Even firms who are doing extremely well and have been working with us for a long time need to constantly remind themselves that they do great work and create massive value for clients.
The price you are contemplating will almost always go up if you run it by a colleague. Leverage your network to capture money you might have previously left on the table
If you focus on the minimum, that’s probably what you’ll get. As a guide, we’re seeing firms set their target client price at roughly 2X the minimum, sometimes higher
Making decisions to stop doing what you DON’T want to do is even more important than making decisions on what you DO want to do!
Allocating precious capacity to low-value or soul-destroying work will kill the best-laid plans (and drive you insane!)
Our clients use a Tax, Accounting and Advisory Service Agreement. Perhaps the biggest value in that document is internal - to convince yourself of the value
Activity brings results. When you onboard a new target client, figure out what you did to bring that lead to the table and then block time to do it again!
These evolve over time but rarely go away. One we see regularly is ‘my team isn’t prepared to learn new things.’ If you’re thinking your team is holding you back, ask yourself, are you settling for mediocrity or are you committed to addressing the issue?
Does it reflect your value proposition? Is it current? Would you want to become a client of your firm based on what you see there?
You decide who the clients will be, who can work there and the work you’ll do. Figure out where you thrive, where you’re in your flame, then take action to spend the majority of your time there.
Have a great week!
Most accounting firms start to think about marketing when they need or want new business.
Humor, wisdom and strength. Coach John Abell was a class act. It was at his funeral service that Shannon found himself thinking about how Mr Abell used all those things during his coaching career... and how that approach might apply to CPA firms.