Does Your CPA Firm Struggle to Hit Growth Targets?

October 25, 2017 | By Paul Latham

Photo by michael podger on Unsplash

I was talking to a CPA last week, exploring growth options for his firm. I asked him to paint me a picture of where the firm is today. He spent the next 15 minutes reciting a litany of complaints.

He works way too many hours, even when it’s not tax season.

He goes from deadline to deadline, never able to catch up.

He’s constantly stressed.

His clients don’t pay what he’s worth.

Every year they demand more and want to pay less, so he’s working harder and harder for less and less.

He’s constantly chasing clients down. They’re often late with their numbers, and when they do finally get them to him, he has to spend hours of unbillable time to straighten out the mess they provide.

Whenever he tries to raise his fees, his clients threaten to walk.

I asked what his plan was to rectify these issues. He’s working on a big marketing campaign to grow the firm and bring in new clients. Good idea, except…

The prospects he’s targeting are exactly like the clients he’s got now. So if the campaign is a success, he’ll have a bunch more clients who don’t pay well, don’t respect his time, and don’t value his expertise.

What’s the definition of insanity? Doing the same thing and expecting something different to happen.

The message is hopefully clear. If you want to grow profits, you need to have desire – a desire for CHANGE.

Beyond the status quo.

Beyond the way you’ve done things for the last 10… 15… 20 years or more.

Some people believe desire is a trait that’s impossible to measure.

The Elite Resource Team System™ has a unique way to measure desire.

Ask me – I’ll be happy to show you.