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 Future of Accounting Packages: What Clients Will Expect in 2028

    MAR 11

    The Future of Accounting Packages: What Clients Will Expect in 2028

    The Future of Accounting Packages: What Clients Will Expect in 2028 How should accounting firms package their services as client expectations shift toward advisory and strategic guidance?   Many accounting firm owners still structure their services around bookkeeping, tax preparation, and financial reports. Yet business clients are beginning to expect something different. They want proactive insight, ongoing guidance and support making better financial decisions throughout the year. 0:00 – Future-Proof Your Accounting Firm: Stop Leading With Bookkeeping & Tax Prep 2:15 – The Revenue Ready Review: 3-Step Framework for Accounting Firm Owners 5:10 – Shift From Deliverables to Outcomes: How Accounting Firms Win Premium Clients 8:45 – What Premium Accounting Packages Will Include in the Next 3–5 Years 12:20 – Why Traditional Tiered Pricing (Silver, Gold, Diamond) Needs a Redesign 16:00 – Real Case Study: Accounting Firm Breaks $180K Revenue Plateau in 6 Months 20:05 – How to Value Price Your Accounting Services & Handle Out-of-Scope Requests   In this episode of the Accounting Firm Growth Strategies Podcast, Loren Fogelman discusses what business clients will expect from accounting firms between now and 2028. Restructuring your accounting service packages now increases revenue, attracts quality clients and creates more control over your time.   As advisory services become more central to the accounting profession, the way firms structure and price their services continues to evolve. This episode will help you evaluate whether your current packages align with where the profession is heading.   In this episode, you will learn: Why the shift from compliance deliverables to strategic outcomes is changing how accounting services are packaged What will likely become standard in premium accounting, tax and advisory service packages How to structure accounting service tiers that support value pricing and sustainable firm growth   If you want your accounting firm positioned for where the profession is heading while maintaining profitability and control of your time, this episode offers a practical perspective on the future of accounting service packages.   Listen now to evaluate whether your current packages align with what clients will soon expect.   If you want to double your income while working half the time, download Loren’s free 43-page guide Get Paid What You're Worth for accounting professionals: ⁠https://businesssuccesssolution.com/worth⁠   Subscribe to the Accounting Firm Growth Strategies Podcast: ⁠https://podcasters.spotify.com/pod/show/loren-fogelman2⁠

    23 min
  2. Beyond Selling: How to Build Rainmakers Inside Your CPA Firm

    MAR 6

    Beyond Selling: How to Build Rainmakers Inside Your CPA Firm

    If the growth of your accounting firm depends on you bringing in every new client, your firm has a growth bottleneck. Many CPA firm owners think business development means selling. Networking events. Asking for referrals. Closing deals. Because of that assumption, many practitioners avoid it altogether. But business development in a modern accounting firm is much broader and far more strategic. 0:00 – How to Build Rainmakers Inside Your CPA Firm | Business Development for Accounting Professionals 5:32 – What Business Development Really Means for CPA Firms (Beyond Just Selling) 10:18 – The 4 Types of Rainmakers Every Accounting Firm Needs 16:45 – How to Build a Business Development Culture in Your CPA Firm 22:10 – Client Retention & Growing Revenue Without Cold Selling | CPA Firm Growth Strategy 29:05 – Networking Tips for Introverted CPAs & Accounting Professionals 34:20 – How to Connect with Samantha Mansfield & Convergence Coaching | CPA Firm Consulting In this episode of the Accounting Firm Growth Strategies Podcast, Loren Fogelman speaks with Samantha Mansfield from ConvergenceCoaching about how CPA firms can expand their approach to business development and develop rainmakers across the entire team. You’ll learn: • Why business development is more than selling services • The four types of rainmakers found in successful CPA firms • How hybrid and remote environments have changed business development in accounting firms • Practical ways accounting professionals can begin building confidence in business development • Why developing rainmakers across your team increases firm value and succession potential When business development is shared across a firm, growth becomes more predictable, client relationships deepen, and the firm is no longer dependent on one partner to generate revenue. If you want to grow your accounting firm, increase revenue without increasing your workload, and build a firm that is valuable beyond you, this episode will give you a practical starting point. Watch now to hear actionable insights Samantha from ConvergenceCoaching shares with Loren Fogelman. Learn more about ConvergenceCoaching: https://www.convergencecoaching.com/ If you want to double your income while working half the time, download Loren Fogelman’s free guide for accounting professionals: Get Paid What You're Worth https://businesssuccesssolution.com/worth Subscribe to the Accounting Firm Growth Strategies Podcast: https://podcasters.spotify.com/pod/show/loren-fogelman2

    39 min
  3. Leads at Scale: The Best Source of High-Quality Clients for Accounting Firms

    FEB 24

    Leads at Scale: The Best Source of High-Quality Clients for Accounting Firms

    How do accounting firms consistently generate high-quality leads without relying only on referrals? Many CPA firms, tax professionals, and small accounting firm owners want predictable client acquisition but are unsure where to focus their marketing efforts. Understanding the best source of leads for your accounting firm allows you to grow strategically, attract ideal clients, increase profitability, and scale without burnout. 0:00 – Leads at Scale: Best High-Quality Client Sources for Accounting & CPA Firms3:12 – Meet Tom Pollen: Marketing Expert Helping Accounting Firms Generate Clients Worldwide6:45 – Why Traditional Advertising Fails for CPA, Bookkeeping & Tax Firms11:20 – Cross-Marketing Strategies for Accounting Firms to Get More Clients Fast17:05 – Demographics vs. Psychographics: How to Choose Quality Marketing Partners for Your Firm23:30 – Hugh Jackman Marketing: The Costly Mistake Killing Your CPA Firm's Lead Generation30:15 – AI & Hybrid Marketing Strategies to Double Revenue for Accounting Firm Owners In this episode of the Accounting Firm Growth Strategies Podcast, Loren Fogelman speaks with Tom Poland, multiple best-selling marketing author and creator of a hybrid marketing model, about how accounting firms can build a scalable lead generation system. You’ll learn how to: • Avoid common marketing mistakes that prevent lead conversion • Identify the most effective lead sources for accounting firms • Combine AI and hybrid marketing strategies to accelerate growth • Form strategic marketing partnerships that expand reach • Create predictable client acquisition for your CPA or bookkeeping firm Whether you run an accounting firm, CPA practice, or tax business in the United States, Canada, Australia, or the UK, this episode will help you develop a scalable marketing strategy designed for professional service firms. Learn more about Tom Poland: www.GetTomsFreeBook.com 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. Download 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

    36 min
  4. The Profitability Gap: Why Some Firms Earn More for the Same Work

    FEB 17

    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
  5. 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
  6. 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
  7. 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
  8. 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
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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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