Accounting Firm Growth Strategies

Loren Fogelman
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  • Entrepreneurship
  • Updated Semiweekly

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. How Accounting Firms Effectively Stand Out in Today's Marketplace

    Apr 14

    How Accounting Firms Effectively Stand Out in Today's Marketplace

    Today’s buyers research, compare and evaluate accounting firms long before they reach out. If your firm relies on the same marketing approach that worked a few years ago, it may be harder to stand out and win the right clients. 0:00 – How Accounting Firms Stand Out & Win More Clients in Today's Market 3:12 – How B2B Buyers Choose Accounting & Advisory Firms 8:45 – Why Traditional Marketing Plans Fail Accounting Firms (And What Works Now) 13:20 – Go-To-Market Strategy for Accounting & Advisory Firms in the USA, Canada & Australia 19:05 – How to Build Trust and Credibility to Attract High-Quality Accounting Clients 25:30 – Transitioning from Compliance to Advisory Services: A Step-by-Step Approach 30:15 – How Accounting Firms Can Stay Relevant and Stop Losing Clients to Competitors In this episode, Loren Fogelman speaks with Michael Haynes, a B2B Go to Market strategist who works with accounting, advisory and technology firms across the US, Canada and Australia. Michael shares practical insights on how accounting firms can align their growth strategy with how today’s buyers actually make decisions. In this episode, you’ll learn: ✔️ How the buyer journey has changed and what potential clients look for before contacting a firm. ✔️ Why a Go to Market strategy is different from a marketing plan and why it matters for sustainable growth. ✔️ The common mistakes accounting firms make when trying to attract new clients. ✔️ Three practical priorities firms can focus on over the next 90 days to strengthen their market position. If you want to attract better clients, build credibility faster and position your firm as a trusted advisor, this episode offers practical strategies you can apply right away. Learn more about Michael Haynes and Listen Innovate Grow: https://listeninnovategrow.com/ Want to double your income while working half the time? Get the FREE resource “Get Paid What You’re Worth” here: https://businesssuccesssolution.com/worth Subscribe to the Accounting Firm Growth Strategies Podcast: https://podcasters.spotify.com/pod/show/loren-fogelman2

    35 min
  2. What Accountants Need to Know About Serving Cannabis Businesses

    Mar 31

    What Accountants Need to Know About Serving Cannabis Businesses

    Cannabis accounting, CFO advisory and financial strategy for cannabis businesses Working with cannabis companies requires a different level of financial thinking. This industry comes with complex regulations, limited access to banking and federal tax rules that can dramatically increase the tax burden. 0:00 – What Accountants Need to Know About Serving Cannabis Businesses 2:18 – How Raymond Guns Built a CFO Career in the Cannabis Industry 5:44 – Setting Up Cannabis Accounting Systems: The Right Foundation for Compliance 10:30 – Cash Controls & Internal Controls for Cash-Intensive Cannabis Dispensaries 15:22 – 280E Tax Strategy: Reducing Audit Risk & Maximizing Profitability for Cannabis Operators 22:10 – CFO Advisory for Cannabis Companies: Capital, Guardrails & Financial Strategy 30:45 – Scaling Cannabis Businesses: Blind Spots, Bad Debt, AR Management & International Expansion Because of that, cannabis operators need more than compliance. They need strong financial systems and strategic guidance to stay stable and grow. In this episode of the Accounting Firm Growth Strategies Podcast, Loren Fogelman speaks with Raymond Guns, who works exclusively in the cannabis industry helping investors and operators build finance teams, strengthen financial systems and improve profitability. This conversation is especially useful for accountants, CPAs and finance professionals who want a clearer view of how CFO level advisory applies in the cannabis, CBD and hemp industries. In this episode, you will learn: ✔️ The financial systems cannabis companies need to better manage cash and support growth. ✔️ What it takes to stay compliant and audit ready in a highly regulated environment. ✔️ The financial metrics and forecasting approaches used in cannabis CFO advisory. ✔️ The blind spots many cannabis founders face as they build and scale their companies. Cannabis businesses continue to navigate regulatory pressure, heavy taxation and limited capital. Advisors who understand how to structure financial systems, guide tax strategy and provide CFO level insight can make a meaningful difference in how these businesses operate. If you are expanding into advisory services or exploring niche industries like cannabis, this episode offers a useful perspective on what it takes to support these companies effectively. Learn more about Raymond Guns and Dope CFO: https://dopecfo.com/ Download Get Paid What You’re Worth (Free 43 page guide): https://businesssuccesssolution.com/worth Subscribe to the Accounting Firm Growth Strategies Podcast: https://podcasters.spotify.com/pod/show/loren-fogelman2

    38 min
  3. Why Becoming More Efficient Costs Your Firm Money

    Mar 25

    Why Becoming More Efficient Costs Your Firm Money

    Your systems are faster than ever. So why hasn’t your revenue kept up? Your accounting firm in the United States is more efficient than it was a few years ago, but your revenue doesn't reflect those improvements. When pricing is tied to hours, every workflow upgrade reduces the billable time you depend on. The very systems designed to streamline your bookkeeping, tax and advisory services can unintentionally limit what your firm earns. 0:00 – Why Accounting Firm Owners Earn Less Revenue as They Get More Efficient 1:42 – Sandra's Story: Growing from 40 to 100 Clients (And Why It Backfired) 4:15 – Step 1: How to Audit Your Client List for Fit and Profitability 7:30 – Step 2: Value-Based Service Packages That Replace Hourly Billing 11:05 – The Paid Diagnostic Strategy That Generated a New Revenue Stream 13:50 – Step 3: Resetting Legacy Client Pricing (How Sandra Added $50K Without New Clients) 16:20 – How to Start Value Pricing Your Accounting Firm Today In this episode of the Accounting Firm Growth Strategies Podcast, I explain why hourly pricing restricts growth and how value pricing, service packages and a paid diagnostic will increase revenue and improve your firm's control. You’ll hear how one U.S. bookkeeping and accounting firm owner rebuilt her service structure after realizing that unmanaged growth was overwhelming her business. In this episode you will learn: • Why increased efficiency can reduce revenue when your pricing is tied to hours. • How a paid financial diagnostic helps prevent undercharging. • How clearly defined service packages and value pricing lead to more confident client conversations and predictable income. If you want higher revenue, stronger clients and reduced workload without adding more clients to your roster, this episode provides practical strategies to realign your pricing model. Watch now to evaluate whether your current pricing structure supports the growth you want for your accounting firm. 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

    18 min
  4. 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
  5. 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
  6. 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
  7. 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
  8. 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
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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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