today's features
growth strategies

niche down to scale up

woman holding eyeglasses and looking at laptop screen

how to find your ideal client.

by jackie meyer

trying to be everything to everyone is a recipe for burnout and mediocrity. that’s why one of the fastest ways to scale up your practice is to niche down and find your ideal client profile (icp). it might feel counterintuitive to narrow your focus, but trust me, specialization is powerful.

more: how to define your vision | how i became an accidental entrepreneur | build a seven-figure firm in four hours a week
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the fear of missing out (fomo)

before we dive in, let’s address the elephant in the room: the fear that by niching, you’ll lose opportunities. many advisors hesitate to niche down because they worry, “what if i turn away someone and regret it? what if i limit my opportunities and my phone stops ringing?” it’s a valid emotional concern, but let’s bust the myth:

  • serving everyone dilutes your expertise and makes it harder to stand out.

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client accounting services

how cas boosts profitability

use pricing strategies to your advantage.

by hitendra patil
client accounting services: the definitive success guide

pricing your services correctly to ensure reasonable profitability is a major decision you will take in your client accounting services practice.

more by hitendra patil
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the accounting profession’s largest cas survey results revealed how cas firms price their cas offering:

  • the topmost method of pricing the cas offering is fixed/flat fee, used by 41 percent of the respondents.
  • the next common method of pricing cas is “mixed method of pricing” (a mix of hourly, fixed and value pricing), charged by 36 percent of respondents.
  • hourly billing method is used by 33 percent of respondents.
  • about 28 percent of respondents use value pricing as the method for cas pricing.

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client service opportunities

mitchell reno: cx as a growth driver | gear up for growth

firms with client experience programs see 19% higher growth rates, according to clearlyrated study. 
originally published nov. 8, 2024.
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gear up for growth
with jean caragher
for 卡塔尔世界杯常规比赛时间

creating a truly differentiated client experience can be the key to standing out in a profession defined by trust, service, and technical excellence. that’s the message from mitchell reno, director of client experience at rehmann, in this episode of gear up for growth, hosted by jean caragher, president of capstone marketing.
gear up for growth spotlights the best strategies for smart and effficient growth in today’s competitive landscape. more gear up for growth every friday here.|  more capstone conversations with jean caragher every monday | more jean caragher here | get her best-selling handbook, the 90-day marketing plan for cpa firms, here | more 卡塔尔世界杯常规比赛时间 videos and podcasts here
drawing on more than two decades of marketing and advisory experience—including 14 years as rehmann’s chief marketing and sales officer—reno discusses how client experience, when strategically engineered, becomes not only a competitive differentiator but a catalyst for firm-wide growth and innovation.

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2022年世界杯抽签

bissett bullet: take charge

today’s bissett bullet: “the reason that accounting professionals don’t close deals in a timely manner is that they leave it to the prospect.”

by martin bissett

we know that marketing is all about getting appointments in the diary, but when we get to that all-important first meeting, we find out what service the business is currently receiving from their present accountant, establish that we offer some services that they would benefit from and then leave it up to the prospect. that is why the trail goes cold; that is why we struggle to get a return phone call.

it’s up to you to create enough interest to get the second meeting arranged during the first.

today’s to-do:

look at your last three unsuccessful proposals and reflect on those meetings. did you ask for the second meeting or did you leave it to them? in hindsight, what would you have done differently? is there a recurring theme?

see more bissett bullets here

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pricing, fees & billing rates

follow the $25,000 pricing rule

your clients get more value and your team gets to lose timesheets.

by jody padar
the radical cpa

consider the $25k rule.

because this method requires heavy lifting on the front end, a good rule of thumb is to only value-price engagements of $25,000 or more. if the client falls below $25,000, they are eligible for a fixed price or fixed price plus a value add. this rule is important because if your client is a small business, it doesn’t matter how much value they perceive in your services; they will not be able to afford value pricing above a certain level.

more by jody padar
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most services are fixed-priced, but based on conversations with the client, those prices may drop or be raised accordingly. some of the data points used to set pricing are the pita factor (pain in the a#%) and the client’s gross revenue.
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