{"id":104217,"date":"2022-11-13t12:30:38","date_gmt":"2022-11-13t17:30:38","guid":{"rendered":"\/\/www.g005e.com\/?p=104217"},"modified":"2024-01-15t16:00:15","modified_gmt":"2024-01-15t21:00:15","slug":"ed-kless-clients-dont-want-outputs-they-want-outcomes","status":"publish","type":"post","link":"\/\/www.g005e.com\/2022\/11\/13\/ed-kless-clients-dont-want-outputs-they-want-outcomes\/","title":{"rendered":"ed kless: clients don&#8217;t want outputs. they want outcomes"},"content":{"rendered":"<p><strong>the disruptors: too busy? raise your prices. <\/strong><\/p>\n<div style=\"padding: 56.25% 0 0 0; position: relative;\"><iframe style=\"position: absolute; top: 0; left: 0; width: 100%; height: 100%;\" title=\"vid 106_the disruptors_wliz farr_15_ed kless.mp4\" src=\"https:\/\/player.vimeo.com\/video\/698501187?h=b967af6191&amp;badge=0&amp;autopause=0&amp;player_id=0&amp;app_id=58479\" frameborder=\"0\" allowfullscreen=\"allowfullscreen\"><\/iframe><\/div>\n<p>&nbsp;<\/p>\n<p><strong>subscribe to 卡塔尔世界杯常规比赛时间 podcasts anywhere:<\/strong> <a href=\"https:\/\/cpa.click\/apple-podcasts\">apple<\/a>, <a href=\"https:\/\/cpa.click\/google-podcasts\">google<\/a>, <a href=\"https:\/\/cpa.click\/spotify\">spotify<\/a>, <a href=\"https:\/\/cpa.click\/iheart-podcasts\">iheart<\/a>, <a href=\"https:\/\/cpa.click\/deezer\">deezer,<\/a> <a href=\"https:\/\/cpa.click\/amazon-podcasts\">amazon music and audible<\/a>, <a href=\"https:\/\/cpa.click\/playerfm-podcasts\">player fm<\/a>, <a href=\"https:\/\/cpa.click\/audacy\">audacy<\/a>, <a href=\"https:\/\/cpa.click\/gaana\">gaana (india)<\/a>, and <a href=\"https:\/\/cpa.click\/boomplay\">boomplay (africa)<\/a>.<\/p>\n<p><iframe loading=\"lazy\" src=\"https:\/\/www.podomatic.com\/embed\/html5\/episode\/10418770?style=normal&amp;width=&amp;height=208\" width=\"100%\" height=\"215\" frameborder=\"1\"><\/iframe><\/p>\n<p><em><strong>the disruptors<\/strong><br \/>\nwith liz farr\u00a0<\/em><em>for 卡塔尔世界杯常规比赛时间<\/em><\/p>\n<p>what do clients \u2013 or, as ed kless prefers, customers \u2013 want from their accountants? it\u2019s not the tax return or the financial statement but the outcome for the customer, which is most often peace of mind.<\/p>\n<p>to remain relevant in disruptions like online tax preparation and automated bookkeeping tech firms like pilot, accountants need to consider other ancillary services they can provide above and beyond those basic services.<br \/>\n<img loading=\"lazy\" decoding=\"async\" class=\"alignright wp-image-96261\" src=\"\/\/www.g005e.com\/wp-content\/uploads\/2022\/04\/the-disruptors-with-liz-farr-and-cpat-hdr-vf-2022-424x242.png\" alt=\"//www.g005e.com/store/wp-json/wp/v2/posts/\" width=\"256\" height=\"146\" srcset=\"\/\/www.g005e.com\/wp-content\/uploads\/2022\/04\/the-disruptors-with-liz-farr-and-cpat-hdr-vf-2022-424x242.png 424w, \/\/www.g005e.com\/wp-content\/uploads\/2022\/04\/the-disruptors-with-liz-farr-and-cpat-hdr-vf-2022-300x171.png 300w, \/\/www.g005e.com\/wp-content\/uploads\/2022\/04\/the-disruptors-with-liz-farr-and-cpat-hdr-vf-2022-600x343.png 600w, \/\/www.g005e.com\/wp-content\/uploads\/2022\/04\/the-disruptors-with-liz-farr-and-cpat-hdr-vf-2022-849x485.png 849w, \/\/www.g005e.com\/wp-content\/uploads\/2022\/04\/the-disruptors-with-liz-farr-and-cpat-hdr-vf-2022-768x439.png 768w, \/\/www.g005e.com\/wp-content\/uploads\/2022\/04\/the-disruptors-with-liz-farr-and-cpat-hdr-vf-2022-1536x877.png 1536w, \/\/www.g005e.com\/wp-content\/uploads\/2022\/04\/the-disruptors-with-liz-farr-and-cpat-hdr-vf-2022.png 1600w\" sizes=\"(max-width: 256px) 100vw, 256px\" \/><\/p>\n<blockquote><p><strong>more:\u00a0<\/strong> <a href=\"\/\/www.g005e.com\/2022\/10\/25\/seth-fineberg-your-classic-business-model-wont-allow-growth\/\">seth fineberg: your classic business model won&#8217;t allow growth<\/a> |\u00a0<a href=\"\/\/www.g005e.com\/2022\/09\/21\/hector-garcia-how-niche-knowledge-drives-success\/\">hector garcia: success strategies of a quickbooks youtube superstar<\/a> | <a href=\"\/\/www.g005e.com\/2022\/04\/19\/disruptors-blake-oliver-liz-farr\/\">blake oliver: why tax work yearns to be free<\/a>|\u00a0<a href=\"\/\/www.g005e.com\/2022\/04\/08\/watch-martin-bissett-urges-accountants-to-go-commercial\/\">private equity explodes in u.k.<\/a>\u00a0|\u00a0<a href=\"\/\/www.g005e.com\/2022\/04\/04\/stop-accepting-the-status-quo\/\">brannon poe: the status quo must go<\/a> \u00a0| <a href=\"\/\/www.g005e.com\/2022\/03\/28\/accounting-nerds-tap-into-your-secret-super-powers\/\">accounting nerds, unlock your super powers<\/a> \u00a0| <a href=\"\/\/www.g005e.com\/2022\/09\/02\/disruptor-jason-staats-shakes-up-the-status-quo\/\">disruptor: jason statts shakes up the status quo<\/a> | <a href=\"\/\/www.g005e.com\/2022\/03\/09\/matt-wilkinson-think-small-to-think-big\/\">think small to think big with matt wilkinson<\/a> |\u00a0<a href=\"\/\/www.g005e.com\/2022\/03\/06\/the-disruptors-corey-schmidt-on-re-inventing-your-firm\/\">when financial statements go extinct with corey schmidt<\/a> |\u00a0<a href=\"\/\/www.g005e.com\/2022\/02\/14\/geraldine-carter-can-she-save-accountants-from-themselves\/\">can geraldine carter save accountants from themselves?<\/a> |\u00a0<a href=\"\/\/www.g005e.com\/2022\/01\/27\/disruptors-tyler-anderson\/\">re-inventing accounting with tyler anderson<\/a><\/p>\n<p><img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2016\/08\/yellow_key_clip_art-e1375897299811-36p-hi-1-e1603911598474.jpg\" alt=\"goprocpa.com\" width=\"39\" height=\"16\" \/>\u00a0exclusively for pro members.\u00a0<a href=\"\/\/www.g005e.com\/wp-login.php?redirect_to=\/\/www.g005e.com\/2021\/02\/05\/22-predictions-for-2021\/\">log in here<\/a>\u00a0or\u00a0<a class=\"external\" href=\"http:\/\/goprocpa.com\/\" target=\"_blank\" rel=\"noopener noreferrer\">2022世界杯足球排名 today<\/a>.<\/p><\/blockquote>\n<p>&#8220;when you bill by the hour, when you have to measure your time, and when you tell the customer, &#8216;pay attention to my efficiency because that&#8217;s what i&#8217;m going to charge you,&#8217; then they start looking at your efficiency instead of your effectiveness, which is the wrong thing to be looking at,&#8221; kless explained.<\/p>\n<p>additionally, kless said cpas who are &#8220;too busy&#8221; need to raise their fees.<\/p>\n<p>he said, &#8220;one of the mantras in pricing is innovating for growth, pricing for profit. when an organization wants to grow, the focus has to be on innovating, creating new things to offer, not necessarily what we used to be called rainmaking, which is getting more customers.&#8221;<\/p>\n<p>kless maintains that accountants or cpas should strive to be the first person called, no matter what the customer wants, whether it\u2019s super bowl tickets or a recommendation for the best medical team in an emergency. but experimenting with adding additional services or converting to a subscription-based business model will not be possible for firms that remain wedded to the timesheet, which, kess said, quoting ron baker, is cancer of the accounting profession.<\/p>\n<p> <a href=\"\/\/www.g005e.com\/2022\/11\/13\/ed-kless-clients-dont-want-outputs-they-want-outcomes\/#more-104217\" class=\"more-link\">read more &rarr;<\/a><\/p>\n<div class='shareinpost'><ul class=\"socialwrap row\"><li class=\"icon_text\"><a  rel='nofollow'  target='_blank'  title='https:\/\/www.facebook.com'  href='http:\/\/www.facebook.com\/sharer.php?u=https%3a%2f%2fwww.g005e.com%2f2022%2f11%2f13%2fed-kless-clients-dont-want-outputs-they-want-outcomes%2f&amp;t=ed+kless%3a+clients+don%e2%80%99t+want+outputs.+they+want+outcomes'  ><img  src='//www.g005e.com/store/wp-json/wp/v2/posts/\/\/www.g005e.com\/wp-content\/plugins\/share-and-follow\/images\/blank.gif'  height='24' width='24'  class='image-24' alt='facebook'  style='background: transparent url(\/\/www.g005e.com\/wp-content\/plugins\/share-and-follow\/default\/24\/sprite-feb-24.png) no-repeat;padding:0;margin:0;height:24px;width:24px;background-position:-300px 0px'   \/> <span class=\"head\">like this on facebook<\/span><\/a><\/li><li class=\"icon_text\"><a  rel='nofollow'  target='_blank'  title='https:\/\/www.linkedin.com\/'  href='http:\/\/www.linkedin.com\/sharearticle?mini=true&amp;url=https%3a%2f%2fwww.g005e.com%2f2022%2f11%2f13%2fed-kless-clients-dont-want-outputs-they-want-outcomes%2f&amp;title=ed+kless%3a+clients+don%e2%80%99t+want+outputs.+they+want+outcomes&amp;summary=the+disruptors%3a+too+busy%3f+raise+your+prices.+%0d%0a%0d%0a%26nbsp%3b%0d%0a%0d%0asubscribe+to+cpa+trendlines+podcasts+anywhere%3a+apple%2c+google%2c+spotify%2c+iheart%2c+deezer%2c+amazon+music+and+audible%2c+player+fm%2c+audacy%2c+gaana+%28india%29%2c+and+boomplay+%28africa%29.%0d%0a%0d%0a%0d%0a%0d%0athe+disruptors%0d%0awith+liz+farr%c2%a0for+cpa+trendlines%0d%0a%0d%0awhat+do+clients+%e2%80%93+or%2c+as+ed+k'  ><img  src='//www.g005e.com/store/wp-json/wp/v2/posts/\/\/www.g005e.com\/wp-content\/plugins\/share-and-follow\/images\/blank.gif'  height='24' width='24'  class='image-24' alt='linkedin'  style='background: transparent url(\/\/www.g005e.com\/wp-content\/plugins\/share-and-follow\/default\/24\/sprite-feb-24.png) no-repeat;padding:0;margin:0;height:24px;width:24px;background-position:-850px 0px'   \/> <span class=\"head\">share on linkedin<\/span><\/a><\/li><li class=\"icon_text\"><a  rel='nofollow'  target='_blank'  title='https:\/\/twitter.com\/'  href=\"http:\/\/twitter.com\/share?url=https%3a%2f%2fwww.g005e.com%2f2022%2f11%2f13%2fed-kless-clients-dont-want-outputs-they-want-outcomes%2f&amp;text=%23cpa+link%3a++-+ via+%40cpa_trendlines\"  ><img  src='//www.g005e.com/store/wp-json/wp/v2/posts/\/\/www.g005e.com\/wp-content\/plugins\/share-and-follow\/images\/blank.gif'  height='24' width='24'  class='image-24' alt='twitter'  style='background: transparent url(\/\/www.g005e.com\/wp-content\/plugins\/share-and-follow\/default\/24\/sprite-feb-24.png) no-repeat;padding:0;margin:0;height:24px;width:24px;background-position:-1625px 0px'   \/> <span class=\"head\">tweet this item<\/span><\/a><\/li><li class=\"icon_text\"><a rel=\"_self\" href=\"mailto:?subject=cpa%20trendlines%20:%20ed%20kless:%20clients%20don&#8217;t%20want%20outputs.%20they%20want%20outcomes&amp;body=here's%20something%20worth%20seeing%20from%20\/\/www.g005e.com...\r\n\r\n\r\n\r\n%20%20\/\/www.g005e.com\/2022\/11\/13\/ed-kless-clients-dont-want-outputs-they-want-outcomes\/\" title=\"email this: ed kless: clients don&#8217;t want outputs. they want outcomes \"><img loading=\"lazy\" decoding=\"async\" src=\"\/\/www.g005e.com\/wp-content\/plugins\/share-and-follow\/images\/blank.gif\" height=\"24\"  width=\"24\" style=\"background: transparent url(\/\/www.g005e.com\/wp-content\/plugins\/share-and-follow\/default\/24\/sprite-feb-24.png) no-repeat;padding:0;margin:0;height:24px;width:24px;background-position:-275px 0px\" class=\"image-24\"  alt=\"email\" \/> <span class=\"head\">email this<\/span><\/a><\/li><\/ul><div class=\"clean\"><\/div> <\/div>","protected":false},"excerpt":{"rendered":"<p><strong>the disruptors: too busy? raise your prices. <\/strong><\/p>\n<div style=\"padding: 56.25% 0 0 0; position: relative;\"><iframe style=\"position: absolute; top: 0; left: 0; width: 100%; height: 100%;\" title=\"vid 106_the disruptors_wliz farr_15_ed kless.mp4\" src=\"https:\/\/player.vimeo.com\/video\/698501187?h=b967af6191&amp;badge=0&amp;autopause=0&amp;player_id=0&amp;app_id=58479\" frameborder=\"0\" allowfullscreen=\"allowfullscreen\"><\/iframe><\/div>\n<p>&nbsp;<\/p>\n<p><strong>subscribe to 卡塔尔世界杯常规比赛时间 podcasts anywhere:<\/strong> <a href=\"https:\/\/cpa.click\/apple-podcasts\">apple<\/a>, <a href=\"https:\/\/cpa.click\/google-podcasts\">google<\/a>, <a href=\"https:\/\/cpa.click\/spotify\">spotify<\/a>, <a href=\"https:\/\/cpa.click\/iheart-podcasts\">iheart<\/a>, <a href=\"https:\/\/cpa.click\/deezer\">deezer,<\/a> <a href=\"https:\/\/cpa.click\/amazon-podcasts\">amazon music and audible<\/a>, <a href=\"https:\/\/cpa.click\/playerfm-podcasts\">player fm<\/a>, <a href=\"https:\/\/cpa.click\/audacy\">audacy<\/a>, <a href=\"https:\/\/cpa.click\/gaana\">gaana (india)<\/a>, and <a href=\"https:\/\/cpa.click\/boomplay\">boomplay (africa)<\/a>.<\/p>\n<p><iframe loading=\"lazy\" src=\"https:\/\/www.podomatic.com\/embed\/html5\/episode\/10418770?style=normal&amp;width=&amp;height=208\" width=\"100%\" height=\"215\" frameborder=\"1\"><\/iframe><\/p>\n<p><em><strong>the disruptors<\/strong><br \/>\nwith liz farr\u00a0<\/em><em>for 卡塔尔世界杯常规比赛时间<\/em><\/p>\n<p>what do clients \u2013 or, as ed kless prefers, customers \u2013 want from their accountants? it\u2019s not the tax return or the financial statement but the outcome for the customer, which is most often peace of mind.<\/p>\n<p>to remain relevant in disruptions like online tax preparation and automated bookkeeping tech firms like pilot, accountants need to consider other ancillary services they can provide above and beyond those basic services.<br \/>\n<img loading=\"lazy\" decoding=\"async\" class=\"alignright wp-image-96261\" src=\"\/\/www.g005e.com\/wp-content\/uploads\/2022\/04\/the-disruptors-with-liz-farr-and-cpat-hdr-vf-2022-424x242.png\" alt=\"//www.g005e.com/store/wp-json/wp/v2/posts/\" width=\"256\" height=\"146\" srcset=\"\/\/www.g005e.com\/wp-content\/uploads\/2022\/04\/the-disruptors-with-liz-farr-and-cpat-hdr-vf-2022-424x242.png 424w, \/\/www.g005e.com\/wp-content\/uploads\/2022\/04\/the-disruptors-with-liz-farr-and-cpat-hdr-vf-2022-300x171.png 300w, \/\/www.g005e.com\/wp-content\/uploads\/2022\/04\/the-disruptors-with-liz-farr-and-cpat-hdr-vf-2022-600x343.png 600w, \/\/www.g005e.com\/wp-content\/uploads\/2022\/04\/the-disruptors-with-liz-farr-and-cpat-hdr-vf-2022-849x485.png 849w, \/\/www.g005e.com\/wp-content\/uploads\/2022\/04\/the-disruptors-with-liz-farr-and-cpat-hdr-vf-2022-768x439.png 768w, \/\/www.g005e.com\/wp-content\/uploads\/2022\/04\/the-disruptors-with-liz-farr-and-cpat-hdr-vf-2022-1536x877.png 1536w, \/\/www.g005e.com\/wp-content\/uploads\/2022\/04\/the-disruptors-with-liz-farr-and-cpat-hdr-vf-2022.png 1600w\" sizes=\"(max-width: 256px) 100vw, 256px\" \/><\/p>\n<blockquote>\n<p><strong>more:\u00a0<\/strong> <a href=\"\/\/www.g005e.com\/2022\/10\/25\/seth-fineberg-your-classic-business-model-wont-allow-growth\/\">seth fineberg: your classic business model won&#8217;t allow growth<\/a> |\u00a0<a href=\"\/\/www.g005e.com\/2022\/09\/21\/hector-garcia-how-niche-knowledge-drives-success\/\">hector garcia: success strategies of a quickbooks youtube superstar<\/a> | <a href=\"\/\/www.g005e.com\/2022\/04\/19\/disruptors-blake-oliver-liz-farr\/\">blake oliver: why tax work yearns to be free<\/a>|\u00a0<a href=\"\/\/www.g005e.com\/2022\/04\/08\/watch-martin-bissett-urges-accountants-to-go-commercial\/\">private equity explodes in u.k.<\/a>\u00a0|\u00a0<a href=\"\/\/www.g005e.com\/2022\/04\/04\/stop-accepting-the-status-quo\/\">brannon poe: the status quo must go<\/a> \u00a0| <a href=\"\/\/www.g005e.com\/2022\/03\/28\/accounting-nerds-tap-into-your-secret-super-powers\/\">accounting nerds, unlock your super powers<\/a> \u00a0| <a href=\"\/\/www.g005e.com\/2022\/09\/02\/disruptor-jason-staats-shakes-up-the-status-quo\/\">disruptor: jason statts shakes up the status quo<\/a> | <a href=\"\/\/www.g005e.com\/2022\/03\/09\/matt-wilkinson-think-small-to-think-big\/\">think small to think big with matt wilkinson<\/a> |\u00a0<a href=\"\/\/www.g005e.com\/2022\/03\/06\/the-disruptors-corey-schmidt-on-re-inventing-your-firm\/\">when financial statements go extinct with corey schmidt<\/a> |\u00a0<a href=\"\/\/www.g005e.com\/2022\/02\/14\/geraldine-carter-can-she-save-accountants-from-themselves\/\">can geraldine carter save accountants from themselves?<\/a> |\u00a0<a href=\"\/\/www.g005e.com\/2022\/01\/27\/disruptors-tyler-anderson\/\">re-inventing accounting with tyler anderson<\/a><\/p>\n<p><img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2016\/08\/yellow_key_clip_art-e1375897299811-36p-hi-1-e1603911598474.jpg\" alt=\"goprocpa.com\" width=\"39\" height=\"16\" \/>\u00a0exclusively for pro members.\u00a0<a href=\"\/\/www.g005e.com\/wp-login.php?redirect_to=\/\/www.g005e.com\/2021\/02\/05\/22-predictions-for-2021\/\">log in here<\/a>\u00a0or\u00a0<a class=\"external\" href=\"http:\/\/goprocpa.com\/\" target=\"_blank\" rel=\"noopener noreferrer\">2022世界杯足球排名 today<\/a>.<\/p>\n<\/blockquote>\n<p>&#8220;when you bill by the hour, when you have to measure your time, and when you tell the customer, &#8216;pay attention to my efficiency because that&#8217;s what i&#8217;m going to charge you,&#8217; then they start looking at your efficiency instead of your effectiveness, which is the wrong thing to be looking at,&#8221; kless explained.<\/p>\n<p>additionally, kless said cpas who are &#8220;too busy&#8221; need to raise their fees.<\/p>\n<p>he said, &#8220;one of the mantras in pricing is innovating for growth, pricing for profit. when an organization wants to grow, the focus has to be on innovating, creating new things to offer, not necessarily what we used to be called rainmaking, which is getting more customers.&#8221;<\/p>\n<p>kless maintains that accountants or cpas should strive to be the first person called, no matter what the customer wants, whether it\u2019s super bowl tickets or a recommendation for the best medical team in an emergency. but experimenting with adding additional services or converting to a subscription-based business model will not be possible for firms that remain wedded to the timesheet, which, kess said, quoting ron baker, is cancer of the accounting profession.<\/p>\n<p> <a href=\"\/\/www.g005e.com\/2022\/11\/13\/ed-kless-clients-dont-want-outputs-they-want-outcomes\/#more-104217\" class=\"more-link\">read more &rarr;<\/a><\/p>\n<div class='shareinpost'>\n<ul class=\"socialwrap row\">\n<li 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