Build trust – share this with your team

Niche down!

Here’s a common belief that I see many accounting firm owners share:

They think their services are too specific to waste time on marketing. They look at what others are doing and believe there’s just no way marketing could work for them.

Would you pay more for that?

No Category

I’m not a big fan of hourly pricing. I believe it prevents companies from growing and hurts the accountant and the client. 

Instead, I encourage accountants to introduce value pricing. Why? 

Don’t forget about your team

A-class clients are the backbone of highly successful accounting firms.

To offer them the level of service they expect, you need to decrease inefficiencies in your firm. Most of the time, you can achieve that by tightening your processes.

Prices don’t matter

I want to talk about stuff that’s CRITICAL if you want to keep growing your business.

Lead generation.

Because you have a lead generation strategy, right?

Don’t worry – if you chuckled or are wondering what you just read, you are not alone. Many accounting firms don’t pay much attention to the active lead generation.

New clients just magically appear, right?

Increase your charge rates?

I wanted to talk about your business model – and the money that you charge for your services.

If you’re a “standard” accounting firm, I bet your business model can be broken into the following steps:

–        Complete a service
–        Charge for the hours that you’ve worked

If yes, then it’s likely that you’ve trapped yourself in a transactional relationship.

Offer Value Not Time

Many of my clients when they first came to me, found themselves with, what they thought was, maximized hourly rates.

No matter how many extra services they added, they thought they just couldn’t justify increasing the amount that they charged for every hour of their time.

Not to mention that often, they spent more hours doing the work than they would charge their clients for!