How to Protect Your Margins Before the Sale Begins with Albert Banks
Tue Jan 27 2026
Many service-based business owners win deals, deliver great work, and still struggle with margins.
In this episode, Albert Banks breaks down how service-based businesses can protect margins before work even starts. You get a clear look at pricing strategy, value-based pricing, project profitability, cost awareness, negotiation tactics, and sales frameworks that help agencies and professional services firms grow revenue without burning out their teams. The focus stays on setting every project up for success from day one.
Key takeaways:
Use floor, table, and ceiling pricing. Learn how to set a pricing range that protects profit while giving flexibility in sales conversations.Move beyond hourly billing. Value-based and fixed-fee pricing create better alignment with clients.Anchor pricing with options. Offering multiple pricing options reframes the decision.Sell expertise, not tasks. Leading with discovery and strategy positions you as the expert.Know your true costs. Understanding fully loaded costs is non-negotiable if you want predictable margins.Tune into the full episode of ▶️How to Protect Your Margins Before the Sale Begins.
Find more podcast episodes on our website: anderscpa.com/learn/podcasts/
Episode resources:
● Anders Virtual CFO by Anders website: anderscpa.com
● Love our content? Sign up for our newsletter: https://anderscpa.com/learn/
● Check out the Virtual CFO Playbook Course:
https://anderscpa.com/virtual-cfo-services/vcfo-playbook/
Quotes
-Albert Banks: "Strong margins start before the project begins. Preventative decisions in pricing and scoping protect profitability."
-Jody Grunden: "When you know your data, time, cost, and team mix, you can price consistently and still hit your margin targets."
Albert Banks is a seasoned agency founder turned consultant, helping businesses boost profitability through strategic pricing, operations, and sales frameworks. With over two decades of experience—including growing, merging, and selling his own agency—Albert now coaches leaders on setting value-based pricing and uncovering hidden risks before a deal even starts. He champions a diagnostic-first approach, ensuring clients position themselves as trusted experts rather than vendors. Albert’s practical systems help agencies increase margins and close better-fit clients.
LI: https://www.linkedin.com/in/albertbanks/
The Creative Agency Success Show helps service-based business owners master the financial side of growth. Hosted by Jamie Nau, Director of Virtual CFO Services/ Virtual CFO, and Jody Grunden, Partner and Virtual CFO Practice Leader at Anders CPAs + Advisors, the podcast dives into essential financial strategies for scaling creative agencies.
Website: https://www.buzzsprout.com/2458889
FB: https://www.facebook.com/vcfobyanders
LI: https://www.linkedin.com/company/vcfobyanders/
IG: https://www.
More
Many service-based business owners win deals, deliver great work, and still struggle with margins. In this episode, Albert Banks breaks down how service-based businesses can protect margins before work even starts. You get a clear look at pricing strategy, value-based pricing, project profitability, cost awareness, negotiation tactics, and sales frameworks that help agencies and professional services firms grow revenue without burning out their teams. The focus stays on setting every project up for success from day one. Key takeaways: Use floor, table, and ceiling pricing. Learn how to set a pricing range that protects profit while giving flexibility in sales conversations.Move beyond hourly billing. Value-based and fixed-fee pricing create better alignment with clients.Anchor pricing with options. Offering multiple pricing options reframes the decision.Sell expertise, not tasks. Leading with discovery and strategy positions you as the expert.Know your true costs. Understanding fully loaded costs is non-negotiable if you want predictable margins.Tune into the full episode of ▶️How to Protect Your Margins Before the Sale Begins. Find more podcast episodes on our website: anderscpa.com/learn/podcasts/ Episode resources: ● Anders Virtual CFO by Anders website: anderscpa.com ● Love our content? Sign up for our newsletter: https://anderscpa.com/learn/ ● Check out the Virtual CFO Playbook Course: https://anderscpa.com/virtual-cfo-services/vcfo-playbook/ Quotes -Albert Banks: "Strong margins start before the project begins. Preventative decisions in pricing and scoping protect profitability." -Jody Grunden: "When you know your data, time, cost, and team mix, you can price consistently and still hit your margin targets." Albert Banks is a seasoned agency founder turned consultant, helping businesses boost profitability through strategic pricing, operations, and sales frameworks. With over two decades of experience—including growing, merging, and selling his own agency—Albert now coaches leaders on setting value-based pricing and uncovering hidden risks before a deal even starts. He champions a diagnostic-first approach, ensuring clients position themselves as trusted experts rather than vendors. Albert’s practical systems help agencies increase margins and close better-fit clients. LI: https://www.linkedin.com/in/albertbanks/ The Creative Agency Success Show helps service-based business owners master the financial side of growth. Hosted by Jamie Nau, Director of Virtual CFO Services/ Virtual CFO, and Jody Grunden, Partner and Virtual CFO Practice Leader at Anders CPAs + Advisors, the podcast dives into essential financial strategies for scaling creative agencies. Website: https://www.buzzsprout.com/2458889 FB: https://www.facebook.com/vcfobyanders LI: https://www.linkedin.com/company/vcfobyanders/ IG: https://www.