Case study · Accounting firm
Underpricing an entire book.
The owner knew he was too cheap and could not bring himself to have the conversation. We built the model, then coached him through every call.
The situation
He knew. He just could not do it.
The owner knew his prices were too low across the whole client book. That was not the hard part. The hard part was that he could not bring himself to have the conversation with clients he had worked with for years, so the underpricing simply continued, quarter after quarter, leaving money on the table that was already his.
What we did
This was not a spreadsheet problem, it was a nerve problem, so we solved both.
- Built the pricing model, so every number he took to a client was defensible and tied to the value being delivered.
- Built the client-fit rules, so it was clear which relationships to reprice, which to keep and which to let go.
- Coached him through every call, so the conversation he had been avoiding for years actually happened.
The result
Thirty-three clients repriced. Six figures found.
He repriced thirty-three clients and found six figures of annual revenue that had been his all along. The money was never the hard part. Someone standing next to him while he asked for it was.
One of eight. See the other results, or find your own weakest link.
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