If you’re not packaging or bundling your CPA firm’s services, you may be tripping over some of the same awkward situations I did when I was just starting out.
My own hard-knocks experience as a CPA practice owner taught me that offering piecemeal services is a mistake. And when I mentor and coach CPAs, I firmly dissuade them from the piecemeal approach.
Let me tell you a story that will illustrate why.
In the early days of my practice, I went with a piecemeal approach, and what happened? QuickBooks disasters.
Some clients hired my firm to provide payroll or sales tax services, but they chose to handle their own books using QuickBooks.
Here’s what was wrong with that. At the year end, they would bring their messy QuickBooks files to me so we could prepare their tax returns for them. At the height of the busy tax season, my staff would spend hours trying to untangle the clients’ QuickBooks messes – and it became awkward to bill the client a big sum of money in one shot.
Highly uncomfortable situation.
Selling my services piecemeal had a day-to-day effect on my practice. Among other things, it hurt my overall billing and profitability of my practice. These days, by offering packaged services, I’m able to bill my clients higher fees, simply because I’m offering them more value.
Packaging your services is essential, and it will have a significant impact on the overall profitability and cash flow of your practice. Even if you’re currently making the same mistakes I made in the past, it’s never too late to do things differently. I can tell you from experience that it’s worth making the effort to package your services. My practice experienced a dramatic turnaround as a result – and yours can too.
Learn even more about growing and strengthening your practice! Check out my book The Ultimate CPA Practice in the New Economy: 10 Secrets to Attract More Clients, Boost Profits and Live Your Ideal Lifestyle. You’ll be glad you made the investment.
All my best,