Hourly billing is out. What’s next?
Plus: Make tax planning... fun?
This week's newsletter is part cautionary tale, part pep talk and all worth your scroll.
We've got a Brooklyn bookkeeper turned headline-maker (for all the wrong reasons), a crash course in dodging red-flag clients and a Q&A that just might make you rethink hourly billing forever. Plus, CPA Jason Staats serves up growth strategies that don't include burnout and an Aussie podcast makes tax planning sound almost... fun?
Let's get into it.
Bookkeeping gone bad. A Brooklyn bookkeeper and two pals allegedly cooked the books and walked away with more than $1 million.
Not all clients are worth the invoice. In this LinkedIn Live, Loren Fogelman breaks down how to spot red-flag clients before they wreck your workflow.
Earn CPE from bed. The IRS Nationwide Tax Forum Online is back, offering on-demand courses for those who prefer their education pajama-adjacent.
Mind your money mindset. Your relationship with money might be quietly shaping your business.
From time to transformation: A smarter way to price
Tired of trading hours for dollars? Raj Bhaskar, co-founder and CEO of Tight, a white-labeled accounting API, says it's time to stop selling minutes and start selling meaning.
Here, Bhaskar shares how accountants and bookkeepers can reframe their value, design client-centric packages and avoid the most common pitfalls of underpricing. —Janet Berry-Johnson
What’s the first step accountants and bookkeepers should take when transitioning from hourly billing to value-based pricing, and how can they reframe the conversation with clients?
Start by establishing the outcomes your clients really need—profit clarity, tax readiness, cash flow insights, not the time spent. Then refocus your pitch on those benefits. For example, say: "We keep you in touch with your profit position every week" instead of "We bill hours each month." Tell clients who value minutes that value is in how much simpler, faster or surer their decisions become as a consequence of your work.
How can professionals package their services to clearly communicate the value they provide, especially to clients who are used to seeing time as the metric?
Create packages or tiers corresponding to business milestones or pain points—e.g., startup, growth or scaling. Base each package on value: timely reporting, audit preparation and proactive tax planning. Eliminate jargon; communicate in terms like "Know your break-even point monthly" or "Never miss a quarterly filing again." Also, deliver the outcome of advisory guidance, not the frequency of check-ins. Clients receive value when they can see the before and after.
What are some common mistakes accountants make when trying to implement flat fees or value-based packages, and how can they avoid underpricing themselves?
A big mistake is carving packages out into old hourly math. It defeats the point. Others undervalue their skill by simply charging for "what they do" rather than what they unlock.
To avoid that happening, look back and audit your last 10 clients: what changes did you unlock for them? Charge on those transformations. And don't skip price testing. Start higher than you're comfortable and work off response, not fear.
Spot easy wins to grow your firm fast
If you're dreaming of a firm that runs smoother, serves better clients and actually lets you take a vacation, Jason Staats, CPA, has some thoughts. In this video, he lays out the low-hanging fruit for transforming how your firm operates: think client filtering, niching down and smarter systems that can scale to $1M+ profit. It's a strategic pep talk without the fluff from someone who's been in the trenches and made it out with receipts.
Why this matters: Growth doesn't have to mean chaos. These ideas help you rethink what's possible when you stop doing everything the hard way. (Jason on Firms)
Tax planning isn't boring; you're just doing it wrong
If tax planning makes your eyes glaze over, this episode of "The Numbers Game" is your wake-up call. Hosts Nick Reilly, Jason Robinson, CPA, and Martin Vidakovic dig into why proactive planning isn't just for shaving a few bucks off your client's tax bill—it's about strengthening the business.
From dodgy director loans to trust distributions and offsets, they cover the real strategies that save money, boost cash flow and keep clients out of hot water.
Why this matters: Tax planning isn't busy work. It's a powerful advisory tool that shows clients you're thinking ahead and adding real value. (The Numbers Game)
12%
Year-over-year growth in undergrad accounting enrollment this spring. Good news for firms looking to hire new talent. (CPA Practice Advisor)
- Now is the time to blow up 'business as usual'
- Traditional audit projects are starting to lose steam
- Most firms are sleeping on ecommerce accounting gold
- CFOs using clarity as their new competitive edge
- AICPA ramps up effort to keep PTET SALT deductions
Fasten your seatbelt: A corporate culture failure on full display
When Boeing's corporate culture nosedived, the fallout included bad press, billions in losses, two deadly crashes and a massive trust deficit. The CPA Journal breaks down how Boeing's shift from engineering excellence to shareholder obsession led to missed warnings, safety shortcuts and a chilling erosion of internal controls.
The company sidelined auditors, ignored risk management and financial incentives pushed speed over scrutiny. Spoiler: This is a cautionary tale of what happens when culture clashes with accountability
Why this matters: Accountants don't just crunch numbers; we spot red flags. Boeing's collapse shows what's at stake when organizations cut finance pros out of strategic decisions. It's a reminder that ethics, oversight and internal controls are mission-critical. (The CPA Journal)
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The Net Gains is curated and written by Janet Berry-Johnson and edited by Bianca Prieto.