The Value Pricing Podcast

Hosted by Mark Wickersham

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Episodes

115

Latest episode

Aug 2026

Language

EN-US

About the show

Mark Wickersham - chartered accountant, public speaker and value pricing expert – has spent the last 20 years teaching accountants and bookkeepers about the wonders of value pricing. In this podcast he tackles some of the industry’s most common frustrations such as dealing with price sensitive clients, having the pricing conversation, and being confident when it comes to charging the higher prices that you deserve. Mark is obsessed with value pricing! It is far superior to the fixed pricing or hourly billing methods that most accounting professionals typically use and everyone should be using it. It’s how he built his 7-figure business, and it’s how you are going to do the same. These episodes are recordings of live monthly training sessions in which Mark teaches accountants and bookkeepers like you how to price your services, how to win more clients and how to run a more profitable business.

Listen to episodes

60 recent

August 31, 2026Episode 11654 min

Conversation: The Art of Persuasion with Peter Thomson

What if the secret to better selling is to stop selling altogether? Discover how the right questions can help clients sell themselves. Learn why active listening could completely transform your client conversations. Explore a simple six-stage process for more powerful, persuasive meetings. Find out how contrast and anchoring can change the way clients see your price. And discover why understanding the real value to your client matters so much. Persuasion doesn’t have to feel uncomfortable. The latest episode of the Value Pricing Podcast is now available: The Art of Persuasion with Peter Thomson In today's episode you will learn: Why great selling is about allowing clients to buy How well-crafted questions make client conversations more persuasive The six stages behind an effective sales conversation How active listening helps uncover what clients really value Why contrast and anchoring make pricing feel more compelling How to reveal price confidently without manipulating the client Don't miss out on this fascinating conversation packed with powerful lessons on persuasion, pricing and selling without selling. Listen now!

August 17, 2026Episode 11531 min

How to Pre-Qualify Clients and Avoid Time Wasters

Are you spending too much time talking to the wrong potential clients? Discover why having a clear ideal client profile can help you attract more of the clients you actually want to work with. Learn how better positioning can make it clear who your firm is for — and who it isn’t. We explore simple pre-qualification systems, including customer intake forms and how to handle prospects who only want to know the price. And why could charging for your initial consultation be one of the most powerful pre-qualifiers of all? Stop wasting precious time. Start being choosier about your clients. The latest episode of the Value Pricing Podcast is now available: How to Pre-Qualify Clients and Avoid Time Wasters In today's episode you will learn: How to define your ideal client profile with confidence. Why strong positioning attracts better, more valuable clients. How intake forms quickly pre-qualify potential new clients. How to handle prospects who focus solely on price. Why charging for initial consultations can transform pre-qualification. How simple systems save time and eliminate time-wasters. Don't miss out on these practical strategies to attract better clients, pre-qualify prospects and stop wasting valuable time. Listen now!

August 3, 2026Episode 11438 min

Referral Systems For Getting New Customers

Want a steady stream of client referrals instead of leaving them to chance? What if a few simple systems could transform how your firm grows? Discover why exceptional service alone isn't enough to generate referrals. Learn when to ask, who to ask, and how to attract more of your ideal clients. You'll also uncover practical referral systems you can implement straight away. Simple ideas. Powerful results. The latest episode of the Value Pricing Podcast is now available: Referral Systems For Getting New Customers In today's episode you will learn: Why referrals should never be left to chance. How exceptional service naturally creates more recommendations. When and how to confidently ask clients for referrals. How to attract referrals from your ideal clients. Five simple referral systems to grow your firm consistently. How reciprocity can dramatically increase referral opportunities. Don't miss out on the simple referral systems that could transform the way you attract new clients and grow your firm. Listen now!

July 20, 2026Episode 11352 min

How To Go From Aspiring Author To Best-Selling Book

Ever thought about writing a book but never knew where to start? Discover how a book can position you as the go-to expert in your industry. Should you choose traditional publishing, self-publishing, or a hybrid approach? Learn practical tips for writing, publishing, and promoting a book that gets noticed. Plus, uncover simple strategies to turn your book into a powerful business tool. Your story could open doors you never expected. The latest episode of the Value Pricing Podcast is now available: How To Go From Aspiring Author To Best-Selling Book In today's episode you will learn: Why every professional should consider writing a business book. The differences between traditional, self, and hybrid publishing. How books build credibility and attract higher-value opportunities. Simple strategies to plan, write, and publish with confidence. Practical ways to market your book and maximise its impact. How to turn your book into a powerful lead generation tool. Don't miss out on discovering how writing the right book can elevate your credibility, grow your business, and position you as the go-to expert. Listen now!

July 6, 2026Episode 11242 min

How to become a QuickBooks Online ProAdvisor

Want more clients without spending more on marketing? Could becoming a QuickBooks Online ProAdvisor be the answer? Discover how certification can boost your visibility and credibility. Learn the secrets to standing out and charging higher prices. Get practical tips for passing the ProAdvisor certification with confidence. Hear how one simple certification transformed a bookkeeping business. Don't miss this one. It's packed with value! The latest episode of the Value Pricing Podcast is now available: How to become a QuickBooks Online ProAdvisor In today's episode you will learn: Why ProAdvisor certification attracts more clients and builds credibility. How the certification process works and what to expect. Practical tips to pass the QuickBooks Online ProAdvisor exam confidently. Ways to maximise your ProAdvisor profile for greater visibility. How certification helps you deliver more value and charge higher prices. The biggest mistakes to avoid when becoming a QuickBooks ProAdvisor. Don't miss out on discovering how QuickBooks ProAdvisor certification can help you win more clients and charge higher prices. Listen now!

June 22, 2026Episode 11153 min

Are you a nosey parker? with Will Kintish

Do networking events fill you with dread? Discover why you're not alone. Learn the simple networking secret that transformed Mark's confidence. Are you asking the wrong questions when meeting new people? Find out why "What do you do?" might be the worst networking question you can ask. Discover the three biggest networking fears and how to overcome them. Arrive early. Stay late. The smallest changes can have the biggest impact. Want more referrals, stronger relationships, and greater confidence? This episode is for you. The latest episode of the Value Pricing Podcast is now available: Are you a nosey parker? with Will Kintish In today's episode you will learn: Overcome the three biggest fears of networking. Master simple techniques to start conversations confidently. Discover the questions that build stronger relationships. Learn how to spot valuable networking opportunities. Avoid common networking mistakes that hold professionals back. Follow up effectively to create lasting business connections. Don't miss out on these practical tips to become a more confident and effective networker. Listen now!

June 8, 2026Episode 11053 min

Notes from the Galaxy: A journey from addiction to achievement

How does someone go from addiction to becoming a leader in the accounting profession? Seth David shares an extraordinary journey of resilience, recovery, and success. What really happens when you sell your accounting firm and start over? The biggest productivity breakthrough isn't the app you use. A simple shift in thinking could transform the way you manage your work. What does the future of AI mean for accountants and bookkeepers? An inspiring story. Powerful lessons. A fascinating look ahead. The latest episode of the Value Pricing Podcast is now available: Notes from the Galaxy: A journey from addiction to achievement In today's episode you will learn: How Seth overcame addiction and rebuilt his life Why accountants will always benefit from strong systems The key lessons from selling an accounting firm How to create productivity systems that actually work Why process design matters more than software tools What AI could mean for the future of accounting Don't miss out on this inspiring conversation packed with powerful lessons on resilience, productivity, business growth, and the future of AI in accounting. Listen now!

May 25, 2026Episode 10949 min

The TurnKey Business Plan for Accounting Professionals

What does it take to build a premier accounting firm? Roger Knecht shares the strategies firms are using to grow faster. From advisory services to AI, this episode is full of practical ideas for accountants and bookkeepers. Working too many hours? Discover the systems successful firms use to work smarter. Learn why niching, networking, and expert positioning matter more than ever in today’s profession. Simple ideas. Powerful advice. Real strategies you can implement immediately. This is an episode every ambitious accounting professional needs to hear. The latest episode of the Value Pricing Podcast is now available: The TurnKey Business Plan for Accounting Professionals In today's episode you will learn: How to build a premier accounting firm The three biggest challenges firms face today Why advisory services are transforming the profession How networking and niching attract better clients Simple systems to save time and increase profits Why accountants must embrace AI and technology Don’t miss out on these powerful strategies to grow, scale, and future-proof your accounting firm. Listen now!

May 11, 2026Episode 10847 min

How To Launch a CFO Advisory Services Business in 12 Weeks

Could you launch a CFO advisory business in just 12 weeks? Most business owners don’t want more reports. They want clarity and direction. We talk imposter syndrome, cashflow, forecasting, and building real client confidence. Hear how one stressed business owner completely transformed her business. Discover the systems and frameworks behind successful CFO advisory services. This episode could change how you see advisory forever. You do not want to miss this one. The latest episode of the Value Pricing Podcast is now available: How To Launch a CFO Advisory Services Business in 12 Weeks In today's episode you will learn: How to launch CFO advisory services in just 12 weeks Why business owners need guidance, not just financial reports How to overcome imposter syndrome and build advisory confidence The key numbers and drivers every business owner must understand How forecasting and scoreboards help clients take better action Why CFO conversations create bigger impact than bookkeeping alone Don’t miss out on the strategies, systems, and mindset shifts that can transform the way you serve clients forever. Listen now!

April 27, 2026Episode 10744 min

Mastering Client Communication: Enhancing Email Responses with ChatGPT

Are you making the most of ChatGPT… or missing the details that make it truly powerful? Discover how to turn difficult client emails into clear, confident responses using simple prompt tweaks. Learn why AI “hallucinates”—and how one lawyer’s costly mistake proves you must stay in control. See how the right tone, structure, and context can transform generic replies into professional, empathetic communication. Short prompts. Better results. Huge time savings. And yes… even a touch of humour (when it’s appropriate). The latest episode of the Value Pricing Podcast is now available: Mastering Client Communication: Enhancing Email Responses with ChatGPT In today's episode you will learn: Why ChatGPT is transforming accounting faster than anything before The hidden risks of AI, including hallucinations and false outputs How to craft better prompts for clearer, stronger email responses The power of tone, style, and context in client communication Practical ways to handle difficult client emails with confidence How to save time while improving quality using AI tools Don’t miss out on discovering how to save time, avoid costly AI mistakes, and transform the way you communicate with clients. Listen now!