How To Win $43,800 of Business Advisory Work

Everybody in the profession seems to be talking about business advisory work. And yet many accounting firms don't know where to start…

I recently came across an amazing success story posted in my Facebook Group, "Value Pricing with Mark Wickersham".

It's from an extraordinary accountant from Durango, Colorado called Zeb Smith. Let me share that story with you, and then we'll dissect it.

I am over the moon! 


What can we learn from this?

There are a number of learning points in this case study, and here are my top 5:

  • You can win high-quality work with new clients from a virtual meeting. Are you using virtual meetings in an effective way?
  • One of the keys to selling high-value advisory work is to demonstrate with numbers. Zeb used "Profit Diagnostic" software to show the client the untapped profit in his business to create desire.
  • Although the prospective client did not make a decision immediately, Zeb followed up with more information to add value and credibility. What is your follow up system when you meet new clients?
  • Zeb has positioned himself as an expert. He has written an eBook and delivered webinars. He also collects testimonials and success stories. If you want to win more business advisory work, how do you position yourself as the expert?
  • This is not a big business, and yet the client agreed to $43,800 worth of high-value services. This demonstrates you do not need big clients, you need ambitious clients who want to grow and who recognise they need help.


A few months back I had the pleasure to interview Zeb. If you want to find out more about this extraordinary accountant you can watch the interview here.

If you want to learn more about how to profit from business advisory and management reporting, we will be running the Business Advisory Masterclass over 3 consecutive days from May 11th-13th 2021. You can find out more information and register to save your place here.

And if you would like to join a community of like-minded accounting professionals learning to price more effectively and confidently, you can join my Facebook Support Group here. 

Wishing you every success on your pricing journey.

Mark Wickersham

Chartered Accountant, Public Speaker and Amazon No.1 Best Seller of "Effective Pricing for Accountants"


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