After 10/15 is the perfect moment to reprice, reset expectations, and stop working for free and get paid for the value you create. The Fall deadlines are a stark reminder that the transactional business model needs work. That’s one of the reasons why Renew launched our five-part Pricing Reset series: to help firms capture their true value with practical strategies, scripts, and peer accountability.
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Why Now Matters
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Every firm knows the trap:
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• Quick questions that become unpaid consulting.
• Cleanup work that consumes hours with no invoice (too busy to agree a price or draft an invoice?).
• Notices and ‘minor’ requests that feel “too small to charge for.” (NOTE – as one of our members rightly said on our call this week, there ARE quick questions, but no quick answers…)
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October 15 is a natural inflection point. It’s the reset button that lets you step back, reprice clients, up your minimums and set new boundaries before the next busy season.
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As you’d expect, Renew firms are onto this early. During September, we’ve collaborated on the first two parts of the series, and our members have blocked out the time to execute. Without that commitment and accountability, the likelihood is you’ll repeat tax season. Not the outcome most firms want. HINT: if you wait till January, it’ll be too late. If you take action now, you can move the needle significantly before tax season.
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On October 21, we’ll dig into diagnosing client needs, starting a new client engagement with an upfront assessment, and how to use mutual commitment statements. November brings subscription pricing and value-based advisory opportunities. Each step builds momentum toward a proactive, value-based pricing model.
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If you’d like to join us on October 21 and get a rare insight into how our member calls foster strong collaboration to solve challenges, you’re very welcome. Register for Pricing Reset Part 3 now, and we’ll send you a calendar invite with a Zoom link. No pressure, you can watch from the sidelines or ask questions and get involved if you’re comfortable doing so.
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What Renew Members Are Saying
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The best part of this series is the honesty from the Renew community, which enables accountants to realize they are not alone, and they have the support they need to make the changes:
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• Still giving it away: Some firms admit they’re not charging for notices, advisory questions, or messy catch-up work. Most popular reason? Too busy.
• Packages gaining traction: On average, Renew members already have over 50% of their clients on packages, which goes a long way toward eliminating ‘free work’ – if a client has access as part of their package, they are paying for it. Several Renew firms have 100% of their clients on packages or subscription. As Seth, who runs a great firm in Phoenix, told the call, “100% of clients get a package, and we do not lift a finger without an upfront price for any additional scope or work.”
• Change orders underused: Many members said this was a major opportunity to tighten their processes further.
• Tools make it easier: Renew scripts and templates for repricing, disengagement letters, sample packages, and change orders are helping firms have tough conversations with confidence.
• Mindset shift is key: As we are regularly reminded: “Making the firm your number one client is the key to everything.” That’s why committing to action and blocking out time to work on your firm is so crucial.
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Here are some highlights from this week’s call:
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• Packaged pricing stops the “quick question” trap by bundling recurring services and advisory access into clear offerings.
• Some firms give clients a menu of options (e.g., 3 levels of service, bronze/silver/gold) and let them choose. Others diagnose needs and recommend the best fit. Both works. What matters is adapting the templates and making them fit your firm.
• Phrases like “this won’t take long” undermine your value. Train your team to protect boundaries and respond with: “That’s outside your package. We can do the work but first, let’s draft a change order, give you a price and have you approve it.”
• From Vault templates and scripts to Growth Club accountability (quarterly Mastermind groups with five or six firms working on similar strategies with SERIOUS accountability), Renew equips firms with the systems and support to pull the lever with the biggest impact – pricing.
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Again, if you’d like to join us on October 21 for Part 3 of Pricing Reset, just register now, and we’ll send you a calendar invite with a Zoom link.
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Alternatively, if you can’t make October 21, feel free to download our e-book, The 40-Hour Firm. Discover how firms with strong prices work fewer hours.