Pricing your Practice to become a scalable business
Most finance professionals believe they’re in the business of bookkeeping, accounting, or compliance. But that’s not entirely true. You’re not just running a business—you’re building a system. A system that works not because of you, but in spite of you. A system that delivers value predictably, profitably, and purposefully.
At the heart of that system lies your pricing strategy.
Pricing isn’t simply about charging for your time or services. It’s about crafting a process that ensures your business operates like a well-oiled machine. It’s about creating a structure that functions independently, delivering consistent service to your clients while giving you the freedom to focus on growth.
If you’re ready to stop being stuck working in your business and start working on it, mastering your pricing is the first step. Let’s explore how.
- Fixed Fees: The Foundation of a Scalable System
In the day-to-day grind of running a practice, it’s easy to slip into reactive mode. Hourly billing is a trap—it ties your income directly to your time and forces you to constantly justify your worth. Fixed fees, by contrast, create predictability. Predictability for you, your clients, and your business.
Fixed fees are more than just a pricing model; they are a process. They allow you to systematise how you package, price, and deliver your services. With fixed fees, you can clearly outline what’s included, avoid surprise invoices, and align your offerings with client expectations. No more scrambling to calculate hours or negotiating invoices. Instead, you create a repeatable system that runs efficiently.
The key is defining your fees properly. You must understand your costs, margins, and capacity. Fixed fees aren’t about “charging less to keep clients happy”; they’re about creating a win-win structure that supports growth through clarity and consistency.
- Monthly Retainers: Creating Recurring Revenue
Imagine a business where your bank account is replenished monthly, without the need for chasing invoices or worrying about cash flow. That’s the power of monthly retainers.
Retainers not only provide cash flow consistency but also foster predictability. By offering tiered packages (e.g., basic, standard, premium), you create a scalable pricing structure. Each package becomes a defined product, easy to market and replicate.
For instance, a basic package might cover essential bookkeeping, while a premium package could include strategic advisory services and bespoke reporting. By ‘productising’ your services, you move beyond being “just an accountant” to becoming a trusted business partner offering dependable solutions.
Be cautious of scope creep, however. Without clear boundaries, you risk doing more than you’re paid for. Defined deliverables, regular reviews, and structured processes ensure you remain in control.
- Value-Based Pricing: Designing for Differentiation
Every business needs a unique selling proposition—something that sets it apart. Value-based pricing is your opportunity to differentiate yourself through outcomes rather than inputs.
Clients care less about the work itself and more about the results it delivers. Value-based pricing shifts the focus to what your services achieve for clients, such as saving time, reducing stress, or increasing profits. This model is particularly suited to advisory services, which finance professionals are increasingly incorporating into their offerings.
To succeed with this approach, you need systems to understand client pain points, communicate value effectively, and position your services as indispensable solutions.
- Contingency Pricing: Sharing Success, Managing Risk
What if your success were tied directly to your clients’ success? That’s the premise of contingency pricing.
This model aligns your goals with those of your clients: when they win, you win. It’s ideal for projects with measurable outcomes, such as securing tax credits or raising capital.
However, contingency pricing isn’t without risk. Success depends on clear agreements, well-defined outcomes, and disciplined execution. Treat it as a product with structured agreements and systematised processes to ensure it scales effectively.
Your Brochure: A System for Sales
A well-designed brochure isn’t just a marketing tool—it’s a system for communicating value and closing sales. Done right, it becomes a vital part of your pricing strategy.
- Define Your Packages: Show clients exactly what they’re getting; clarity builds trust.
- Emphasise Results: Focus on how your services solve problems and deliver value.
- Design with Intention: A polished, professional brochure reflects the quality of your business.
Automating Payments: Stabilising Cash Flow
Chasing payments is a barrier to scaling. Automating payments, for instance through Direct Debit, transforms cash flow management. Predictable income creates stability, enabling you to focus on growth—a critical component for any scalable business.
Final Thoughts: Build the System, Free Yourself
Your pricing strategy isn’t just a list of numbers—it’s the foundation of a scalable system. A system that delivers value predictably, supports growth, and allows you to focus on building a business rather than simply doing the work.
The question isn’t “What should I charge?” but “How can I design a business that works?” Master fixed fees, retainers, value-based pricing, or contingency models, and you’re not just running a practice—you’re creating a business that serves clients, supports your team, and frees you to lead.
