How to Price Bookkeeping the Smart Way

Most firms still price bookkeeping the wrong way.

They charge by the hour. Or they guess at a fixed fee. Or they try to count transactions and hope it all works out.

The result? Scope creep, low margins, and clients who don’t see the value.

Let me explain…

The Problem With Traditional Pricing

Hourly rates are unpredictable. Fixed fees based on “average clients” don’t reflect real work. And counting transactions misses the big picture.

Worse still, when clients don’t understand what they’re paying for, they start questioning the price — and your value. But there’s a better way.

Why Value Pricing Wins

There are only two real pricing models: cost-plus and value pricing.

Cost-plus includes hourly billing, transaction-based pricing, or “fixed” fees derived from time. It’s familiar — but flawed.

Value pricing, on the other hand, focuses on outcomes. It gives clients choices. And it protects your margin.

Now, here’s the key part… Clients value different things. Some want compliance. Others want insights, speed, and reporting. So let them choose.

Package Your Services — Properly

A single fixed fee doesn’t work. Instead, offer three packages that match real client needs. Think of them as:

• Compliance – Basic bookkeeping for peace of mind.
• Performance – Better reporting and insights.
• Priority – Fast turnaround, management reports, and regular reviews.

Don’t use Bronze/Silver/Gold. Use names that reflect real outcomes.

Scope is Strategy

Scope creep kills profit. Write down exactly what’s included. Line by line. Be clear about:

• Which accounts you handle
• How often you update
• What platforms are covered

Then add this sentence:

“Anything not explicitly listed is not included in the fee.”

It builds trust. And protects your time.

Do a Diagnostic Before You Price

Don’t quote after a quick chat. Run a proper review — and charge for it.

Look at their records. If there aren’t any, look at statements, sales platforms, payroll, and VAT returns. Then give them a findings report.

That’s how you price with confidence.

Price What Really Drives Work

Forget just counting transactions. Real price factors include:

• Number and type of accounts (banks, Stripe, PayPal, etc.)
• Entity structure (sole trader, company, etc.)
• Basis (cash or accrual)
• Foreign currency
• VAT complexity
• Industry (e-commerce, nonprofit, property)

These change the effort and risk. That’s what your price should reflect.

Timelines Add Value

Not every client needs books done by the 5th. Use turnaround time as a value lever. For example:

• Compliance clients: reports by the end of the following month.
• Priority clients: weekly updates and front-of-line service.

This helps differentiate your packages — and justify your fees.

Add Value Above Compliance

Basic bookkeeping is just the start. Higher packages should include:

• Monthly reporting
• Video summaries
• Review calls
• Dashboards
• Liaison with tax advisers

These are outcomes, not tasks. Price them as such.

Price Live — Not in Secret

When you quote privately, you second-guess yourself. Price live with the client.

Use a structured tool or checklist. Show the packages. Adjust scope together. Let them choose.

Your confidence builds theirs.

Make Your Proposal Bulletproof

Your proposal should confirm:

• The selected package
• What’s included (and what’s not)
• Turnaround times
• Assumptions (like system access)
• Fee term (e.g. 12 months, reviewed annually)

It’s your contract. Get it right.

Start Simple. Improve Over Time.

You don’t need perfect packages to begin. Draft three tiers. Define the scope. Run your first diagnostic. Price with the client.

Then improve with every engagement. Consistency beats complexity.

Pro Tip

Stop guessing. When you scope properly, diagnose first, and price with the client — you protect your time, your value, and your profit.

That’s the smart way to price bookkeeping.

FAQ

Can I still offer fixed fees?

Yes — just base them on value and scope, not time.

What if clients resist paying for the diagnostic?

Call it a health check. You’re giving insight, not just a quote.

Do I need fancy software?

It helps. But even a clear checklist works.

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.

If you’d like to join our community of over 10,000 accountants and bookkeepers who are working together on their value pricing journey, you can join the Facebook Group here.

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Wishing you every success on your pricing journey

The Value Pricing Academy Team