today's features
advisory & consulting

how to upgrade your clients to higher-value advisory services

two men talking across table

do they understand what you’re offering?

by hitendra patil
client accounting services: the definitive success guide

you are more than a billable hour. do you agree?

upgrading your clients to higher-value advisory services can be an arduous task. it is challenging, but worthwhile!

more by hitendra patil
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however, what do you do when your clients don’t understand why they should pay for your advice or, worse, why they need it? how can you convince them that it is worth paying for your advice?
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pricing, fees & billing rates

focus on value first

hand moving triangle along beam to indicate balance between price and value

don’t discuss fees as soon as a potential client calls.

by sandi leyva
the accountant’s accelerator

how do you talk to a prospect or client about your fee?

more by sandi leyva
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some of the answers i have heard are:

  • “it depends.”
  • “tell them and get off the phone as fast as possible.”
  • “i don’t know.”
  • “what is your budget?”

most accountants spill the beans about their rates way too early in a conversation with a future client. so when should you talk rates?

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pro member exclusive

traditional benefits to offer remote employees

woman sitting outside with laptop and smartphone

being stingy could cost their loyalty.

by jody grunden
building the virtual cfo firm in the cloud

traditional benefits often include things that many brick-and-mortar office workers take for granted such as paid time off, health insurance and a retirement plan.

more by jody grunden
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why do i say these are taken for granted? well, some distributed companies may hire independent contractors to cut down on their expenses when it comes to “frivolous” things like this, but we believe in building a great place to work, and to us that means offering the kind of benefits that make employees feel secure and cared for.
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featured video

steffen: leadership is about energy, not tenure | gear up for growth

when you’re too tired to lead, step aside.

this is a preview. the complete episode is first available exclusively to pro members | go pro here
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gear up for growth
with jean caragher
for 卡塔尔世界杯常规比赛时间

“leaders who realize they’re too tired to keep managing change should recognize that it might be time to transition to somebody who has that energy,” says carrie steffen, ceo of the iowa society of cpas, during her appearance on gear up for growth, hosted by jean caragher of capstone marketing. “the longer you hang on when you don’t have the energy for change, the more of a disservice you’re doing, not only to your firm, but to the profession as a whole.”   

more jean caragher here | get her best-selling handbook, the 90-day marketing plan for cpa firms, here | more gear up for growth

more 卡塔尔世界杯常规比赛时间 videos and podcasts here

in addition to highlighting self-awareness as a key leadership skill, steffen offered valuable insights for cpa firm leaders navigating today’s dynamic environment. 

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growth strategies

how niches lead to growth

woman holding eyeglasses and looking at laptop screen

it’s all about your ideal client.

by jackie meyer
the balanced millionaire: advisor edition

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: vision vs. mission, and why you need one | ten questions to check your entrepreneurship | more revenue in fewer hours
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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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