In this eye-opening episode of The CFO Project Podcast, host Adam Lean welcomes price and profit coach Loren Fogelman to discuss how accounting professionals can break free from price-based competition. Loren shares powerful insights on the crucial difference between selling features versus benefits, explaining why most firms struggle by focusing on technical aspects like workflows and reports instead of communicating the transformative outcomes they deliver to clients.

Learn how to transition from hourly billing to value-based pricing and discover Loren's proven five-step process for converting existing clients to a new pricing model without losing them. Whether you're running a bookkeeping, tax, or accounting firm, this episode reveals practical strategies to elevate your pricing, attract better clients, and increase revenue while working less. Loren and Adam dive deep into real examples, including how one bookkeeper transformed her practice by targeting entertainment industry trades and eliminating the "starving artist syndrome" for her clients.

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https://www.businesssuccesssolution.com/work-with-loren/

In this episode of The CFO Project Podcast, host Adam Lean is joined by Keila Hill-Trawick, Founder of Little Fish Accounting. They discuss the idea that you don't have to be a big firm to be successful in the accounting industry. Keila shares how she built her practice to serve the "little fish" - small businesses and sole proprietors - by offering a concierge-level experience regardless of the client's size.

Keila emphasizes the importance of defining "enough" for your firm and not constantly chasing growth for growth's sake. She talks about how she structured her team and services to provide maximum value to her clients without burning out. This episode is full of practical advice for accountants, CPAs, and bookkeepers who want to build a sustainable, fulfilling practice that aligns with their personal and professional goals.

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Learn More About Little Fish Accounting
https://www.littlefishaccounting.com/

Struggling to market your accounting or advisory firm effectively? In this episode of The CFO Project Podcast, host Adam Lean sits down with Christian Jones, CEO of Tax Pro Marketer, to discuss the best marketing tactics for accounting and advisory practices.

Christian shares insights on building genuine relationships with potential clients, creating a marketing funnel that converts, and leveraging online and offline strategies to attract your ideal customers. Whether you're a tax practitioner, bookkeeper, or advisory services provider, this episode is packed with practical tips to grow your firm through smart, effective marketing. Don't miss it!

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Learn More About TaxProMarketer
https://taxpromarketer.com/

In this enlightening episode of The CFO Project Podcast, host Adam Lean sits down with Shelby Ashley, founder of Optimized Financial Solutions, to tackle the challenging topic of setting boundaries with demanding clients. Shelby shares her journey from corporate financial analyst to successful CFO advisor, and discusses how learning to say "no" transformed her business - leading her to sign three new clients in just one month after letting go of a problematic one.

Join Adam and Shelby as they dive into practical strategies for managing client expectations, setting clear boundaries, and maintaining a healthy work-life balance while delivering high-value CFO services. They explore why financial professionals often struggle to turn down client requests, how to structure engagements to prevent scope creep, and when it's appropriate to part ways with clients who aren't the right fit. Whether you're an established CFO advisor or just starting your journey from accountant to advisor, this episode offers valuable insights on building a sustainable and profitable practice.

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Learn More About Optimized Financial Solutions
https://www.optimizedfinancialsolutions.com/

In this insightful episode of The CFO Project Podcast, host Adam Lean sits down with Shahram Zarshenas, founder of Financial Cents, to discuss essential tips for running an efficient accounting practice. Shahram shares his journey from investment banking to creating a practice management tool specifically designed for accountants and bookkeepers. Learn how implementing the right systems can help you transition from being just an accountant to becoming a successful firm owner, capable of scaling your business and achieving a better work-life balance.

Discover the three core problems that growing firms face: visibility, creating a single source of truth, and automation. Shahram offers practical advice on how to address these challenges, emphasizing the importance of starting early in your firm's journey. Whether you're a solo practitioner or managing a team of 20, this episode provides valuable insights on leveraging technology to streamline your workflow, improve client communication, and ultimately find peace of mind in your practice. Don't miss out on these game-changing strategies that can transform your accounting firm's efficiency and scalability.

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Learn More About Financial Cents
https://financial-cents.com/

Join host Adam Lean and special guest Michelle Weinstein, the "Pitch Queen" and founder of The Abundant Accountant, as they tackle one of the biggest challenges facing financial professionals: selling services without feeling like a salesperson. In this enlightening episode of The CFO Project Podcast, they dive deep into why accountants and bookkeepers often struggle with sales, debunking common misconceptions and fears about selling high-value services.

Discover practical insights on transforming your mindset from "doing the work" to confidently selling your expertise at premium rates. Michelle shares invaluable perspectives on overcoming the fear of rejection, understanding your true value, and approaching sales as a way to genuinely help clients. Whether you're an accountant, CPA, or bookkeeper looking to grow your practice, this episode provides actionable strategies to elevate your sales game while staying authentic to your professional identity.

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Learn More About The Abundant Accountant
https://theabundantaccountant.com/

In this episode of The CFO Project Podcast, host Adam Lean sits down with Tom Griffiths, a fellow CFO and founder of Synergy CFO Solutions, to discuss how accountants and finance professionals can effectively sell CFO advisory services.

Tom shares insights on changing the mindset around sales, uncovering a prospect's true needs, and handling objections productively. He emphasizes the importance of understanding the prospect's goals and positioning the CFO services as a solution to their problems, rather than just listing out a set of services. Listeners will learn practical techniques for having more meaningful sales conversations and increasing their chances of winning new clients for their advisory practices.

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Learn More About Tom Griffiths
https://synergycfosolutions.co/

Join host Adam Lean as he sits down with seasoned CFOs Dan May and Paul Weller to explore "The Day in the Life of a Full-Time CFO" on The CFO Project Podcast. In this insightful episode, Dan and Paul share their experiences and perspectives on the crucial role of trust, communication, and organization in their daily responsibilities. They discuss the challenges of translating complex financial data into actionable insights for various stakeholders and the importance of maintaining strong relationships across different departments and external partners.

Discover how modern CFOs balance traditional accounting tasks with strategic decision-making and learn about the critical skill of managing cash flow in diverse business environments. Whether you're an aspiring CFO, a seasoned accountant, or a curious bookkeeper, this episode offers valuable insights into the evolving role of financial leadership. Dan and Paul also touch on the misconceptions about the CFO role and emphasize the importance of adaptability in today's fast-paced business world. Tune in to gain a deeper understanding of what it truly means to be a full-time CFO in today's complex financial landscape.

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