“good accountants focus on tasks, but great ones focus on outcomes.”
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accounting influencers
with rob brown
wealthability founder and veteran cpa tom wheelwright dives into the essential strategies for client-centric service and relationship-building in accounting. hosted by rob brown, this episode explores how accountants can elevate their client relationships, optimize billing practices, and bring joy back into their work.
in an industry where billing by the hour is typical, wheelwright advocates for a shift to flat, value-based pricing. this, he explains, allows accountants to focus on delivering value without clients worrying about the ticking clock.”when clients know upfront what they’ll pay, it removes financial surprises and puts the focus on service, not cost,” wheelwright says. “our clients need to know we’re there to solve their challenges without worrying about extra charges.”
wheelwright advises accountants to make their service model clear and transparent, focusing on tangible outcomes that clients can measure.
wheelwright’s entrepreneurial roots are central to his approach, especially his belief in the power of accounting to transform clients’ lives and businesses. growing up in a family of entrepreneurs, wheelwright says he was inspired to serve those who, like him, dreamed of building something meaningful. “entrepreneurs bring life to the economy,” he shares. “accountants should see themselves as profit centers – creating real value that clients can see and benefit from.”
for wheelwright, this means partnering with clients not only as accountants but also as business advisors focused on growth.
according to wheelwright, truly exceptional accountants don’t just crunch numbers; they ask the right questions to get to the heart of their clients’ needs. this approach, he says, allows accountants to understand the “why” behind their clients’ goals and deliver solutions that align with their business vision.
“our job is to get clients thinking beyond the numbers to the goals behind them,” wheelwright advises. “when you focus on outcomes rather than outputs, you start delivering something clients value deeply.”
in an era when accounting has become increasingly transactional, wheelwright believes that accountants should bring fun and enjoyment back into their practices by building authentic relationships with clients. this shift helps accountants go from mere service providers to trusted advisors.
“if it’s not fun, maybe it’s time to rethink how we approach client service,” wheelwright says. “when we have real relationships, our work is not just rewarding but enjoyable.”
wheelwright highlights that creating lasting client partnerships allows accountants to differentiate themselves in a crowded market, turning service into a memorable and valuable experience.
- focus on tax planning, not just tax compliance. of course, compliance is essential, but planning can help clients reduce their tax liability and save money.
- develop a niche. specializing in a particular industry or type of client can help differentiate your firm from competitors and attract more clients.
- offer value-added services. consider offering services such as financial planning or business consulting to provide additional value to clients and increase revenue for your firm.
- build a strong team. hire and train top talent, including tax professionals, financial planners, and legal experts, to provide comprehensive services and ensure client satisfaction.
- leverage technology. use technology such as automation and cloud-based software to streamline processes and improve efficiency, ultimately reducing costs and improving profitability.
- invest in marketing. develop a strong brand and marketing strategy to increase visibility and attract more clients to your firm.
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continuously educate yourself and your team. stay current on changes in tax laws and regulations and industry trends to provide the best possible service to clients and stay ahead of competitors.
- more about tom wheelwright, cpa
wheelwright
tom wheelwright is a cpa, entrepreneur, and internationally recognized speaker with tax and wealth management expertise. as the ceo of wealthability® and a rich dad advisor, he has helped thousands of entrepreneurs, small business owners, and investors achieve their financial goals.
he is the bestselling author of “tax-free wealth” and “the win-win wealth strategy,” which outlines seven government investments to help individuals build wealth while reducing taxes. wheelwright is a trusted cpa for robert kiyosaki, author of “rich dad poor dad,” and has spoken on stages across the globe. he also hosts two successful podcasts, the wealthability® show with tom wheelwright, cpa, and the wealthability® for cpas show.
wheelwright’s mission is to help people achieve their financial dreams by legally and permanently reducing their taxes. he is a regular contributor to entrepreneur magazine. his work has been featured in prominent media outlets such as forbes, the wall street journal, the washington post, fox and friends, marketplace / npr, and abc news radio.