Why you should always know your BATASFI when negotiating fees with clients

By |2023-05-22T19:09:14+01:00May 23rd, 2023|Accountants, Pricing, Sole practitioners|

This is probably one of the most valuable tips I share during 1-2-1 mentoring sessions. It’s not just relevant to sole practitioners though. Every client facing partner needs to know their BATASFI when negotiating fees with clients. Indeed it’s equally relevant to service providers way beyond the accountancy profession. I even know some accountants

How to avoid giving free advice to prospects

By |2022-10-23T18:13:10+01:00October 25th, 2022|Accountants, Client servikce, Pricing, Productivity, Sole practitioners|

How to avoid giving away advice for free to prospective clients? I'm reminded of the old sex education message: Just say 'no'! As an accountant you are, I'm sure, well used to prospective clients seeking free advice. I think the most common reason accountants give themselves, when they give away advice for free to

Debunked: The ‘one thing’ you MUST do. There are 5 if you really want to be successful

By |2022-07-04T16:58:12+01:00July 5th, 2022|Accountants, Business messaging and branding, Linkedin, Marketing and promotion, Networking, Pricing, Social Media, Sole practitioners, Strategy|

A popular approach to getting your attention (and often your money) is to tell you that there is ‘one thing’ you must do to achieve your ambitions and succeed. I see this all over the place, in blogs, articles, videos and social media posts. Those who suggest there is just 'one thing'

What do you REALLY need to sell as an accountant?

By |2022-02-22T11:27:29+00:00February 22nd, 2022|Accountants, Business messaging and branding, Dependability and trust, Experience and expertise, Marketing and promotion, Pricing, Reputation, Sole practitioners, STANDING OUT|

What do you really need to sell as an accountant? This is a simple enough question, and knowing the right answer could make a profound difference to the success of your practice. Let’s start with what you’re NOT selling. As I explained in a 2018 blog post, You are NOT selling your time.

3 key lessons for accountants from….a children’s party entertainer!

By |2023-01-11T10:21:07+00:00October 26th, 2021|Accountants, Business messaging and branding, Marketing and promotion, Pricing, Sole practitioners|

As a teenager, before I started studying to become an accountant, I was a children's party entertainer - and I continued doing this for about 25 years. When I look back I realise that I quickly learned 3 key lessons that now, many years later, still inform my thinking and thus my

Do you have a minimum fee?

By |2018-08-22T17:56:19+01:00August 28th, 2018|Accountants, Pricing|

This is a good question to ponder.  In most cases I think your reply should be ‘yes'. Where you set your minimum fee is up to you of course. I have been asking accountants this question for years. It grew out of the annual fee comparison masterclass I run for Members of

What can you do if your fees are too low?

By |2016-04-27T10:13:02+01:00April 27th, 2016|Accountants, Pricing|

Let’s start with a truism. No accountants complain that their clients are paying them too much. Conversely there are five main reasons why accountants think their clients are paying too little: 1. They haven’t put the basic fee up to a commercial level; 2. They don’t charge more during their busiest period; 3. They haven’t

Is it better to have lots of small clients or a smaller number of larger clients?

By |2023-07-24T11:42:39+01:00September 29th, 2015|Accountants, Client servikce, Pricing|

The question I was recently asked by an accountant was actually: “Is it better to have 500 small clients paying me £500 pa or 50 larger clients paying £5,000 pa?” A little background from the accountant concerned: “The reason behind this question is that I have been running my practise for many years looking

The end of accountants?

By |2019-05-08T19:29:19+01:00April 22nd, 2013|Business messaging and branding, Pricing|

In early 2013 Professor Richard Susskind published a new book, 'Tomorrow's lawyers'. This included some updated observations of the views expressed in his previous book, published in 2008: The End of Lawyers? Rethinking the Nature of Legal Services. As I share many of Professor Susskind's views I thought I would pick out one theme for this blog.

How do you bill for extras over a fixed fee?

By |2013-02-18T11:13:30+00:00February 18th, 2013|Pricing|

We’ve all done it haven’t we? Estimated a fee (or maybe even quoted a fixed fee) for a specific piece of work and then the scope of the work has changed slightly. And then a bit more. Perhaps we’ve delegated the work and have not kept in touch with how much extra time the ‘tweaks’

Seth Godin steps into the time vs value billing debate

By |2011-05-04T09:15:03+01:00May 4th, 2011|Pricing|

Seth Godin is renowned for his pithy and thought provoking blog posts and books.  His most recent post is a new (to me) way of looking at the age-old 'time vs value based' billing argument: "Long work is what the lawyer who bills 14 hours a day filling in forms does. Hard work is what

Quote: January was hell – and it was my own fault

By |2022-11-06T12:39:38+00:00February 20th, 2011|Client servikce, Pricing|

An accountant I was chatting with recently made this astonishing admission. I have to admit I was surprised by his honesty and self awareness. Most accountants blame their clients for ignoring requests to produce their papers in good time to avoid a last minute rush before the 31 January filing deadline for personal tax returns.

Lessons for accountants from….dentists

By |2010-05-10T15:40:02+01:00May 10th, 2010|Accountants, Pricing|

A number of people have mentioned in conversation recently how much it costs to go to the dentist.  In each case their dentists are getting close to retirement and their longstanding patients are stating to look for someone new. The patients are shocked at how much more they have to pay their new dentist. Their

Go to Top