In my previous article, we started looking at communicating your value to prospective clients and that in order to do this, you need to reflect both the value of your service and their pain back to them. So in this article, we’ll continue looking at ways to communicate your value. Once you’ve found out what […]

In my previous two articles, I looked at the understanding your value part of my formula (UV + CV + CA = CW) for charging what you’re worth. So now let’s take a look at communicating the value to your prospective clients; the CV part of the equation.  I have a sneaky feeling that this […]

About 3 weeks ago, on 6 September 2014,I decided to dip my toes in the water by putting a post on Linked In of a more personal nature (All the Best Coaches have Experienced Hard Times) and, to my utter surprise and delight, was immediately rewarded with 477 views in just 24 hours. There were […]

In the previous article, I wrote about the importance of understanding your value to enable you to charge what you’re worth and focussed on your expertise. In this article, I’ll discuss the two other key aspects of understanding your value which are the client’s need and your general self-worth. Because you don’t really understand your […]

Ask yourself the following question: Would I like to earn an additional £10k, £20k, or £30k in the next 12 months without having to necessarily get more clients?   If the answer is yes, then read on. With a sinking feeling, David checked his billings for the past month compared with his colleagues and wondered if […]

Accountants – are you charging for time or on value? Traditionally you have charged for your services on a time basis with an hourly charge out rate and recorded your time in units. For example, some of my clients record in units of 5 minutes. As far as compliance work is concerned, this is probably […]

I’ve recently been reflecting on the subject of price versus value in relation to my own life. Of course, we all like to get something for nothing or a real bargain; we wouldn’t be human otherwise. (Just look at what happens in the retail industry during the sales. People have been known to queue up […]

Are you giving away too much of your valuable expertise without charging? You worry that saying no or asking for payment will mean losing a client. You are not alone, many professional services people I meet fall into this trap and it’s costing you more than just the fees. There could be a number of […]

It was a pleasure to be asked to deliver a 45-minute interactive session at Inspire’s (http://www.inspireaccountants.co.uk/) Business Forum on Tuesday, 29th April at the Hallmark Hotel in Bournemouth. There were 60 business professionals all eager to discover how to charge what you’re worth and get it. Lots of great feedback and everyone said it was  very motivating, […]