Shows
The WealthTech PodcastLeft of Boom, Right of Boom: A Family Office Cyber Playbook | Matt LaMuraMatt LaMura, Founder of a Private Cybersecurity Concierge, joins Host Mark Wickersham on The WealthTech Podcast to explain how family offices can defend against business email compromise, shadow AI, and rogue AI agents. Fort is a discreet cybersecurity firm that works almost exclusively with family offices and private investment firms. In this episode, Mark and Matt discuss why family offices with large assets attract attackers and why business email compromise keeps working. They cover how left of boom and right of boom thinking shapes a security program. What yo...
2026-10-2038 minThe WealthTech PodcastFrom SMAs to AI: 35 Years of WealthTech Evolution | Cheryl Nash, InvestCloudCheryl Nash, President of APL at InvestCloud, joins Mark Wickersham to trace 35 years of wealth management evolution and explain why alternative investments and AI are reshaping the industry.Cheryl walks through the milestones that built today's wealth tech stack, from single-security portfolios to separately managed accounts, unified managed accounts, and now household-level management. She and Mark dig into why private markets remain stuck in a manual, paper-based world. The conversation turns to AI as a potential equalizer for smaller RIAs and lean family offices, the transformation already underway in client reporting, and the risk of a widening...
2026-09-2935 minThe WealthTech PodcastEntity Management: The Hidden Third Pillar of Family Office Tech | Charmaine Tang, ORCACharmaine Tang, CEO of ORCA Americas, joins Host Mark Wickersham to discuss the hidden operational risks inside modern family offices on The WealthTech Podcast.The conversation covers the "death audit," a tabletop exercise family offices run to prepare for the loss of a key person before a crisis forces the issue. Charmaine and Mark also trace the rapid shift in family office attitudes toward AI, from cautious wait-and-see to widespread daily use of tools like Claude, and why clean, reconciled data is the real foundation that determines whether AI delivers value or risk.What you...
2026-09-2240 minThe WealthTech PodcastPrivate Markets Data: Data-Rich, But Insights-Poor | Alex Goodwin, BridgeAlex Goodwin, CEO and Co-Founder of Bridge, joins Host Mark Wickersham to discuss how AI-native technology is transforming post-trade operations for private market investments on The WealthTech Podcast.This episode breaks down why alternative investments create such heavy operational burdens for family offices and wealth managers, and what it takes to solve the problem at scale.What You Will Learn:✅ Why post-trade operations is the biggest unsolved pain point in alts investing✅ How the alts tech market has evolved through three distinct waves✅ What "second-mover advantage" means for AI-native platforms✅ Why DIY AI b...
2026-09-0847 minThe WealthTech PodcastFamily Office Services: Challenges and Best Practices | Christi Van Rite, White River ConsultantsThe Hidden Risks in Family Office Services (And How to Avoid Them)Christi Van Rite, Founder and CEO of White River Consultants, joins Host Mark Wickersham to discuss family office operations, outsourcing, and technology decisions for ultra-high-net-worth families on The WealthTech Podcast. Christi shares hard-won lessons from nearly a decade of running an integrative family office.Christi explains why fragmented information is the root cause of most family office breakdowns, and why families need one clear point of coordination instead of scattered advisors working in silos. She walks through how to evaluate outsourced...
2026-09-0143 minThe WealthTech PodcastWhy Family Offices Are Drowning in Compliance (And How to Fix It) | Frank Tumminello, FileFormsIn this episode of Host Mark Wickersham sits down with Frank Tumminello, CEO and Co-Founder of FileForms, a software platform built to help family offices stay compliant with entity state and federal filing requirements.Frank and Mark dig into the operational chaos that many family offices face when managing dozens of entities: fragmented vendor relationships, unclear roles and responsibilities, and a heavy reliance on spreadsheets and email to track deadlines.Also in this episode:✅ Why entity compliance mindset has shifted ✅ Where FileForms fits into a broader family office tech stack ✅ Common horror stories t...
2026-08-2532 minThe WealthTech PodcastAI Theater vs. AI Realism: What Advisors Should Know | Adrian Johnstone, PractifiWhy Your Advisor's 'Weekend AI Project' Should Worry ComplianceHost Mark Wickersham sits down with Adrian "AJ" Johnstone, Co-Founder and CEO of Practifi for a candid conversation on what's real and what's noise in wealth tech AI right now.AJ calls himself an "AI realist," and this episode backs that up. He and Mark dig into the CRM versus note-taker debate through a simple lens: every piece of technology is either a giver or a taker, depending on your role in the firm. They also unpack what...
2026-08-0941 minThe WealthTech PodcastFuture Proofing The Modern Family Office | Phil Ierardi, TOC-23Phil Ierardi, Co-Founder of multi-family office TOC-23 and 25-year veteran of Fidelity Family Office Services and Eton Solutions, joins host Mark Wickersham to unpack how the family office technology landscape has evolved and where it's headed on The WealthTech Podcast.Together they cover:✅ A look back on family office tech✅ Best of breed vs. all-in-one platforms vs. major pillars✅ Future Proofing Your Tech Stack✅ What it actually takes to service ultra-high-net-worth (UHNW) families✅ Practical AI adoption advice for family offices✅ Common mistakes firms make when searching fo...
2026-08-0238 minThe WealthTech PodcastWhat's Changed in Family Office Tech | Sue McDermott, AddeparHost Mark Wickersham brings back Sue McDermott of Addepar to revisit the state of family office technology and dig into what's actually changed.This episode covers:✅ Why the "best-of-breed" mentality has evolved into a hub-and-spoke model✅ The persistent IBOR-to-ABOR data challenges ✅ How data quality and integrity have improved✅ The case against QuickBooks for family offices ✅ Where real progress has been made in the marketplace✅ Why family offices should treat data ownership and portability as a core part of vendor due diligence✅ Addepar's AI strategy (Addison), and how it's changin...
2026-07-2038 minThe WealthTech PodcastAI & The Democratization of Family Offices | Tom Nicholson, AletaOn this episode of Host Mark Wickersham sits down with Tom Nicholson of Aleta to unpack the democratization of family offices and what it takes to run one well today. The conversation covers why families stay stuck on Excel too long, what makes the COO or CFO role so critical, and the common mistakes new family offices make when standing up their structure.We cover:✅ The democratization of family offices and the shrinking barrier to entry✅ Why Excel becomes a liability the longer families rely on it...
2026-07-1340 minThe WealthTech PodcastFamily Offices - Who Really Owns Your Data: AI, Data Lakes & Vibe Coding | Collation AIHost Mark Wickersham sits down with Tanmai Sharma (Founder & CEO) and Sinan Biren (CRO) of Collation AI to dig into what a truly modern tech stack for family offices and RIAs looks like in 2026.In this episode:✅ Why the traditional SaaS model is broken for family offices ✅ What it actually means to own your data ✅ Vibe coding✅ The best-of-breed approach vs. all-in-one platforms✅ Why the golden age of family offices is just getting started🎥 Watch on YouTube: https://youtu.be/IJBAzCm4OEc...
2026-06-2233 min
The Value Pricing PodcastAre you a nosey parker? with Will KintishDo networking events fill you with dread? Discover why you're not alone. Learn the simple networking secret that transformed Mark's confidence. Are you asking the wrong questions when meeting new people? Find out why "What do you do?" might be the worst networking question you can ask. Discover the three biggest networking fears and how to overcome them. Arrive early. Stay late. The smallest changes can have the biggest impact. Want more referrals, stronger relationships, and greater...
2026-06-2253 min
ACSI PodcastsGrafted Together Ep 63: Parent Engagement, with Mark WickershamGuest host Mark Wickersham discusses parent engagement and provides practical steps. Students with engaged parents tend to do better academically, socially, and most importantly, spiritually. So how do we get parents engaged?
This episode is part of a series of episodes hosted by core members of ACSI's Spiritual Formation Network. Learn more about the SFN at www.acsi.org/spiritual-formation
Mark Wickersham, aka Wick, is in his 10th year at Evansville Christian School (ECS), 24th year in Christian education, and 31st year in education. He was a classroom teacher for 17 years, teaching primarily social studies an...
2026-06-1808 minThe WealthTech PodcastThe Scaling Advisor: CRM, AI & Automation | Jeff Rusin, Advisor Tech PartnersLessons learned on how advisory firms can scale through smarter systems vs bodies.Host Mark Wickersham sits down with Jeff Rusin, Co-Founder of Advisor Tech Partners, to talk about scaling advisory firms through smarter systems, not more headcount. In this episode:✅Why most RIAs are stuck in reactive, manual chaos✅How to build a CRM that actually works for your firm✅Workflow automation and SOPs that create consistent client experiences✅AI note-takers and how they integrate with your CRM✅Where AI is taking CRM...
2026-06-1521 min
The Modern CPA Success ShowHow to Master Cash Flow With AI and Value Pricing with Mark WickershamAI is shrinking the time it takes to do accounting work and for firm owners still billing by the hour, it is quietly shrinking their revenue, too. Mark Wickersham, mentor to over 400 accountants at Value Pricing Academy Ltd, tackles the two skills separating profitable accounting firms from overworked ones: value pricing and AI. Mark has spent 25 years teaching accountants how to stop trading hours for dollars. He has also spent the last few years showing nearly 600 accountants how to use AI to do more with less. Mark explains the psychology of...
2026-06-0946 minThe WealthTech PodcastManaging Wealth, Homes, and Households at Scale | NinesYour host Mark Wickersham is joined with Jacco de Bruijn and Mohamed Elzomor, co-founders of Nines. Jacco and Mohamed pull back the curtain on how ultra-high-net-worth families manage their homes, staff, and properties — and why even billionaires are still doing it out of WhatsApp threads and binders.🎥 Watch on YouTube: https://youtu.be/Yp3Zzx0z8ukIn this episode we cover:✅The "wealth spiral": Why buying a dream home often leads to an unexpected second job managing vendors, staff, and logistics✅Founder's...
2026-06-0137 minThe WealthTech PodcastAI Strategy & The Future of the Advisor-Client Relationship | Kelly Wagman, CressetIn this episode of host Mark Wickersham, Director of Startegic Partnerships at Asseta AI, sits down with Kelly Wagman, Director of AI Strategy at Cresset. Together they explore what it really takes to adopt AI safely, strategically, and effectively inside a wealth management firm.In this episode, we cover:✅Why giving employees access to approved AI tools is a security best practice✅ How to build an AI policy that balances experimentation with compliance✅ The importance of keeping a human in the loop at every stage✅ How to identify and prioritize AI use cases by starti...
2026-05-2631 minThe WealthTech PodcastInside the Family Office: Operations, Technology, and Trust | Danielle Klimek Modernizing the Family Office Without Losing the Personal Touch In this episode, Mark Wickersham sits down with Danielle Klimek, COO of a single-family office, to explore what really happens behind the scenes of family office operations. Danielle shares how she transitioned from the vendor side to running a family office, the realities of small teams managing big complexity, and the ongoing debate between all-in-one versus best-of-breed technology. It’s a candid, practical look at modernization, automation, and leadership in the evolving family office ecosystem. 🎥 Watch on YouTube: https://youtu.be/00h1DXNMytQ
2026-05-2034 minThe WealthTech PodcastHow AI is Rewiring the Advisor Tech Stack | Mark Gilbert, ZocksArtificial intelligence is rapidly reshaping wealth management, and few areas are seeing bigger gains than advisor productivity. Host Mark Wickersham sits down with Mark Gilbert, Co-Founder & CEO of Zocks, to discuss how AI is transforming the advisor t ech stack from meeting notes to client growth. 🎥 Watch on YouTube: https://youtu.be/jVFIzE88HrUIn this episode, we cover:✅How AI is saving advisors 5–10+ hours per week✅Why structured data is critical to advisor workflows✅Note Taking CRM integrations and workflows✅AI guardrails, compliance, a...
2026-04-3046 minThe WealthTech PodcastCybersecurity in Family Offices: From Awareness to Action | Warren Finkel, Omega SystemsWhat are the Cybersecurity Best Practices for Family Offices?In this episode of The WealthTech Podcast, host Mark Wickersham sits down with Warren Finkel of Omega Systems to break down the rapidly evolving cyber threat landscape—and what family offices must do to protect themselves.With over 57% of family offices experiencing cyberattacks and many still lacking dedicated security budgets, the risks are higher than ever. From AI-powered phishing and deepfakes to real-world wire fraud cases, this conversation dives into the tactics cybercriminals are using—and how...
2026-04-2130 minThe WealthTech PodcastWealthTech Innovation: AI, Data and How It All Comes Together | John O'Connell, The Oasis GroupAI is moving fast in wealth management, but most Advisors still aren’t readyIn this episode of The WealthTech Podcast , Host Mark Wickersham sits down with John O’Connell, Founder of The Oasis Group, to break down what’s really happening at the intersection of AI, data, and modern wealth tech infrastructure. From dirty data and disconnected systems to the rise of AI-first platforms, this conversation gets into what advisors and family offices must do now to stay competitive.🔑 What You’ll Learn:✅ Why bad data...
2026-04-0648 minThe WealthTech PodcastFrom Excel Chaos to AI: The Evolution of Alts Data Management | Michael Muniz & Dennis MangalindanIn this episode of The WealthTech Podcast, host Mark Wickersham sits down with Mike Muniz, Chief Strategy Officer at Canoe Intelligence, and Dennis Mangalindan, Director of Family Office Sales, to discuss one of the most persistent operational challenges in the family office world: managing alternative investment data.Together they explore how technology, AI, and automation are transforming the way family offices manage private market investments and unlock insights from complex data.In this episode, we cover:✅ Why managing alts data has historically been on...
2026-03-2341 minThe WealthTech PodcastTalent, Trust, and the Future of Family Offices | Brian Adams, Mack InternationalWhat does it really take to build, staff, and modernize a family office?In this episode of The WealthTech Podcast, host Mark Wickersham sits down with Brian Adams, Partner at Mack International, to explore the people side of family offices.Brian shares insights from working with single-family offices across the country, helping them hire C-suite leaders and navigate one of the biggest constraints in the industry: finding and retaining the right talent. The conversation covers why family office roles are uniquely complex, how peer-to-peer communities accelerate learning, and why next-generation leadership i...
2026-03-0342 minThe WealthTech PodcastDigitizing Private Markets: Infrastructure, AI, and the Road Ahead | Gareth Lewis, DelioIn this episode of The WealthTech Podcast, host Mark Wickersham speaks with Gareth Lewis, Founder and Co-Chief Executive at Delio, about the state of private markets technology today and the infrastructure that will be needed if the market continues to grow.Gareth explains why the industry’s first wave focused on product access and point solutions, and why the next phase is about something deeper: infrastructure, operating systems, and true digitization. While many platforms look modern on the surface, much of private markets still rely on fragmented systems and manual workflows behind the scenes.This co...
2026-02-1346 minThe WealthTech PodcastEvery Family Office Needs a Sherpa | Shaun Parkin, Hall Road InvestmentsIn this episode of The WealthTech Podcast, host Mark Wickersham sits down with Shaun Parkin, founder of Hall Road Investments and the voice behind The Family Office Sherpa.Shaun shares a candid, experience-driven look at why many family offices struggle with governance, technology, and change management—and how small “workarounds” often create long-term risk, inefficiency, and technical debt.Drawing on his work advising single-family offices across Australia and APAC, Shaun explains:Why governance—not portfolio performance—is often the real bottleneckHow Excel and manual processes quietly undermine oversight and scalab...
2026-02-0246 minThe WealthTech PodcastAI: Advisor Replacement or Ironman Suit | Parker Ence, Jump AIIn this episode of The WealthTech Podcast, host Mark Wickersham sits down with Parker Ence, CEO and Co-Founder of Jump, to explore how AI is transforming the advisor meeting lifecycle—from preparation to follow-up and beyond.Parker shares Jump’s founder journey, why advisor meeting notes became one of the fastest-adopted AI use cases in wealth management, and how advisors are reclaiming 1–3 hours per day by automating administrative work.The conversation also dives into:✅Why AI meeting assistants are seeing faster adoption than other advisor AI tools✅How Jump uses AI to improve ad...
2026-01-1944 minThe WealthTech PodcastAI, Alternatives, and Automation: The Future of WealthTech | Kartik Srinivasan, AdvyzonIn this episode of The WealthTech Podcast, host Mark Wickersham sits down with Kartik Srinivasan, President of the Advyzon Institutional. Kartik shares why Advyzon expanded into the family office segment, what makes Auria different, and how purpose-built workflows, entity modeling, and deeply integrated CRM capabilities are transforming how UHNW firms operate. From the challenges of best-of-breed tech stacks to the hidden costs of weak integrations, Kartik offers a candid look at what truly drives efficiency—and what holds firms back. The conversation also dives into the AI revolution reshaping wealth management. Kart...
2026-01-1142 minThe WealthTech PodcastInside Story of the Family Office Tech Boom | Michael Thrasher, Modus NewsIn this episode of Mark Wickersham sits down with Michael Thrasher, Founder of Modus News, to unpack why independent media matters in the family office ecosystem. Michael shares his founder journey from Institutional Investor to launching a bootstrapped newsletter built for family offices—not about them. The conversation explores the shifting media landscape, the attention economy, accountability journalism, and how technology (including AI) is reshaping family office operations without replacing the human element.🎥 Watch on YouTube: https://youtu.be/IYxo3kRxeREAbout Michael Thrasher
2025-12-1545 minThe WealthTech PodcastDrowning in Data - Can AI Save Family Offices | Dean Palmiter, AssetaAI, Data, and the Modern Family OfficeIn this episode of The WealthTech Podcast, Mark Wickersham sits down with Dean Palmiter, CEO and Co-Founder of Asseta AI, to explore how AI, purpose-built accounting, and unified data architecture are reshaping the modern family office.Dean shares how Asseta AI is redefining the accounting core for multi-entity family offices, solving a long-standing challenge — fragmented data, spreadsheets, and legacy systems that simply weren’t built for the complexity of private wealth.They dive into the difference between AI hype...
2025-12-0849 minThe WealthTech PodcastGenerative to Agentic AI: Next Frontier in LP Investment Management | Charles Anselm, OSYTEThe LP Dilemma: How AI is Shaping Multi-Asset Class Investment Management for Family Offices and OCIOs.In this episode of The WealthTech Podcast, host Mark Wickersham sits down with Charles Anselm, CEO and Co-Founder of OSYTE, an AI-enabled multi-asset investment and liquidity management platform built for the world’s most sophisticated allocators — family offices, outsourced CIOs, and institutional LPs. Charles shares how his experience as Head of Portfolio Management at a $5B OCIO led him to found Osyte and address one of the industry’s biggest gaps: unifying fragmented investm...
2025-11-1140 minThe WealthTech PodcastBridging The Data Gap | Ryan Kerry, KnowledgerIn this episode of The WealthTech Podcast, host Mark Wickersham sits down with Ryan Kerry, CEO of Knowledger, to explore one of the biggest challenges facing family offices today — connecting investment data to the general ledger.Ryan shares his journey from founding Accusource to building Knowledger and dives into practical insights on outsourcing strategy, vendor selection, and the trade-offs between all-in-one and best-of-breed technology. He also unpacks the complexities of data aggregation, AI-driven statement scanning, and how flexible data design can transform accounting operations.Discussion Topics Include:✅ Ryan's Foun...
2025-10-2930 minThe WealthTech PodcastLeveraging Tech to Engage the Next Gen | Arnaud de Coninck, Trusted FamilyIn this episode of The WealthTech Podcast, host Mark Wickersham sits down with Arnaud de Coninck, Chief Revenue Officer at Trusted Family, to explore how multigenerational families are using technology to strengthen governance, communication, and engagement.Arnaud shares the story behind Trusted Family — a platform built by and for family businesses — and explains how it helps over 200 families across 30 countries operate more efficiently, communicate securely, and prepare the next generation for leadershipKey takeaways include:✅ Why preparing the senior generation is the first step in next-gen readiness✅ The digi...
2025-10-1840 minThe WealthTech PodcastThe State of Wealth Management Technology | Michael Rose, Cerulli AssociatesWhat’s the state of wealth management technology in 2025?In this episode, Mark Wickersham sits down with Michael Rose, Director of Wealth Management Research at Cerulli Associates, to unpack the latest research and trends shaping the industry. We cover: ✅ The current state of U.S. wealth management technology ✅ Why CRM and digital marketing tools remain underutilized ✅ Integration challenges facing advisors and firms ✅ How AI is beginning to transform advisor efficiency and client engagement ✅ Shifts in pricing, service models, and client expectations Michael brings a unique perspective...
2025-10-0944 minThe WealthTech PodcastThe Future of Advice: AI, Data, and Democratization | Kendra Thompson, Epok AdviceIn this episode of The WealthTech Podcast, host Mark Wickersham sits down with Kendra Thompson, founder of Epok Advice and venture partner at Alpha Tech Partners. With over 25 years in wealth management, Kendra shares her unique perspective on where the industry is heading—and how technology, data, and AI are reshaping the future of advice.Kendra dives into:The shift from app-based tools to flexible, data-first and AI-driven platforms.How the delivery of financial advice must evolve to meet client needs while reducing advisor friction.The democratization of wealth management an...
2025-09-2953 minThe WealthTech PodcastAgentic AI and the Future of WealthTech | Dr. Sindhu JosephIn this episode of The WealthTech Podcast, host Mark Wickersham speaks with Dr. Sindhu Joseph, Founder & CEO of CogniCor, and a true pioneer in artificial intelligence for financial services. With a PhD in AI, over 20 years of experience, and multiple patents, Sindhu has been at the forefront of building practical AI applications long before large language models hit the mainstream.She shares her founder’s journey—from growing up in India and seeing firsthand the impacts of wealth disparity, to launching CogniCor as a purpose-driven platform that empowers financial advisors to scale personalized advice and democratize access to w...
2025-09-1750 minThe WealthTech PodcastRethinking Family Office Tech : Change Management to AI | Kent Lawson FOXIn this episode of The WealthTech Podcast, host Mark Wickersham sits down with Kent Lawson, Chief Operating Officer at Family Office Exchange (FOX), to explore how family offices are navigating technology transformation. Kent shares insights from years of working on both the family office and vendor side—shedding light on the real challenges around technology adoption, the importance of change management, and why selecting the right tools begins with understanding the family’s long-term vision.The conversation covers:Common pitfalls in family office technology selectionHow AI is reshaping workflows, data access, and reportingThe ongoing shif...
2025-09-0244 minThe 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 SumItIn 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-5...
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 PodcastUsing Tech to Make 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 Podcast: Sales & Business Growth for Accounting, Tax, and Bookkeeping Firm OwnersWhat 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 min
The Abundant Accountant Podcast: Sales & Business Growth for Accounting, Tax, and Bookkeeping Firm OEpisode 154 | What 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 Trends in Family Offices: Insights from Stephen Harris of 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 YouTube: https://youtu.be/_JARG4LBTUYSusan McDermottSusan McDermott is the Program Director on the Partnership team at Addepar. Sue focuses on partners that offer a range of famil...
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 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 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 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 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 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 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
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 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 savings...
2022-02-1535 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 Economy by THRESHOLDEpisode 345 - Interview 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 min
The 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 professionals shift to Value Pricing 7 Foundation topics of...
2020-10-2045 min
The 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 firms double their profits in less than 18 months without having...
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...
2018-04-0431 min
The 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
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
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
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