How To Win $43,800 of Business Advisory Work

inspiring stories Jun 02, 2020

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 found this valuable and would like to learn more about value pricing, I run a free live online training session every month with a topic chosen by you. Attend live and you can ask me any questions you have. Click here to register and I will send you an invitation to the next session.

Wishing you every success on your pricing journey

Mark Wickersham

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