INNOVATION & CHANGE MANAGEMENT

The Radical Approach to Bundling Services

Package your knowledge, and don’t forget client personality.

By Jody Padar
The Radical CPA

How do you take that tax planning, that small business exper­tise or whatever insight it is that you own and package it so it’s similar to a product? That’s what the next generation of firms has figured out how to do.

I started doing this pre-cloud. I had to figure out a way to keep my customers engaged with me all year without doing book­keeping because I didn’t want to do bookkeeping. I productized my year-round tax services.

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I also took every piece of work I could take outside of tax season and separated it from the tax return. We do the work outside of tax season and charge for it as a separately stated item. Today, so many firms are still doing accounting cleanup work that can be done outside of tax season in tax season and they’re not charging for it separately. I’ve heard firm leaders say, “Oh, that’s part of doing a tax return.” No, it’s not. Getting accurate books before you do a tax return should be priced and completed outside of tax season. It shouldn’t clog up your firm in March.