Accounting Firm Growth Strategies

Loren Fogelman
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Are you an accounting firm owner ready to ditch the billable hour grind? Do you yearn to create a firm that fuels your passion and brings you true fulfillment? Then dive into Accounting Firm Growth Strategies with Loren Fogelman. Every episode is packed with proven firm growth tactics you can implement today. Expect frank discussions about the realities of firm ownership with plenty of insights from influential guests. Stop settling for "good enough." New episodes of the "Accounting Firm Growth Strategies" podcast drop every week, so subscribe now to unlock the firm of your dreams!

  1. The Profitability Gap: Why Some Firms Earn More for the Same Work

    1D AGO

    The Profitability Gap: Why Some Firms Earn More for the Same Work

    Your pricing is shaping your workload more than your client list. When there is a disconnect between the strategic oversight you provide and how your firm is priced, growth becomes harder than it needs to be. You guide tax strategy, reduce risk and influence financial decisions, yet pricing often reflects compliance tasks instead of business impact. 0:00 - Introduction: Why Two Plumbers Charge Different Rates 2:45 - Strategic Oversight Pricing Framework for Accounting Firms 5:20 - Repositioning Your Role: From Task Completion to Financial Leadership 8:35 - Reframing Client Conversations: Language That Builds Value 11:50 - Restructuring Pricing: Value-Based vs Hourly Billing 14:25 - Case Study: How One Firm Increased Revenue While Reducing Hours 17:10 - Action Steps to Implement Value Pricing in Your Firm This causes capacity strain, fee pressure and clients who evaluate cost instead of outcomes. In this episode, you will learn how to realign pricing with the responsibility you carry. Three takeaways: 1. How to reposition your firm from compliance provider to financial leader. 2. How to price based on risk reduction and strategic influence. 3. How to reduce workload by attracting higher quality clients. You will gain a practical framework you can immediately apply and that strengthens revenue and improve sustainability. Watch to the podcast to identify where your pricing is capping profitability and how to correct it. If you want to double your income, working half the time, then Get Paid What You're Worth is a FREE resource for accounting professionals. Check out this 43-page e-book at https://businesssuccesssolution.com/worth Subscribe to the Accounting Firm Growth Strategies Podcast: https://podcasters.spotify.com/pod/show/loren-fogelman2

    19 min
  2. The Hidden Reason Tax Season Feels Heavier Every Year

    FEB 11

    The Hidden Reason Tax Season Feels Heavier Every Year

    Tax season has a way of revealing what’s really holding your accounting firm together. Even when revenue is strong and clients are engaged, many accounting firm owners, tax preparers, and bookkeepers feel an unexpected sense of fragility during busy season. Decisions bottleneck at the owner level, scope quietly expands, and workload grows without a corresponding increase in stability. 00:00 – Why Tax Season Feels Heavier for Accounting Firm Owners02:18 – The Illusion of Stability During Busy Season05:04 – Are You the Bottleneck in Your Accounting Firm?07:46 – Stability Shift #1: Value Pricing vs Hourly Billing10:32 – Stability Shift #2: Decision Ownership and Team Accountability13:41 – Stability Shift #3: Workload Design and Scope Control16:52 – Case Study: How One Tax Firm Increased Profit and Reduced Owner Stress In this episode of Accounting Firm Growth Strategies, Loren Fogelman, business coach and founder of Business Success Solution, explores why the pressure you feel during tax season is not a productivity problem. It is a stability problem. This episode breaks down how firm stability is often concentrated on the owner rather than built into the structure of the business. You will learn how pricing decisions, decision ownership, and workload design quietly shift risk onto the firm owner and why this becomes most visible during tax season. In this episode, you will learn: • Why busyness creates the appearance of control without real stability • How owner dependency forms through pricing and decision flow • What it takes to design firm stability instead of absorbing it personally • How value pricing supports predictable margin and workload reduction • Where to start if you want to reduce hours while increasing revenue Whether you run a tax practice, bookkeeping firm, or accounting firm with a small team, this episode will help you identify exactly where your firm depends on you to function and what to do about it. Watch now to gain clarity on how to shift stability into your firm’s structure, engage quality clients, and reduce workload without compromising client outcomes.

    20 min
  3. The Unspoken Rules Running Your Accounting Firm During Tax Season

    FEB 3

    The Unspoken Rules Running Your Accounting Firm During Tax Season

    Tax season has a way of exposing what is really running your accounting firm. Longer hours, faster yes decisions, and postponed pricing conversations are rarely caused by busy season itself. They are the result of unspoken rules shaping how you price services, accept clients, and manage your workload. 0:00 Tax Season Patterns That Keep You Stuck2:03 Why You Say Yes When You're Already At Capacity4:15 The Hidden Cost of Autopilot Decisions6:28 Unspoken Rules That Limit Your Firm's Growth8:42 How to Identify Your Automatic Responses10:55 The One Conversation That Changed Rich's Tax Season13:18 Take Control: Start With One Rule In this episode of the **Accounting Firm Growth Strategies Podcast**, you’ll learn how automatic decision making during tax season keeps small accounting firm owners working more without increasing revenue. You’ll discover how to question one pricing or boundary rule and change the direction of your firm without adding pressure during busy season. In this episode, you’ll learn: 👉 How hidden assumptions impact your accounting firm pricing and capacity 👉 Why familiar client decisions cost more time and energy than expected 👉 One practical shift to replace reactive choices with intentional decisions If you want more control over your workload and clearer pricing decisions before tax season ends, watch this episode and identify the rule holding your accounting firm back. If you want to double your income, working half the time, then Get Paid What You're Worth is a FREE resource for accounting professionals. Check out this 43 page e book at https://businesssuccesssolution.com/worth Subscribe to the Accounting Firm Growth Strategies Podcast: https://podcasters.spotify.com/pod/show/loren-fogelman2

    14 min
  4. Only Accept Clients Who Fit to Protect Your Sanity, Time and Profits

    JAN 20

    Only Accept Clients Who Fit to Protect Your Sanity, Time and Profits

    Ever notice that some client conversations start with “How much?” before they ask anything else? That moment points to a deeper issue. Your marketing and positioning may be attracting the wrong clients, leading to price resistance, longer hours, and stalled growth. 0:00 The Hidden Cost of Wrong-Fit Clients 2:15 Why Poor-Fit Clients Drain Your Revenue 4:30 How High-Maintenance Clients Impact Profitability 6:45 Susan's Story: Breaking the Price-Cutting Cycle9:20 Step 1: Messaging That Attracts Quality Clients 11:30 Step 2: Screening Questions During Consultations 13:15 Step 3: Value Pricing Over Low-Cost Positioning In this episode, I break down how accounting firm owners with small teams can shift client attraction, align pricing with impact, and reduce workload without adding more marketing effort. You will learn:👉 How to spot poor fit clients before they drain your time and margin👉 Messaging and consultation shifts that naturally filter for quality clients👉How value pricing changes who reaches out and how conversations start When the right clients find you, revenue increases while stress decreases. Listen to the podcast to understand how small changes in positioning and pricing create better clients and better results. If you want to double your income, working half the time, then Get Paid What You’re Worth is a FREE resource for accounting professionals.Check out this 43 page e book at https://businesssuccesssolution.com/worth Subscribe to the Accounting Firm Growth Strategies Podcast:https://podcasters.spotify.com/pod/show/loren-fogelman2

    15 min
  5. 5 Marketing Mistakes Costing Your Accounting Firm Premium Clients

    JAN 14

    5 Marketing Mistakes Costing Your Accounting Firm Premium Clients

    If your accounting firm marketing looks consistent on paper but continues to attract price shoppers or low quality inquiries, the problem is rarely how much effort you are putting in. It is a positioning and pricing issue that marketing is simply exposing. In this episode of the Accounting Firm Growth Strategies Podcast, Loren Fogelman breaks down why accounting firm marketing fails even when firm owners are doing all the “right” things, and how misalignment between messaging, positioning, and pricing quietly pushes premium clients away. 0:00 Introduction: Why Your Marketing Isn't Working 1:45 Mistake #1: Trying to Appeal to Everyone 3:30 Mistake #2: Leading with Services Instead of Outcomes 5:15 Mistake #3: Using Your Website to Explain, Not Filter 7:20 Mistake #4: Confusing Activity with Effectiveness 9:40 Mistake #5: Fixing Marketing Before Pricing 11:30 Next Steps: Aligning Your Positioning and Pricing This conversation is designed for accounting firm owners who want to attract better fit clients, increase revenue without adding more work, and stop wasting time on marketing that drains capacity instead of supporting growth. In this episode, you will learn how to: • Spot the messaging mistakes that repel higher value accounting clients • Shift from service focused marketing to outcome driven positioning • Align your pricing and positioning so marketing attracts quality clients automatically You will walk away with a clearer direction and a practical framework that helps your marketing work harder without requiring more content, more platforms, or more hours. If you have been wondering why your accounting firm marketing is not working, this episode will help you understand why clarity must come first and how fixing it makes everything else easier and more profitable. If you want to increase your income while reducing your workload, download the free guide Get Paid What You’re Worth, a 43 page resource for accounting professionals focused on pricing, positioning, and client quality: https://businesssuccesssolution.com/worth Subscribe to the Accounting Firm Growth Strategies Podcast for practical strategies on value pricing, client attraction, and firm growth: https://podcasters.spotify.com/pod/show/loren-fogelman2

    13 min
  6. Why Tax Season Feels Chaotic Even When Your Firm Isn’t Overloaded

    JAN 6

    Why Tax Season Feels Chaotic Even When Your Firm Isn’t Overloaded

    Blaming tax season stress on volume feels logical. More clients should mean more chaos. But for many accounting firm owners, volume is not the root problem. It is a symptom. What actually drives busy season exhaustion is how many times each tax return gets touched. When preparation begins before all documents are received and verified, work becomes stop start. Returns are opened, paused, reopened, and reviewed again due to missing information, follow ups, and constant interruptions. Each touch quietly drains capacity, extends turnaround times, and increases burnout. 0:00 Why Tax Season Feels Overwhelming Every Year 2:15 The Hidden Cost of Stop-Start Work on Tax Returns 4:45 How One Firm Owner Worked 70-80 Hour Weeks 6:30 The Binary Readiness Gate System That Changes Everything 9:20 Real Results: How to Save 15 Hours Per Week During Tax Season 12:05 Client Communication Scripts for Your Tax Firm 14:40 Implementing the Tax Return Readiness System in Your Firm This episode breaks down why unclear readiness rules create unnecessary pressure inside accounting firms and why readiness is a leadership decision, not an admin task. When readiness is binary and enforced through clear gatekeeping, firms regain control of workflow, protect preparer focus, and reduce busy season stress. In this episode, you will learn: ➡️ How to determine when a tax return is truly ready so work flows consistently and workload is reduced ➡️ The leadership decision that protects focus, accuracy, and team capacity during tax season ➡️ How readiness systems support value pricing and attract higher quality clients This practical approach helps accounting firm owners reduce rework, maintain control during busy season, and create space for quality clients without working longer hours. You will also hear how one firm increased revenue while cutting peak season hours by tightening readiness rules. Download the free Tax Return Readiness Guide to implement this system in your firm. It includes a readiness checklist, client communication scripts, and internal boundary scripts you can use immediately. https://www.businesssuccesssolution.com/readiness/ If you want to increase revenue without adding more hours, download Get Paid What You’re Worth, a free 43 page guide for accounting professionals focused on value pricing and workload reduction. https://businesssuccesssolution.com/worth Subscribe to the Accounting Firm Growth Strategies Podcast for practical strategies on accounting firm management, busy season stress reduction, value pricing, and working with better clients. https://podcasters.spotify.com/pod/show/loren-fogelman2

    16 min
  7. How Accounting Firms Can Tap into the Benefits of AI Automation

    12/30/2025

    How Accounting Firms Can Tap into the Benefits of AI Automation

    Is AI a threat to your accounting firm or the key to increasing profit while reducing your workload? Many accounting firm owners worry that AI will replace their expertise. However, AI isn’t your competition. It’s a reliable digital assistant that streamlines low-value tasks, improves client communication, and helps you focus on high-value advisory work. Firms that adopt AI now will gain efficiency, strengthen client relationships, and increase revenue. Firms that resist will fall behind. Here’s how to use AI intentionally and profitably in your firm. 0:00 Introduction: AI for firms of the future 4:15 Breaking through the fear: why AI won’t kill your accounting business 9:30 Practical quick wins: using ChatGPT to automate micro-tasks 16:45 AI chatbots for client communication 23:20 Building your AI tech stack 28:50 The ROI of AI: how much time firms actually get back 32:10 Five steps to successfully implement AI In this conversation with Mark Flynn of Computer Care, Loren Fogelman shares a practical roadmap for accounting firm owners ready to use AI strategically without losing the personal connection that clients value. You’ll learn how to streamline internal operations, improve client responsiveness, and create space for deeper advisory work. You’ll discover: ✔️ Why procrastinating on AI adoption costs your firm profit ✔️ How to use ChatGPT to automate email writing, summaries, data review, and tax prep support ✔️ The advantage of AI chatbots that answer client questions around the clock ✔️ How to document and digitize your firm’s knowledge base ✔️ Why clients appreciate simple, self-service options ✔️ How to balance automation with meaningful client interaction If you’re ready to reduce stress, improve margins, and build a more scalable firm, this episode gives you a clear, actionable starting point. Connect with Mark Flynn: mark.flynn@computerc.co.uk 🎁 FREE EBOOK: Get Paid What You’re Worth Download the 43-page guide for accounting professionals: https://businesssuccesssolution.com/worth 🎧 Subscribe to the Accounting Firm Growth Strategies Podcast: https://podcasters.spotify.com/pod/show/loren-fogelman2

    36 min
  8. The Pitfalls of Invoicing Clients for Your Accounting Services

    12/23/2025

    The Pitfalls of Invoicing Clients for Your Accounting Services

    Are you still chasing payments and financing your clients’ work? If you’re tracking hours, creating invoices, and waiting weeks or months to get paid, you’re operating like a credit card company—absorbing all the risk while clients receive interest-free financing. This outdated billing model drains your time, hurts your cash flow, and lowers the perceived value of your expertise. In this episode, Loren Fogelman breaks down why billing in arrears keeps accounting firm owners overworked and underpaid, and how shifting to prepayment immediately improves profitability, protects your boundaries, and strengthens client relationships. 0:00 Introduction: The problem with chasing your own money 1:15 Why invoicing after the fact means you're financing client work 2:45 The hidden costs of justifying and discounting fees 4:20 The time drain: tracking hours and following up on invoices 5:35 The $10K invoice that sat for a year 6:25 Why your highest value is before you do the work 7:15 The solution: prepayment models that eliminate AR What you’ll learn: ✔️ Why billing in arrears puts you at risk of unpaid work ✔️ How invoicing forces you into fee justification and negotiation ✔️ The psychology behind why clients value work more before it’s completed ✔️ How to eliminate accounts receivable in your firm ✔️ Why prepayment attracts higher-value, more committed clients If you’re ready to stop chasing payments and start getting paid what you’re worth—before you begin the work—this episode shows the pathway to predictable revenue and stronger client partnerships. 🎁 FREE EBOOK: Get Paid What You’re Worth Download the 43-page guide for accounting professionals: https://businesssuccesssolution.com/worth 🎧 Subscribe to the Accounting Firm Growth Strategies Podcast: https://podcasters.spotify.com/pod/show/loren-fogelman2

    9 min
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About

Are you an accounting firm owner ready to ditch the billable hour grind? Do you yearn to create a firm that fuels your passion and brings you true fulfillment? Then dive into Accounting Firm Growth Strategies with Loren Fogelman. Every episode is packed with proven firm growth tactics you can implement today. Expect frank discussions about the realities of firm ownership with plenty of insights from influential guests. Stop settling for "good enough." New episodes of the "Accounting Firm Growth Strategies" podcast drop every week, so subscribe now to unlock the firm of your dreams!

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