the driver chose the ‘scenic route’ to get more money out of you?And every time you stop at a red light or get caught up in a bit of traffic, you watch that meter tick higher and higher and your ride gets more expensive with every minute. You’re on edge the whole ride fretting over what the final cost will be.
2022-12-0930 min
The Value Pricing PodcastHow to Win New Clients with Content MarketingIf you get an email in your inbox tomorrow inviting you to spend $200 on a webinar from John Smith on business success strategies, are you going to sign up? I’m guessing not.Now if that same email came from Sir Richard Branson, how about it?John Smith might have better content, he might be a better presenter, he might give you more value but… you’ve never heard of him! You’ve got no idea whether it’s worth spending your money on him.But Sir Richard Branson is famous – he is well kn...
2022-11-2532 min
The Value Pricing PodcastHow to Structure the Value Conversation‘That all sounds great! So, what’s it going to cost?’PANIC! Whenever I heard this question, I used to go into panic mode – I’d freeze up, I’d stumble out something like ‘oh, well, let me take a look at some things and I’ll get back to you…’ – cringe!Then I’d send a proposal in the mail (with a price WAY TOO LOW). The pricing conversation used to be something I absolutely HATED. I had no idea what to price, I felt like the client was always going to think I was too e...
2022-11-1133 min
The Value Pricing PodcastHow to Create a Great Pricing Strategy (and avoid a bad one)Do you have a clear pricing strategy? If the answer is yes, AWESOME, you can skip this episode – you are clearly high above the majority of accounting professionals.If the answer is no… do you ever find yourself working ridiculously hard and not making enough money to show for it? Or do you very often hear your clients say ‘that’s too expensive’. Coincidence? In fact, let me revise that question… Forget a ‘clear’ strategy, do you have a pricing strategy at all? Or is it all basically guesswork, plucking a random nu...
2022-10-2833 min
The Value Pricing PodcastHow to Quantify the Value to Your ClientsValue is a slippery fish. It’s hard to get hold of. It’s hard to grasp.That is… until you can put a number to it. Once you can put a number to value, it suddenly becomes clearer.When you can quantify value for the client, they will appreciate what you do much more, and be far more willing to pay you the high price that you deserve. The thing is, everyone values things differently. Value is subjective – (that’s why it’s so difficult to put a number to it). ...
2022-10-1434 min
The Value Pricing PodcastCalculating a Pricing Formula Using Regression AnalysisYou may have heard me say there is no magic formula for value pricing.That’s true. There isn’t.Value pricing is without a doubt the best way to price your services – but it takes time to implement, especially when you’re stuck up on using hourly rates. But, we CAN break it down into baby steps. And the first step towards value pricing is to give a fixed price up front.Now for that… there IS a magic formula. It’s called Regression Analysis. It’s a way of...
2022-09-3034 min
The Value Pricing PodcastYour System for Onboarding New ClientsFirst impressions matter! For business owners, finding a great accounting professional is hard. There’s so much choice, and it can be difficult to tell who is going to be good and who is going to be awful.So, set your standards high right from the outset. A bad first impression will scare your clients off in seconds. You need to make sure every first experience within your business is smooth, easy and delivers lots of value. That sets the tone for what it might be like to work with y...
2022-09-1634 min
The Value Pricing PodcastHow to Create Effective Packages That SellEver been to McDonald’s? Ever bought a ‘Happy Meal’ for your kids?It’s the perfect package meal – they get some chicken nuggets, chips, maybe some carrot sticks, a juice drink and a small toy, all wrapped up in a cute box with puzzles. It’s totally perfect for the little ones!Now, if McDonald’s marketed the ‘Happy Meal’ to adults, would you buy that happy meal for yourself?I’m guessing not… You probably aren’t bothered about the toy or the box with puzzles, and you might want a larger po...
2022-09-0231 min
The Value Pricing PodcastHow to Find Out What Your Clients ValueValue pricing is the superior way of pricing your services, hands down. But…“How do I come up with a value-based price when I don’t know what my client values?”The thing about value is – it’s subjective. You can’t see it, feel it, or measure it… and everyone values things differently. “So, how do I work out what each client values?”You need a system. When you turn up to a client meeting armed with your system for uncovering value, you can sit back whilst they tell you all...
2022-08-1931 min
The Value Pricing PodcastHow to Develop a Niche and Win Better ClientsYou may think that by narrowing your area of expertise you will drive away a lot of clients.Well actually – that’s true.But you will be driving away the clients that you don’t want to work with. The PITA clients, the one’s that will moan about your prices, the ones that work in industries that you don’t really enjoy working with.When you niche, you drive away the people that don’t fit your business. BUT…You draw in all the right clients.When you niche, you are...
2022-08-0534 min
The Value Pricing PodcastHow to Get Your Clients to Value What You Do For ThemDo you ever find people tell you, “that’s expensive!” when you reveal your price?One of the biggest reasons for this is they simply don’t understand the value you offer. The words “that’s expensive” are an automatic response people often give when they are shown a price. It does not mean you are too expensive.It means you have not communicated your value effectively enough.In fact – most of the accountants and bookkeepers I know are FAR TOO CHEAP. The thing is, you get what you pay for. If you have...
2022-07-2230 min
The Value Pricing PodcastHow to Re-Price Your Existing ClientsIncreasing the prices of your existing customers is the quickest way to increase your profits.And it’s easier than spending money, time and effort bringing in completely new clients that you then have to onboard, spend time getting to know their business and doing all that initial work. Your current clients already know you, like you and trust you. It’s far easier to sell to them.So, how do I re-price existing clients?This is one of the most common questions I get asked. And the related question is “How do...
2022-07-0834 min
The Value Pricing PodcastHow to Build Scope Into the Price So You Never Make a LossSo, you’ve moved away from hourly rates and you’ve given a fixed price up front – great! But then your workload unexpectedly increases because:📈 Your client’s business grows🤦♂️You were missing information🙏 The clients asks for a little extra job🤷♀️ Something unpredictable happensWhen these things happen, it’s called scope creep (the scope of the work is increasing). And as you already gave your price up front – you make a loss.Now don’t rush to change back to hourly rates – that’s not the solution to this problem.
2022-06-2432 min
The Value Pricing PodcastHow to Price Clean Up WorkClean-up work is a bit of a pain in the ass to price.I once had someone bring all their receipts to me in a McDonald’s Big Mac box (and there was sauce and bits of lettuce over everything - yikes). I had no idea what problems were lurking in there.There are so many uncertainties and unexpected problems that you don’t figure out until you are halfway through the job. A client might say they are up to speed, but when you dig around in their books you find out it’s actual...
2022-06-1034 min
The Value Pricing PodcastHow to Calculate a PriceBilling a client based on how long a job takes is easy – it’s the way we’ve traditionally priced in the profession… …that doesn’t make it right. Hourly billing is a terrible way to price for several reasons: - Your clients hate the surprise bills- It’s not an effective way of pricing (so you make less money)- You and the client have conflicting interests (it’s actually kind of immoral)- Because you are earning less, you can’t give the client a truly valuable service
2022-05-2736 min
The Value Pricing PodcastHow to Price Simple Tasks That Are Often Done For FreeAre there services that you do completely free of charge for your clients?Do you charge for Mortgage Reference Letters? Do you charge for Dormant Company Accounts? Do you charge for setting a client up on a Cloud Accounting System or other apps?Then, my questions is - why are you doing them for free?If the service is valuable to the client, you should charge for it.Now, I understand that these tasks are often very quick and simple for you to do, and you may feel a...
2022-05-1333 min
The Value Pricing PodcastThe Questions to Ask to Determine ValueValue Pricing is based on providing the client with the highest possible value, and then charging based on that value.The problem is, everyone values things differently. Value is subjective. It’s to do with individual perception. So how do you find out exactly what people value?It’s simple - ask them.When you first meet with a client, you should have the ‘value conversation’ with them. In this meeting you spend your time really uncovering exactly what the client values.A critical part of the value con...
2022-04-2931 min
The Value Pricing PodcastHow to Master the Up-SellHere’s Why Your Customers Aren’t Buying More From YouFirst of all, you have to actually offer the client more things to buy.This sounds obvious, but you’d be amazed at how many firms don’t actually do this.If you have additional services, extras or bonuses that you can add-on to enhance the client’s solution, you should make the client aware of them, and make them readily available at every possible opportunity. When a client buys your solution, they enter ‘The Buying Mode’. Whilst in ‘The Buying...
2022-04-1530 min
The Value Pricing PodcastHow to Defend Against Cheap Competition and Low BallersYou Can’t Compete With Competitors On The Price (and you don’t have to)!There are always going to be firms down the road that are constantly under-cutting you with their insanely cheap prices and stealing your clients.But you shouldn’t be worried about these firms - in fact you should pity them.If their prices are so cheap, how are they ever going to make any profit? And if your clients are going to them because they are cheaper, why would you want those clients anyway?Yo...
2022-03-0237 min
The Value Pricing PodcastAn Introduction to Menu PricingIf You Only Ever Give One Price, That Price Is Wrong - GuaranteedEveryone is different.We want different things, we value things differently, and we will spend different amounts of money to get those things.If you only ever offer one single price, or one single hourly rate, to all of your clients, it is impossible for that price to be right for every single one.If the price is too high for them, you’ll lose that customer because they won’t want to pay.If t...
2022-03-0235 min
The Successful Bookkeeper PodcastEP284: Mark Wickersham - How An Entrepreneurial Mindset Can Change Your Bookkeeping Business For The Better“You cannot cut your way to greatness.” -Mark Wickersham Knowing your worth and setting prices that reflect that can be extremely challenging. Every new client you take on at the wrong price will make your life harder. If you are tired of working crazy long hours and still feeling like your financial security needs aren’t being met, this is the episode for you. When we shift our mindset away from hourly rates and into value building, it can dramatically alter your business’ profitably and future. Focusing only on what we can cut to make...
2022-02-1538 min
The Value Pricing PodcastHow to Increase Prices Without Losing ClientsThe Accounting Profession Has ALWAYS Underpriced Their ServicesWhen your prices are too low, it can have a big effect on your business and your own life…Most accountants and bookkeepers I know are overworking, chasing clients for payments, losing out on time with their families, getting stressed and exhausted - and all for a measly little profit! It’s time to make a change.It’s time to raise your prices. Now, I know you must be worried that if you raise your prices all of a sudden...
2022-01-2531 min
Accounting High029 Pricing Psychology 101: The Value Menu (feat. Mark Wickersham)Episode #29
Pricing Psychology 101: The Value Menu (feat. Mark Wickersham)
Recorded September 27, 2021
Mark Wickersham | Most Sought After Profit Improvement Expert, Value Pricing Expert, Professional Speaker, and Author
2 Portugal’s non-habitual resident's rules (NHR) scheme allowed Mark to save on 10 years of taxation
4 the COVID mindset shift that we may (or may not) have gone through
6 from one accident to another, Mark’s accidental entry into the accounting profession
14 what were the things you swore you wouldn’t do when you started your own accountin...
2021-12-1354 min
The Soul of Enterprise: Business in the Transformation EconomyInterview with Mark WickershamRon and Ed look forward to welcoming value pricing disciple turned evangelist, Mark Wickersham. Mark started his own accounting firm in 1996 and made dozens of stupid mistakes in the first 2 years. These mistakes had disastrous consequences on his profits and cash balances. But in November 1999 all that changed. With help from Steve Pipe, Michael Gerber, Paul Dunn, and our own Ron Baker he created the 7-step “Fastest Way To Double Your Profits” formula. We look forward to talking to Mark about his latest thinking on value pricing and beyond.
2021-06-1856 minThe Successful Bookkeeper PodcastEP215: Mark Wickersham - What You Need To Know About Pricing Your Bookkeeping ServicesNew businesses don't need to start with lower prices. That's according to our returning guest, Mark Wickersham. He believes that just because your business is fresh on the scene, doesn't mean you can't deliver value and change people's lives. Mark is a Value Pricing expert, Chartered Accountant, public speaker, author of various books and he has a terrific new training called The Business Advisory Masterclass. During this interview, you'll discover... The difference between fixed fee pricing and value pricing The advantages of involving clients in the pricing process 3 tips to help accounting...
2020-10-2045 minThe Successful Bookkeeper PodcastEP138: Mark Wickersham – Effective Pricing Tips for BookkeepersThe easiest way to make more money is simple -- get the price right. Prices are the single most important element in your profit equation. Get them right and you make a profit. Get them wrong and you'll get a loss. Our returning guest is a profit improvement and effective pricing expert from the United Kingdom. Mark Wickersham is a chartered accountant, public speaker and author of many books including Effective Pricing for Accountants and Price: The Fastest Way To Change Profits. He is famous for helping bookkeeping and accounting...
2019-04-3035 min
What's Your "And"?130: Mark Wickersham hits a new gear for better client service [podcast]Mark Wickersham started cycling in his early 20’s after a friend lent him a bicycle. He had grown up orienteering but experienced some knee problems in his late teens, so cycling was a nice alternative to feed his addiction to exercise. He soon bought his own bicycle and joined a cycling club for accountability. Since then, he’s ridden across northern France, and done some of the Tour de France sections of the Alps and Pyrenees. In this episode, Mark and I talk about how cycling is a “significant part of my business because that’s where I do my...
2018-04-0431 minThe Successful Bookkeeper PodcastEP34: Mark Wickersham - How To Use Value Pricing In Your Bookkeeping BusinessValue Pricing. Some bookkeepers love it while others don't. There's no question Value Pricing can be complicated to implement because setting rates for bookkeeping services is very subjective due to the varying needs of different clients. Our guest today, Mark Wickersham, who is a chartered accountant, author and public speaker, will give you clarity on how you can profitably use Value Pricing in your business. During this informative interview, you'll discover... Why it's important to ask commitment questions to prospects Why you need to build up the value of what...
2017-05-0241 min
Episodes Archives - Art Of ValueThe Psychology of Options in Pricing with Mark Wickersham – 061Mark Wickersham is the #1 Amazon best-selling author of Effective Pricing for Accountants. He ran an accounting practice for seven years and is now a mentor to over 150 accountants in the United Kingdom. He is also an avid cyclist. Price Has Nothing to Do with Cost What is the most important thing you can share about […]
The post The Psychology of Options in Pricing with Mark Wickersham – 061 appeared first on Art Of Value.
2015-09-0856 min
Art of Value Show - Discover Value | Create Options | Start PricingThe Psychology of Options in Pricing with Mark Wickersham – 061Mark Wickersham is the #1 Amazon best-selling author of Effective Pricing for Accountants. He ran an accounting practice for seven years and is now a mentor to over 150 accountants in the United Kingdom. He is also an avid cyclist. Price Has Nothing to Do with Cost What is the most important thing you can share about […]
The post The Psychology of Options in Pricing with Mark Wickersham – 061 appeared first on Art Of Value.
2015-09-0856 min
Growing Your Firm | Strategies for Accountants, CPA's, Bookkeepers , and Tax ProfessionalsFire Clients & Grow Your Practice: Our Interview with Mark Wickersham This week we’re excited to have Mark Wickersham Why the 70% capacity milestone was destroying Mark’s profitability Why working on your practice is (more) important than working in it (systems, strategy, and the team) Why the billable hour was trapping Mark’s growth His approach to creating systems inside of his accounting firm His #1 mistake (he was too cheap!) How to create a new client pipeline His model for creating and implementing value based pricing And much more…
2015-01-2955 min