Offering packages is the most uncomplicated way to work with a client.
Plus, offering your services through packages creates demonstrable value and results for your clients.
Here’s what this means for you:
Creating packages of your services allows you to break free from the “hours for dollars” model of pricing which puts a cap on how much money you can earn. After all, time is limited. Value is not.
Hear me on this one and it’ll change your work life – and positively affect your bottom line:
“The fees you charge have nothing to do with supply and demand and everything to do with value.”
Packages are a means of demonstrating and communicating this value to your clients. When clients see the value, they don’t argue with you on price…
Here’s what you need to know about creating packages.
A package is a collection of services (the features – or the “what” – that you provide) that produce particular results (the benefit) for the client.
What makes packages such a wonderful and dynamic way to organize your bookkeeping services is that packages are focused on the problems you solve for the clients. Packages allow you to present your services in a way that the solutions and results you provide are front and center.
Creating packages that provide top value for your clients and give them the most bang for their buck builds you a loyal client base with clients that are easy to handle because they understand and can see the value YOU provide.
AND…since you are (finally) charging based on results and value, you can feel good about being paid well (perhaps even charging more) for the services and value you provide.
Creating packages is as easy as 1-2-3.
1. Create a complete inventory of the services you provide. List things like:
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Services that are “part and parcel” of doing bookkeeping, like posting vendor bills and scheduling for payment, preparing invoices, calling in payroll to third-party provider.
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Things that are “just part of what you do” – These are things that are taken for granted as being included in the service, like reminding client that their bank balance is low, re-ordering their checks, stuffing and mailing client invoices.
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Services you gave away and later resented – These are things you provided for client but for which you weren’t compensated, like cleaning up the mess from the previous bookkeeper so you could do your job, providing copies of client invoices at your expense, giving away time as a consultant.
2. Design your service levels…this is the easy part.
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Assign each component to a level of service
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No more than 3 levels – a top, medium, and basic.
3. Distinguish each level of service in terms of service or time.
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Add a service – Deluxe Package contains everything from the basic package plus preparation of 1099’s. The Ultimate Package contains everything from the Deluxe plus a year-end tax package for the client’s CPA.
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Vary the amount of time – Package A is 8 hours, B is 16 hours, etc.
4. Name each package or service level…Be as creative as you like with yournames. You can name them based on colors, competency, or metals.
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Competency – Basic, Deluxe, Ultimate
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Metals – Platinum, Gold, Silver
Creating packages allows you and your client to focus on deliverables. Create your packages NOW so that you can eliminate client confusion and make it easier for clients to buy from you…so that your business is easier to run, makes you more money, and allows you more freedom.
Hi Linda
great suggestion re making an inventory of what you do inclduing the bits you did for free and resented later.
It also makes it clear what the scope of work will be and give room to charge for additional services that fall outside the agreed package.
Regards
Bronwyn Buck
This was exactly the information I needed! Thank you for writing an informative, actionable article on how to package your bookkeeping services. This is something I have been wrestling with for the last two weeks and after reading your post everything crystallized in my head and I knew exactly what I needed to do. You rock!