Let Go of Beliefs That Hold You Back

Are you letting some clients get in the way of true success?

By Matt Solomon

We've discussed the need for a clear process to help you price, sell and deliver your new advisory services for clients. When your process communicates the value you offer, you are on the brink of achieving major success.

MORE: Reframe Sales as Communicating Value | 3 Keys to Evolving Your Accounting Practice
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There’s just one more step, and we’ve saved the best for last. The truth is, you can give the best advice in the world and have a fantastic sales process, but still not be able to fill your roster with high-quality clients.
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Reframe Sales as Communicating Value

Two people working side by side on laptopsCreate a conversation where the client can experience what it would be like to work with you.

By

I've talked about how the accounting industry has been disrupted. High-volume, low-profit services such as tax returns are being pushed out by large commercial organizations, leaving small and medium-size accounting firm owners to work increasingly harder for decreasing profits.

MORE: 3 Keys to Evolving Your Accounting Practice
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The solution is to allow your business model to adapt by following these three core principles:

  1. Transform from accountant to advisor. (Read 3 Keys to Evolving Your Accounting Practice if you haven’t yet!)
  2. Learn to price/sell/deliver.
  3. Confront and conquer fear.

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Three Keys to Evolving Your Accounting Practice

View from below of man standing on mezzanine with back to cameraChoose your new role, then start living it.

By Matt Solomon

The accounting profession has been disrupted.

This probably isn’t an earth-shattering revelation if you’re an accountant. Over the last decade, your ability to make a decent living doing compliance work has decreased dramatically. Commercial tax operations are offering tax returns for incredibly low prices – in some cases, companies are even doing tax returns for free.

If you’re the owner of a small or medium-sized firm, it doesn’t matter if your work is higher quality. You can’t compete on the price, and retail shops are spending millions of dollars in advertising every year to woo your clients away.

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