EP529: Anne Napolitano - Stop Undercharging: How To Price & Sell Advisory Services

About this episode

Anne Napolitano discusses her journey from solopreneur to running a successful advisory firm and shares insights on pricing and selling advisory services.

See what the team at The Successful Bookkeeper has on right now → Anne Napolitano started her firm a decade ago as a solopreneur with an accounting degree, a background as a controller for Hermès of Paris, and a stint as a personal chef. Today she runs a 10-person firm with a specialty niche in food and beverage — and she has learned, often the hard way, how to charge what her work is actually worth. This episode is a practical, honest conversation about building advisory services into a bookkeeping firm, pricing with confidence, and communicating value so clients never have to wonder what you do for them. Chapters [00:00] Anne's Background and Firm Journey [05:03] Early Mistakes and Hard Lessons [09:07] Building Advisory Into the Practice [12:24] Tools, Confidence, and Clean Data [14:33] Selling Advisory to Skeptical Clients [18:20] Segmenting Clients for Higher-Tier Work [20:42] Packaging and Proposals That Work [23:34] Pricing Courage and Recovering from Undercharging [28:19] Communicating Value Before Clients Leave [30:29] Pivotal Moments and What She'd Do Differently From Bookkeeping to Advisory: It Takes Time to Grow Into It Anne didn't launch as a full advisory firm on day…

People in this episode

Host: Michael Palmer

Guest: Anne Napolitano

Topics covered

• pricing advisory services
• bookkeeping
• client communication
• business growth
• confidence in pricing

Keywords

• advisory services
• pricing
• bookkeeping
• client value
• business management

Mentioned in this episode

Organizations: Hermès of Paris

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