As I reflect on my years working with the accounting industry, one thing is clear: the scarcity mindset is a silent productivity killer.
For too long, I have seen accountants reluctant to say no, cling to legacy clients, and avoid raising prices, thinking that every dollar mattered. But this approach traps them and their teams in a cycle of constant stress and diminishing returns.
The problem is that scarcity keeps us playing defense. We take on low-value work that doesn’t align with our firm’s true goals just to fill the revenue gap.
It is not until accountants adopt a new mindset—one focused on value, not volume—that they see a shift.
That doesn’t have to be the case this tax season. You can transform your busiest time of year by prioritizing high-value clients and confidently setting higher prices.
Losing a few clients who aren’t the right fit actually strengthens your firm. It allows you to focus on building quality relationships and creating a supportive, profitable environment.
If you want this tax season to be more than just playing defense, now is the time to act. Choose quality over quantity and embrace a mindset focused on success, not scarcity.
If you're wondering where to start, take a moment to see where your firm actually stands.
Take the Tax Season Assessment
Best,
Shannon
