You Can't Right Price the Wrong Clients

value pricing Nov 12, 2019

You can’t right price the wrong clients.

Let me explain what that means…

A huge problem in our profession is accountants and bookkeepers working crazy long hours and not making enough money.

One of the main reasons this is happening is accounting professionals have the wrong mindset. We want to win every single client out there. We want to grow our firms and keep taking on clients.


But not every client is a good client.


Watch the video I did on this here.


There will always be some clients out there that no matter how much you build value, communicate value, give them choices, options, use menu pricing - all of the best value pricing techniques - they will still not value what you do.

You will never get the right price with those people because they have unrealistic expectations. They are probably just looking for the cheapest provider and that’s not what you are.

They may be the sort of person that has cashflow issues, or they may be a brand-new business start-up and they have no money.


You cannot get the right price if the client is wrong.


It’s so important to realise, if you want to build a profitable accounting firm - it’s not the same as a big accounting firm.

Bigger isn’t always better. It’s much better to be selective with your clients. You should be turning people away, you shouldn’t be chasing work.

Really you should be turning away more people than you take on.


Know which clients are right for you


You need to have the right positioning, know your ideal client profile so you know the right types of clients when you see them, and know the right price. You need to be confident about the value you can deliver and therefore your prices too.

Please don’t try to chase every single piece of business, be prepared to say no if the client isn’t right.

The great thing is, the good clients will want to work with you even more because they will feel valued and part of an exclusive group. They will see that you are different.



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”