Today's Features
MARKETING & SALES

Start Value Pricing with Six Steps

Who are you selling to?

By Jody Padar
Radical Pricing – By The Radical CPA

Can you remember doing business before cell phones or social media? You really don’t have to be too old to remember because change happens fast. In fact, if you are over 50, you probably remember when every home had a landline, firms advertised in the Yellow Pages, and accountants charged hourly for mundane compliance tasks.

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It really wasn’t that long ago when the internet was intriguing rather than indispensable.

At some point, change becomes inevitable, and I would argue that value pricing has reached this critical stage.

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MARKETING & SALES

Don’t Chase New Fees, Attract Them

Focus on your client’s concerns, not yours.

By Martin Bissett
Winning Your First Client

Let’s start with two simple definitions to avoid any confusion:

  1. The purpose of marketing is to create the opportunity.
  2. The purpose of business development (sales) is to convert that opportunity into a paying client.

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When we meet with prospective clients – and I say this as someone who has sat in on many hundreds of meetings of this nature – we rarely give potential clients a reason to buy from us that they care about.

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PRO Member Exclusive

Is Your Non-Billable Time Working for You?

Time is money : clock hands on $100 bills

Make sure that business development is part of your firm DNA.

By Domenick J. Esposito
8 Steps to Great

Today, at many smaller firms, client service partners (defined as partners who devote 100 percent of their time on clients with no firm administration responsibilities), generate, on average, about 1,500 to 1,600 billable hours per annum.

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At most of the Top 100 CPA firms, client service partners generate about 1,200 billable hours per annum. That should be the absolute minimum at the Top 100 firms. Without breaking much of a sweat, client service partner billable hours at the Top 100 could and should easily reach 1,300 to 1,400 billable hours per annum.
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BUSY SEASON MANAGEMENT

Tell Your Tax Clients about These 40 Other Services

Woman and man shaking hands across a desk

BONUS: A checklist to use for additional client services.

By Ed Mendlowitz
Tax Season Opportunity Guide

The following listing can give you ideas of additional services clients might need.

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This list is not complete, but it is a good start for you to start thinking about what types of additional services you can offer to your clients!

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ADVISORY & CONSULTING

Inside Tax Season’s Hidden Shift: Same Work, Fewer People, Higher Cost

And that’s the good news.

Your mileage may vary: The tax and accounting workforce is churning out almost as many returns. But with rising labor costs. Is that a margin squeeze or the firm of the future? (Index = pro-filed tax returns, annualized payrolls, and headcounts)

By CPA Trendlines

Join the survey. Get the results.

As the tax and accounting profession enters the final stretch of Busy Season 2026, new CPA Trendlines Research suggests that the much vaunted promises of AI-enabled efficiencies are still just that – promises.

MORE Tax Season

So far this year, firms are producing even fewer tax returns than at the same time last year, while salaries are increasing. READ MORE →