Many accountants in practice find it challenging to delegate even simple tasks, so they really struggle when it comes to delegating pricing decisions.

In my latest book, Banish The Bottleneck, you can read all about how to systematically delegate repeat tasks, like pricing, to both reduce your workload and develop your team members.

Simon chaplin quote with image

Very few practitioners I work with add “sending out proposals” and “extra work orders” (EWOs) to the list of things they want to delegate. Until I challenge them, that is!

You see …

If you’re the only person in your practice who can quote, it can cause you a number of problems, the worst of which is quotes not even going out! It will have happened to you. You are busy, you are under pressure, and a customer asks you a question. One of those “Can you just …?” questions. You know, in your heart of hearts, what they’re asking for is not included in the scope of work you set out at the beginning of the relationship. However, it’s often quicker to just get on with the job rather than taking up more time agreeing an additional fee.

How short-sighted is that!?

Also …

You are often NOT the best person to quote for the work. Here are two reasons why …

1) Mates’ Rates

You might be emotionally involved with many of your customers. Not romantically, of course! But you might be emotionally invested in their success. You might be friends with them. You might sympathise with their situation. This leads you to offer “mates’ rates”, which are lower than you would offer someone else. In my experience, team members are less likely to do this.

2) Ignorance

You can be ignorant of the work involved. And rightly so. You shouldn’t be doing the work. The team member working on the job is much more likely to be in a position to know whether the price you are charging is fair or not.

If you are the only one that is sending out proposals in your practice you are almost certainly less profitable than you could be.

That lack of profitability means you’ll be working more hours than you need to. As a result, you might not be earning the money you need to live the lifestyle you want, or profitable enough to pay for the best talent. You then end up in the never-ending cycle of being too busy to recruit someone, while being too busy until you do.

So, what can you do? Well, of course, you could continue to work harder and harder and harder … or alternatively, you could delegate the responsibility for issuing proposals and pricing to your team. Now, you need to do this consistently, and that is where pricing software like GoProposal is invaluable.

You set the pricing software up with the charges for each service. You then delegate issuing proposals to your team members. At GreenStones (my accountancy practice) the customer care team issues the proposals.

This might be a big step for you. If you don’t want to give your team complete autonomy around setting the prices, you can give them some parameters. They can report to you by exception. For example, if the team member thinks the price that comes out of GoProposal is plus or minus 10% of what it should be, then they need to come to you and ask your permission to send that quote out.

Once the team are issuing the proposals, that removes you as the bottleneck. You’ll naturally start to become more profitable – not only because the team will charge more than you do but because you are freed up to do extra chargeable work.

If you are considering increasing the number of users that you’ve got on your proposal software, I wholeheartedly recommend that you do. It will free up your time, help you become more profitable and remove you as the bottleneck in your pricing process.

For more on how you can banish the bottleneck and get more from your team, check out this live masterclass with me and James Ashford.

[type='text']
[type='text']
[type='email']
[type='email']
[type='tel']
[type='tel']
[type='password']
[type='password']
[contentid="spotlight"]
[contentid="spotlight"]
[activeKey]
[activeKey]
['rmockx.RealPlayer G2 Control', 'rmocx.RealPlayer G2 Control.1', 'RealPlayer.RealPlayer(tm) ActiveX Control (32-bit)', 'RealVideo.RealVideo(tm) ActiveX Control (32-bit)', 'RealPlayer']
['rmockx.RealPlayer G2 Control', 'rmocx.RealPlayer G2 Control.1', 'RealPlayer.RealPlayer(tm) ActiveX Control (32-bit)', 'RealVideo.RealVideo(tm) ActiveX Control (32-bit)', 'RealPlayer']
[index]
[index]
[i]
[i]