Sell Your Value, Not Your Time

Pricing for Profit & Sustainability

From MTD Compliance Through to High-Value Advisory Services

How to Price with Confidence, Maximise Profitability and Get Paid What You’re Worth

Move From Underpricing to Confident Value-Based Pricing

Four 90-minute sessions with comprehensive workbooks, pricing strategy templates, and practical exercises designed to help IFA accountants confidently charge fees that reflect their true value — including for new mandatory services like MTD.

Format

4 x 90-minute live sessions (sold as a complete series)

Resources

Workbooks, pricing strategy templates, practical exercises

Objective

Move from underpricing and uncertainty to confidently charging fees that reflect your true value

Complete 4-Session Series with Workbooks

Session 1: Breaking Free From Pricing Shackles

Why most accountants undercharge — and how to change that

Key Focus Areas:
• Why accountants struggle with pricing – fear, self-doubt, and/or lack of pricing strategy
• The biggest pricing mistakes (e.g., competitive pricing, low anchor points, uncertainty in fee discussions)
• The true cost of poor pricing – stress, long hours, scope creep, cashflow struggles, undervaluation
• How your pricing shapes client perception – what your price signals about your firm
• Cost-based vs. value-based pricing – why time-based billing is the wrong model
• Understanding what your clients really value – shifting focus from cost to impact and transformation

Outcomes:
✓ Gain confidence in charging higher fees
✓ Overcome the fear of increasing prices
✓ Understand how pricing shapes client relationships

Workbook Exercises:
• Self-assessment: What are your current pricing weaknesses?
• Price perception exercise: Evaluate your pricing through a client’s eyes

Session 2: Building the Right Pricing Structure

Pricing models that work for compliance (including MTD), added value and advisory

Key Focus Areas:
• Understanding different pricing models and when to use each
• Building pricing structures for MTD and compliance services
• Creating tiered pricing for added-value services
• Developing advisory pricing that reflects transformation
• Packaging services effectively
• How to present and communicate your pricing structure

Outcomes:
✓ Design pricing structures that reflect service value
✓ Price MTD services confidently
✓ Create clear service packages clients understand

Workbook Exercises:
• Map your current service offerings to appropriate pricing models
• Build your MTD pricing structure with confidence intervals

Session 3: Value Perception & Client Experience

How to shape client perception so they see and appreciate your true value

Key Focus Areas:
• Understanding how clients perceive value
• Communicating value throughout the client journey
• Creating touchpoints that reinforce your worth
• Using language that builds value perception
• Handling price objections with confidence
• Positioning yourself as a premium provider

Outcomes:
✓ Master value communication techniques
✓ Handle price conversations with confidence
✓ Create client experiences that justify premium pricing

Workbook Exercises:
• Audit your current client touchpoints for value reinforcement
• Develop your value communication scripts

Session 4: Implementing Price Changes

Practical strategies for increasing prices with existing clients and positioning new pricing structures

Key Focus Areas:
• Timing your price increases strategically
• Communication scripts for existing clients
• Handling difficult conversations
• Grandfather clauses and transition strategies
• Presenting new pricing to prospects
• Creating your implementation timeline

Outcomes:
✓ Implement price changes without losing clients
✓ Communicate increases with confidence
✓ Build a sustainable pricing strategy

Workbook Exercises:
• Create your price increase communication plan
• Develop your 90-day implementation roadmap

What Makes These Workbooks Valuable

Practical Exercises

Self-assessments, perception exercises, pricing calculators, and implementation templates you complete between sessions to embed the learning.

Ready-to-Use Templates

Communication scripts, pricing structure templates, client journey maps, and value proposition frameworks you can apply immediately.

Complementary Value

Each workbook complements the live session content with additional exercises, deeper explanations, and space for your notes and action plans.

Built for IFA Accountants

Underpricing Your Services

You know you’re worth more but struggle with fear, self-doubt, or lack a clear pricing strategy to charge what you deserve.

Uncertain About MTD Pricing

New mandatory services like MTD require confident pricing structures that reflect the value and ongoing support you provide.

Moving to Advisory Services

You want to shift from compliance to advisory but need pricing structures that reflect transformation, not just time spent.

If you want to move from uncertainty to confident, value-based pricing — across compliance, MTD and advisory — these workbooks will help you turn insight into action.

Frequently Asked Questions

Do I have to register again for each session?

No. Register once. We’ll send you all 4 workbooks automatically as the series progresses.

Do I need to attend live to use the workbooks?

No — they’re designed for use during sessions and for implementation between sessions.

What format are the workbooks?

Downloadable Word/PDF designed for notes, checklists, exercises, and fill-in templates.

Can I share them with my team?

Yes — these tools are meant to help your entire team adopt a consistent, confident pricing approach.

When will I receive each workbook?

You’ll receive Session 1 immediately after registration. Sessions 2–4 workbooks arrive automatically before each live session.

What if I miss a session?

The workbooks are valuable whether you attend live or not. They include all exercises and templates you need to implement the strategies.

Download All 4 Workbooks

Register once and receive all 4 workbooks automatically as the series progresses. Start turning pricing insights into profitable action today.

Presented in partnership with IFA.