You Can’t 'Excel' at Value Pricing: Why Tools Matter More Than You Think

gabi • June 20, 2025

“We thought we could just build it in Excel...”


It’s a phrase we hear often from firms trying to implement value pricing on their own. On paper, it seems smart: build a custom spreadsheet, plug in your formulas, and start quoting. But it rarely works out that way.


Spreadsheets are great for tracking data, but they’re not designed for live pricing conversations. In fact, they can make value pricing harder, more stressful, and less effective than it needs to be.


Here’s why DIY spreadsheets are holding your pricing back—and how switching to purpose-built software changes everything.


Why Spreadsheets Fall Short for Value Pricing


Value pricing is dynamic. It relies on real-time scope evaluation, client interaction, and pricing psychology. Spreadsheets weren’t built for that.

Common spreadsheet limitations:

  • Not interactive: Clients can’t engage with the process
  • Error-prone: One wrong formula can derail everything
  • Visually flat: Hard to make compelling during a live meeting
  • Not scalable: Becomes messy as you add services or options


Teresa Slack learned this the hard way. Early on, she and her sister tried to build their own value pricing model in Excel. It was cumbersome, inflexible, and ultimately couldn’t support the complexity they needed.


“We thought we could just build it in Excel... We quickly realised how challenging that was.” — Teresa Slack


The Hidden Risks of DIY Pricing Models


Trying to manage value pricing through spreadsheets doesn’t just waste time—it can actively damage your business.


Inconsistent Pricing


Without built-in logic, every quote is different depending on who created it, what version they used, or how confident they felt.


Sales Friction


Spreadsheet quotes look clunky. They don’t flow in a live meeting. Clients feel like they’re watching you do maths, not discuss value.


Confused Clients


When clients don’t clearly see what’s included or how the price was calculated, miscommunication is inevitable.


No Room to Scale


As your team grows, spreadsheets become harder to manage and update. Version control issues creep in, and onboarding new staff becomes a nightmare.


What Modern Pricing Software Should Do


A well-designed pricing tool does more than just calculate a number. It enables a better sales experience and value conversation.


Here’s what to look for:

  • Scope-based logic that adapts to each client’s needs
  • Live, visual interface that supports interactive meetings
  • Pre-built templates for bookkeeping, payroll, tax, and more
  • Behavioural pricing features, like rewards for referrals or efficiencies
  • Built-in tiering (e.g., Entry, Full, Premium)
  • Instant proposals or follow-up integrations


This isn’t about tech for tech’s sake. It’s about delivering pricing with clarity, consistency, and confidence.


How Tools Like Effective Pricing Transform the Experience


When Teresa adopted Effective Pricing, she saw an immediate change:

  • Clients understood the scope of work
  • Pricing meetings felt professional and guided
  • Clients selected their own services
  • Fees increased substantially


“You cannot do value pricing easily without this amazing tool.” — Teresa Slack


One of her clients even increased their monthly fee by 204% during the initial meeting—not because of a sales trick, but because the process made it easy to see the value on offer.


Tools Create Consistency, Not Just Efficiency


Having the right software doesn’t just make pricing faster. It makes it repeatable. It ensures every client gets the same level of clarity and professionalism, whether you’re quoting them yourself or handing it off to a team member.


You can standardise your offerings, track conversion rates, and iterate confidently without fear of breaking a formula.

Most importantly, you create a pricing experience that feels like part of your brand.


Conclusion: Stop Treating Pricing Like a Side Task


Pricing is not admin. It’s not just a number you send after a call. It’s a core part of your sales strategy and client relationship.


If you're still using spreadsheets to manage your pricing, it's time to upgrade. Not just for your efficiency—but for your credibility, your growth, and your peace of mind.


Try Effective Pricing


Want to see what pricing looks like when it’s done right?


🎯 Book a free demo of Effective Pricing and discover how to:

  • Quote with confidence
  • Align pricing with value
  • Convert more clients—without the guesswork


→ Stop struggling with spreadsheets. Start pricing with purpose.

Why Giving One Price Is Always the Wrong Price

By gabi • June 13, 2025
“When you give one price, it’s always the wrong price.” — Teresa Slack It’s a common scenario. A prospective client asks for a quote. You review their details, estimate the work involved, and deliver a single price. Their reaction? They hesitate. They ask for a discount. Or worse—they ghost you completely. The issue isn’t that your price was too high or too low. The real problem? You gave them only one option. Why One Price Doesn’t Work A single price turns your service into a yes-or-no decision. You’re putting pressure on the client to either accept or reject your offer—without the context of value or flexibility. Even if you believe your price is fair, your client may not be ready to commit without understanding what they're really paying for. Plus, you’re locking yourself into a number that may not reflect the complexity, needs, or expectations of the client. The outcome? You either: Undercharge (and resent it later), or Overcharge (and lose the deal) Neither serves you or the client. What Clients Really Want: Control and Clarity In today’s world, clients expect transparency. They want to know: What they're getting Why it costs what it does What options are available They want to feel in control of the buying process. When Teresa Slack shifted to letting clients "build their own package" through Effective Pricing, everything changed. Clients began engaging with the process, asking better questions, and ultimately choosing higher-value packages themselves. The Power of Presenting Options Instead of giving a single number, offer clients a structured choice: Entry Level Full Service Premium Experience Or even better, let them dynamically adjust their selection based on scope. When clients see the value behind each service line, they make better-informed decisions. You move from price being a sticking point to it being a reflection of value. Teresa shared how one client increased their monthly fee by 204% after going through this process. Why? Because he realised everything that was on offer—and valued it. How to Present Pricing the Right Way Here’s how you shift from pricing resistance to pricing confidence: Scope Before You Quote Start with a discovery session or diagnostic review. Uncover: Volume and complexity of work Pain points and priorities Desired outcomes Use Interactive Pricing Tools Forget spreadsheets and static quotes. Use tools like Effective Pricing to: Show real-time price changes based on scope Let clients see what’s included Build transparency into every quote Let Clients Shape Their Package Allow toggling options on or off. If the full package is too expensive, don’t discount—adjust the scope. “We don’t discount. We remove services.” — Teresa Slack From Negotiation to Collaboration This approach changes the nature of the sales conversation: Old way: "Can you do it for less?" New way: "What if we removed reporting or payroll support to reduce the price?" You’re no longer justifying your fee. You’re collaborating with the client to find the right fit. That builds trust. That wins work. Conclusion: Stop Pricing in Absolutes If you’re still offering one quote per client, you’re missing a huge opportunity to: Position your value clearly Increase your average fee Build better client relationships The right price is the one the client chooses—because it reflects what they truly care about. Try Effective Pricing Want to see how flexible, transparent pricing can transform your firm? 🎯 Book a free demo of Effective Pricing and discover how to: Price confidently Scope accurately Convert more clients → Try it now and give your clients a choice they’ll actually value

The Biggest Mistake Firms Make When Switching to Value Pricing (and How to Avoid It)

By gabi • June 6, 2025
Think you’ve moved away from hourly billing and embraced value pricing? You might not have. For many bookkeeping and accounting firms, pricing remains the Achilles' heel. Despite good intentions, most who "switch" to value pricing actually end up using fixed pricing—and they don't even realise it. On the surface, it feels like progress. But under the hood, it's often just the same problem dressed differently. In this article, we’ll explore the most common misstep firms make when transitioning their pricing models, why it matters, and how to make a true shift to value pricing that increases revenue, improves client relationships, and restores profitability.

She Was Losing Money on Every Client—Until One Pricing Change Turned Everything Around

By gabi • May 30, 2025
"There were times we couldn’t make payroll. We pulled money from our personal investments just to pay staff." That’s how bad things had become for Teresa Slack, co-founder of Financly Bookkeeping Solutions. On the surface, her business looked like a success. It had a growing client base, a team of skilled staff, and years of momentum behind it. But underneath, the numbers told a different story: they were barely breaking even, despite all the hard work. The culprit? Outdated, ineffective pricing. Meet Teresa and Financly Based in Ontario, Canada, Financly is a virtual bookkeeping firm specialising in e-commerce businesses, particularly those selling on Shopify and Amazon. With a team of 10 working remotely across Canada and Europe, Teresa and her sister Connie built a thriving niche-focused firm. But as the business grew, so too did the pressure. In the early days, they charged hourly rates as low as $18, later increasing to $35. Eventually, they transitioned to fixed pricing, offering packages at $200, $300, and $400 per month. But even that wasn’t enough. The business couldn’t sustain the team they had built. "We were paying our staff more than what the clients paid us," Teresa recalled. Overworked, Underpaid, and Out of Options Despite having more than 100 tax clients and 50 consulting clients, Teresa and Connie weren’t paying themselves. They were burning out, fast. "It was incredibly stressful because we knew we needed to do things differently, but we didn’t have any money." Then came a pivotal moment: a conference in Toronto where they first heard Mark Wickersham speak about value pricing. The Lightbulb Moment They joined the Value Pricing Academy and soon learned they had been confusing fixed pricing with value pricing. The difference? With fixed pricing, every client pays the same. With value pricing, every client pays according to the unique scope of their needs. They began trying to build their own pricing models in Excel, but it was clunky and time-consuming. That’s when they discovered Effective Pricing . "You cannot do value pricing easily without this amazing tool," Teresa said. Putting It to the Test Teresa used Effective Pricing for the first time with a new client. She was nervous. "My heart was pounding. My mouth was dry. I didn’t know how it would go." But the result was astonishing. The client loved the process. They appreciated the transparency, the ability to select what services they wanted, and how the pricing adjusted dynamically based on scope. The outcome? A 204% increase in pricing. Reinventing the Sales Process Since then, Teresa has redesigned her entire sales approach. She now begins with a paid diagnostic review to uncover scope and pain points. Only after that does she present pricing using Effective Pricing. This two-step method means clients see the value before seeing the price. And Teresa can tailor each pricing conversation with precision. "When you give one price, it’s always the wrong price. Clients either ask for a discount or say no. Now, if a client thinks the package is too much, we remove services. We don’t discount." The Transformation: Financly 2.0 Financly is now thriving. The business is profitable. Staff are paid well and enjoy benefits. Teresa and Connie now take a salary. The firm is approaching $1 million in annual turnover. And clients? They now pay what they’re truly worth. "We have clients paying $4,000 a month for bookkeeping," Teresa said. "Ten years ago, I couldn’t have imagined that." Hidden Wins The benefits didn’t stop at pricing. Miscommunication has plummeted. Clients now see exactly what is and isn’t included. Upsells are natural. Clients return months later to add more services they saw during onboarding. Client fit has improved. Teresa now works only with clients who respect and value her work. Teresa’s Advice to Bookkeepers and Accountants "If you’re struggling, working long hours, and undercharging, make the leap to value pricing. The shift will let you attract better clients, do better work, and actually enjoy your business again." Ready to Make the Shift? Explore how Effective Pricing can transform your practice, just like it did for Teresa Slack. → Learn more and sign up for Effective Pricing today.