Profitability isn’t a matter of luck—it’s the result of smart, deliberate strategies. In this episode of the Accountants Minute Podcast, Peter Towers, Managing Director and Founder of ESS BIZTOOLS, unpacks why pricing is one of the most critical levers for small business success.

Peter challenges the traditional “historian’s role” of accountants, urging professionals to step forward as trusted advisors who help SMEs set charge-out rates, create budgets, and monitor performance in real time. Drawing on years of experience and insights from industry leaders, he highlights why so many SMEs are struggling – and why accountants must do more than prepare tax returns after the fact.

You’ll discover:

✅ How to guide clients in calculating charge-out rates that truly reflect costs and profit goals.

✅ The importance of ongoing KPIs, cash flow forecasts, and performance reviews.

✅ Why SMEs need proactive advisory – not retrospective compliance.

✅ Practical ways to use tools and calculators that take the guesswork out of pricing.

If your clients are undercharging, guessing their margins, or missing key performance indicators, they’re not just at risk – they’re running blind. This episode shows how you can step into the role of “profit partner” and deliver the strategic advice SMEs are crying out for.

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