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Mark Wickersham (UK):
When deciding how to price projects
such as annual accounts it’s relatively easy. It’s repetitive, predictable and
we are able to create a package solution to suit that makes it easy to price. But what about when it’s a one-off job?
How best do you price it then?
Here are 3 tips to help you do it more
effectively: Tip 3 – Create milestones
Most of the time the above approach
will work. But sometimes, by the nature of it being a special project, it won’t. The outcome is uncertain and can
be dependent on a number of factors so therefore how do you price accordingly? If that’s the case break it into
milestones. And price accordingly.
For instance you could create a package
solution pricing process for getting to the first stage. Then you say to the client that
once you’ve delivered that
then you can get together and look at second stage options. You tell them that you won’t be
able to price it just yet because it
depends on the outcome
of stage one. So remember- for big projects simply
break it down. That’s how you price for special
projects that come up without notice. In case you missed this:
(More of Mark!)
Better pricing = higher profits
If you have a service business, you can
earn much more from this series. Also, Mark runs a programme called
Price Consulting, and he teaches
accountants/bookkeepers how to help their customers with their pricing. Thank you for the positive response to
posts on this topic and the action taken. Please tell your friends!
Those links again:
How to build a successful bookkeeping
business (book) How to build a successful bookkeeping
business (video training programme) The Value Pricing System
The Power of Price Psychology
Monthly Mentoring
Grab them NOW and claim the true income
that you earn!
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