How to Get Clients at Scale Through Packaging & Niching Down

The CFO Project

Welcome to the Escaping the Accountant's Trap podcast, a show dedicated to helping accountants, CPAs, and bookkeepers break free from what we call the accountant's trap. This is where accountants often find themselves working long hours for demanding clients with little pay. Today's episode focuses on a powerful way to escape this trap: getting clients at scale through packaging, pricing, and niching down.
Our guest, Lee Reams, the founder and CEO of Counting Works, joins me to explore this crucial topic. Counting Works is an all-in-one digital marketing platform designed specifically for the connected tax and accounting practices of the future. Lee highlights why firms like his are essential in helping small independent tax and accounting firms (typically serving one to fifty clients) adapt and thrive in a rapidly evolving industry.
The accounting field has been traditionally risk-averse and slow to embrace change. However, firms like Counting Works help these smaller practices view their business from a different perspective. They specialize in taking the "commodity" out of marketing, which is often a problem for many accountants who start as generalists. Lee and his team assist accountants in identifying opportunities, such as niching down into specific industries or focusing on unique services.
By crafting specialized marketing messages and service packages tailored to the needs of a niche audience, accountants can stand out from the competition, charge premium rates, and become thought leaders in their chosen niches. This approach simplifies the buying process for clients and allows accountants to demonstrate their value more effectively.
Lee emphasizes the importance of using technology like artificial intelligence (AI) to streamline accounting processes. AI-powered tools can handle client inquiries, generate tax research, analyze financial statements, and even create content. When accountants embrace these technologies, they become more efficient and can focus on higher-value client-facing tasks.
The future of the accounting industry is bright for those who adapt and embrace technology. As AI and other innovations continue to evolve, accountants who leverage these tools can provide better services, save time, and scale their practices more effectively.
Learn More About The CFO Project:
https://thecfoproject.com/
And check out The CFO Project's free training here:
https://thecfoproject.com/start-a-cfo-service
Visit Lee's Website:
https://www.taxcpe.com