James Lopiccolo: Sell Service, Not Hours

Small firm attacks the big issues with novel strategies.

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With Steven Sacks
The NEW Fundamentals: Thriving in Disruption

The accounting profession is “stuck in a rut,” says James N. Lopiccolo, founder and managing member of Capocore Professional Advisors, in Lake Orion, Mich.

He says CPAs can’t see “the challenges that are coming by from other non-CPA firms.”

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Lopiccolo’s answer is offering service agreements, instead of billing by the hour. Risky? Sometimes. But clients love it.

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In more than 31 years of public accounting, Lopiccolo has worked in business advisory, tax, and accounting for a multitude of industries including contracting, manufacturing, medical, professional service companies, and real estate. He serves on the Michigan CPA Association executive committee and the finance committee, and he is a two-time chair of the AICPA Small Firm Practitioners Task Force.

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