Peter Vander Wall

The clients worth firing are the ones who take no responsibility for their own result. In a done-for-you relationship they just drain time you could give to someone who cares.

Once a firm gets big enough, the next jump in growth hides inside the clients you already have. Selling each of them more beats chasing brand-new ones.

The best accounting firm owners aren’t the best accountants. They’re the ones who know their client’s industry well enough to turn the numbers into action the client can actually take.

High-paying clients don’t come from being the cheapest or a generalist. They come from specialized expertise and a deliberate path that warms a stranger up to a premium offer.