I recently caught up with Jane Aylwin who is, quite simply, an extraordinary bookkeeper. During our interview she told me how – in the last 5 months – she had added £53,000 in fees, almost entirely from pricing (which means most of it goes straight to bottom line profit) in a different way.
She started off, just like many bookkeepers, working from her kitchen table. And getting OK results.
But those OK results got worse and worse as her business grew and she took on people to work for her. Her old pricing models were no longer working.
The big epiphany
A few months ago, on the way to a client she had a big realisation… she needed to do something different. Otherwise she’d keep getting the same results.
That meeting with a client was the first of 4 meetings that week; a week she now describes as her ‘week of wow’. In that week she had a pricing conversation with each of those 4 clients…
… and in...