From Underpricing to Profitability
Tanti Financial Services | Amy Tanti's story
My Firm - who I am and what my firm looks like
I run a small, family‑owned accounting practice based in Western Sydney, serving a mix of small‑business clients. I’ve been managing our business for six years, employ around twelve staff and turn over roughly $1.5 million a year.
From the outside, we looked busy and successful; inside, we struggled to translate activity into profit.
Problems Faced - what I thought was going on
I believed we needed more sales. To keep clients happy, I quoted what felt affordable and avoided annual price rises. We were working harder every year, the team was growing, yet margins were shrinking. I assumed marketing would fix everything and that if we just added more clients, our profit problem would disappear.
Something had to change! I saw 26Group marketing about a pricing calculator so I downloaded Andrews Pricing Calculator for $27 and booked a complimentary session to understand how to use this.
OVERVIEW
Amy runs a small, family-owned accounting practice in Western Sydney serving small-business clients.
Revenue: ~$1.5M annually
Team: 12 staff
Owner experience: Managing the firm for 6 years
Services: Compliance and advisory
From the outside, the firm looked busy and successful. Internally, profitability was shrinking.
Real Problems – what I discovered was really going on
A complimentary session with Andrew revealed the truth: about 40 % of our clients were priced below cost. We hadn’t defined service packages or benchmarked our rates. Jobs were loosely scoped, leading to scope creep, and we lumped high‑value advisory with compliance work. The issue wasn’t lack of sales; it was our pricing architecture and workflow chaos.
Strategy Applied
I made the decision to invest in the Command Your Profit Program, as I felt I needed the support. Support to implement the changes plus help me change what I was doing and how I ran the firm. I needed a different perspective, and Andrew’s perspective specifically has challenged the way I analyse my business and profitability.
We mapped every service, defined clear inclusions and exclusions and separated compliance from advisory. We benchmarked our true hourly rate, and set up a plan to reprice legacy clients.
Then I realised I really need to learn how to word the conversion as some of the clients' prices were doubling. Through watching the training and Andrews weekly mentoring sessions, I learned to articulate value and handle pricing conversations confidently.
As we launched into repricing the clients, Andrew helped me to understand workflow wasn't managed well and we had very little accountability to completing jobs effectively within job profitable timeframes. Basically the turnaround time from start to completion was too long, our team wasn't held accountable to internally set deadlines to drive completion, and scope creep was blowing up our profit.
We set up the structure to schedule and manage workflow so that our team knew exactly what was expected. We developed an accountability system so the people and managers became self accountable to meeting those expectations.
Results Achieved
Within six months of driving pricing changes, revenue is on track to increase by 17%, adding about $250 000 a year without hiring anyone. Client jobs that once drained time are becoming profitable, and the team has gained confidence.
10 months in the team are now running the workflow, staying on track and reporting back to me when it's off track. I have gone from driving the workflow to supporting the managers so they drive their own workflow.
Profitability is on track to increase by 150%.
The team are starting to get through the work and enjoying the challenge of implementing the new workflow systems. They are happy and can see the benefits of the new system.
More importantly, clients love the certainty of packages they selected. Some have even selected high service packages despite the increased compliance fees.
As we continue to turn around the profitability of the business, I am excited and looking forward to developing more opportunities for advisory work and pricing these knowing our value from the outset!