Value Pricing Strategies for Quarterly Accounting Services
Dec 12, 2025
Value Pricing Strategies for Quarterly Accounting Services
One of the most common pricing questions I get is about quarterly work. A member of the Value Pricing Academy recently asked:
“I have some clients that only see me quarterly. Their volume doesn’t justify monthly services, so I bill hourly. But am I selling myself short?”
Great question - and a common one. Let me explain how to fix that…
You can watch the full video on YouTube here.
The Real Problem: Hourly Billing
This isn’t really about quarterly versus monthly. It’s about the hourly billing mindset.
Hourly billing is flawed for two reasons:
- It caps your income. There are only so many hours in a day. If you bill by the hour, you’re stuck.
- It rewards inefficiency. The slower you work, the more you earn. That’s not ethical — and it’s not scalable.
Hourly billing keeps you stuck in the past. The solution? Fixed pricing. Or better still, value pricing.
Use Fixed Prices for Quarterly Work
Even if a client only needs work every three months, the value is still recurring. So price it that way.
Offer a fixed fee upfront. It gives the client clarity. And it gives you confidence. This way, you remove surprises, remove time tracking, and shift the focus to results. And you stop selling time.
Offer Packages — Even for Quarterly Clients
Clients love choice. So give them options.
Build three levels of service: bronze, silver, gold. Even for quarterly work.
For example:
- Bronze: Basic compliance
- Silver: Includes review meetings
- Gold: Adds forecasting and planning
Let them choose what suits them best. When clients feel in control, they’re more likely to say yes.
Bill Monthly — Even if You Work Quarterly
Here’s the key part. Just because you’re doing the work quarterly doesn’t mean you have to bill quarterly. Bill monthly!
Why?
- It gives you predictable cash flow
- It reduces financial friction for the client
- And it builds long-term relationships
It’s easier for your clients to budget. And it’s better for your business too.
Use Payment Terms to Your Advantage
Now, here’s where it gets clever: Payment terms are a pricing tool.
You can give clients another set of choices:
- Pay monthly at a lower price
- Or pay quarterly at a higher price
It’s the same model used by software companies. They charge more if you pay less frequently. And it works.
Frame Monthly as a Discount
Here’s how to position it…
Start by setting your quarterly price at a higher level.
Then offer a monthly price that’s slightly lower.
Present it as a discount for paying monthly.
But here’s the trick — the monthly amount is the price you really want. So, if they choose monthly, perfect. If they choose quarterly, you’re still paid well.
Either way, you win.
Pro Tip
If you’re billing quarterly clients hourly, you’re almost certainly underpricing.
Build packages. Offer fixed pricing. Collect monthly. Your cash flow will thank you, and so will your clients.
FAQ
What if a client insists on hourly billing?
That’s a red flag. Clients who resist fixed pricing usually don’t value the outcome. Be willing to walk away.
Isn’t monthly billing confusing for quarterly work?
Not at all. Monthly billing reflects the ongoing relationship — even if delivery is quarterly.
Should I give a discount for monthly payments?
No. Just frame it that way. Set your preferred price as monthly, then increase the quarterly price. You stay in control.
Final Thoughts
Quarterly work is still recurring value; it’s just delivered differently. Don’t let that push you back into hourly billing.
Use the same value pricing techniques as you would for monthly clients.
And most importantly, keep control of the cash flow.
You can watch the full video on YouTube here.
If you found this valuable and would like to learn more about value pricing, we offer a free live online training session on a topic you choose every month. You can attend live and ask any questions you have. Click here to register, and we will send you an invitation to the next session.
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Wishing you every success on your pricing journey
The Value Pricing Academy Team
