The Practicing Accountant

48. Breaking Free from People-Pleasing and Embracing Value-Based Pricing

In this episode of The Practicing Accountant, Doug and Dan tackle two critical topics for accountants: breaking the cycle of people-pleasing and mastering value-based pricing. They kick things off with a list of actionable strategies to help accountants reclaim their time and authority, from setting better boundaries to confidently communicating pricing without apology.
The conversation then shifts to refining the value-based pricing formula introduced in the last episode. Doug and Dan dig deeper into calculating pricing based on the tangible benefits delivered to clients, how to account for perceived value, and when to justify a premium over competitors. They also address common challenges, like overcoming client objections and resisting the urge to compete solely on price.
Whether you're tired of over-accommodating clients or looking for a structured way to price your services more profitably, this episode is packed with insights to help you level up your firm.
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47. A Value-Pricing Formula?

In this episode of The Practicing Accountant, Doug and Dan dive deep into the concept of value-based pricing—cutting through the clichés and getting to the actionable details. They explore why so many accounting firms struggle to embrace this transformative approach and discuss how shifting from time-based billing can open up significant opportunities for both profit and client satisfaction.
Doug introduces a formulaic approach to calculating value-based prices, discusses insights from pioneers like Ron Baker and Alan Weiss, and highlights the importance of focusing on client outcomes over tasks. Whether you’re looking to refine your pricing model or simply want to better communicate your value to clients, this episode is packed with practical advice and tools to help you succeed.
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46. How to Stay Ahead in Busy Season: Networking, Pricing, and Client Strategy

Busy season doesn’t have to mean putting business development on hold. In this episode of The Practicing Accountant, Doug and Dan share actionable strategies to maintain momentum during your busiest months. From carving out time for networking to experimenting with pricing models when demand is high, they explore how small, intentional actions now can yield better clients, higher fees, and more control over your practice. Don’t let the season derail your progress—tune in to learn how to set yourself up for long-term success. For more insights and resources, visit ThePracticingAccountant.com.

45. Staying Ahead in 2025: Insights and Strategies for Accounting Firms

In this episode of The Practicing Accountant, Doug and Dan dive into Accounting Today's latest survey exploring the challenges and opportunities for accounting firms heading into the new year. The discussion highlights the ongoing struggle between optimism and resistance to change in the profession.
They unpack the relevance of these trends for firm owners, including:
The importance of refining service offerings, particularly in advisory services.Why adopting technology and streamlining administrative work is crucial for growth.The role of AI and automation in shaping the future of accounting firms.How firm leaders can improve staffing strategies and embrace remote work to attract and retain top talent.Doug and Dan share actionable insights to help firm owners avoid complacency and make intentional decisions that set them up for success. Whether it’s rethinking workflows, revisiting pricing strategies, or taking steps to differentiate your services, this episode offers plenty of food for thought as you prepare for the year ahead.
Check out the full survey here.
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44. Leveraging CAS: Growth, Niches, and Opportunities for Your Firm

In this episode of The Practicing Accountant, Doug and Dan discuss the growth and opportunities in Client Advisory Services (CAS), driven by insights from the latest AICPA survey. They highlight the shift away from hourly billing toward fixed-price models, the importance of niching for profitability, and the growing role of higher-level services like CFO and business insights. Doug challenges listeners to add or refine a CAS offering in their firm, emphasizing the value of intentionality, strategy, and staying informed in a competitive market. For more insights, visit www.thepracticingaccountant.com.

43. Staying Informed, Niching Down, and the Power of Saying No

In this episode of The Practicing Accountant, Doug and Dan tackle the importance of niche specialization and partnering with other firms. They discuss insights from Barry Melancon’s recent remarks about small firms needing to define their business models, identify their ideal clients, and excel in a specific niche rather than trying to be all things to all clients.
Doug highlights the pitfalls of the "people pleaser" mindset that drives firms to take on work outside their expertise, while Dan shares real-world examples of how his firm thrives by focusing on a specific service and collaborating with complementary firms. They emphasize that clients appreciate candor and referrals to better-suited providers, as it builds trust and avoids inefficiencies.
The takeaway: Lean into your niche, partner with others to fill gaps, and say "no" to work that doesn’t fit. Serving clients well doesn’t mean doing everything—it means doing what you do best.
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42. Networking for Accountants: Turning Competitors into Collaborators

In this episode of The Practicing Accountant, Doug and Dan discuss the value of networking with other accountants. They emphasize how building relationships with fellow professionals can combat the isolation of running a firm, open doors for collaboration, and even generate referrals.
Doug highlights the benefits of co-firming—working with complementary firms to share clients and expertise—and how clear niche definition can make these partnerships more effective. Dan shares how his firm uses referral agreements to incentivize other accountants to send them clients, creating a win-win for both parties.
The takeaway: accountants should set aside competition fears and connect with peers to share best practices, expand networks, and grow their firms sustainably.
For more tips, visit thepracticingaccountant.com.

41. Tax Season Survival: How to Take Control of Capacity Before It Controls You

In this episode of The Practicing Accountant, Doug and Dan dive into preparing for busy season, emphasizing the importance of intentional planning to avoid burnout and chaos. They discuss how most accountants take on work without assessing their firm's capacity, leading to overcommitment and stress.
Doug shares a simple capacity planning method: estimate hours needed for client work, compare with available team hours, and identify gaps. This approach enables firms to set boundaries, schedule work intentionally, and even use differential pricing to manage demand.
Dan highlights how proactive scheduling improves client experience, pricing power, and staff well-being. The key takeaway: plan your workload with intention to create a sustainable, profitable firm.
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40. How One Firm Hit $1M in Record Time: From Comfortable Networking to Business Freedom

In this episode of The Practicing Accountant, Doug and Dan share a client success story: reaching a $1 million revenue goal two years early. The secret? Embracing a niche and intentional networking.
Doug explains how the client overcame hesitation to define their niche, attended industry events, and built key connections. This focus not only drove rapid growth but also allowed the client to offload unwanted work and focus on ideal clients.
The takeaway: clarity and intentional action can accelerate growth and give you control over your firm’s direction.
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39. How Intention Transforms Productivity: From Weekend Projects to Business Success

In this The Practicing Accountant episode, Doug and Dan emphasize the importance of intention. Doug shares how a purposeful weekend set him up for success, contrasting it with the results of aimless time. They stress that intention is more than just setting goals—it’s about taking specific actions toward them.
They add that clarity is crucial; vague goals like “networking more” lack the structure needed to create real progress. Their advice: Define your goals, act on them, and make intention the driving force behind meaningful change.
For more insights, visit thepracticingaccountant.com.