Also Available On
Kacee Johnson joins us for Episode 2 of the Grow My Accounting Practice Podcast! Kacee provides great tips on how to grow your practice and how to turn prospective clients into paying clients.
Kacee Johnson, founder of Blue Ocean Principles, is a regular speaker and commentator at Technology, Business, Accounting, and Legal conferences nationwide; Focusing on business development, marketing, sales and Cloud technologies. Awarded the CPA Practice Advisor Magazine’s “Top 40 Under 40” Award in 2012 and 2013, she is recognized as one of the young professionals leading businesses into the future. With her diverse management career marked by a demonstrated ability to create solid business plans, determine product needs, achieve revenue goals, build teams and achieve cross-functional business objectives. Kacee founded BOP with a simple goal in mind: work with people you enjoy, on projects you believe in. A results-driven executive and consultant that builds revenue through growth initiatives and contributes a broad-based perspective to create pragmatic strategies and implementation plans designed for maximum return. Kacee regularly assists App Developers, Accounting Firms, MSP’s, Medical Offices, and Small Business Owners in operational and growth initiatives.
People like to go with what’s comfortable and follow the proven business models of the past… which can put them into a rut of what everyone else has done. When an Accountant or Bookkeeper branches out from a larger firm and started their own, now they are just like the other Accountants and Bookkeepers out there; now the only way for you to win business is when the other guy does something wrong or you beat them in pricing – which lowers your own value.
With all the new technology today, most Accountants and Bookkeepers do not work with their clients on site anymore; almost everyone is working virtually which is eliminating a lot of the billable hourly rates. Now they have to transform into the value based pricing, which is great, but if they lower their own value to compete with everyone else, how is that a “win”?
You can get a lot of business from referrals. However, if you are really trying to scale and grow fast, it cannot be your only lead source. Ask yourself “what is the one thing you want someone to take away from your website?” “Who is your ideal client?”
You cannot be a “know all serve all” business. You have to pick a niche – whether it’s a specialty service or a specific customer pool. Look at your current client base and take notice of certain trends that are already developing.
Predictability is huge. If you can get even a slight insight as to what is up and coming in the industry, you can make decisions before your competitors (giving you a big advantage).
If you can teach a prospective client something without selling them your services, they will come back to you. Sometimes the client does not know what they need.
One of the BIGGEST mistakes firms make is when they spend a majority of their time with a prospective client talking about their own firm and what they do rather than listening to their prospects and clients. Once you get them talking, then you can identify their pain points and start working towards a solution for them.
Nextiva – VOIP phone providers for small businesses.
TSheets – The #1 customer rated time tracking solution!
Fundbox – the simplest and fastest way to fix your cash flow by advancing payments for your outstanding invoices.