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Sep 23, 2021

As a tax practitioner during the revolving door of tax law changes this year, you might have asked yourself questions such as:

  • Can I bill my clients for PPP loan assistance?
  • How do I bill my clients for employee retention credit consultations?
  • How do I get my long-time clients to value and agree to pay for the high-quality services that I offer each year?

If any of the above apply, we have some tips. Loren Fogelman, a business coach for accounting professionals at Business Success Solution, provides some best practices on how to innovate your billing practices for the future.

 What you’ll learn in this episode

  • Low-value vs. high-value clients (2.07)
  • Ways that firms and practitioners can attract the right kind of clients (6.52)
  • How firms determine whether it is time to move on from a client relationship (9.18)
  • Step-by-step process to raise rates for existing clients (11.53)
  • How to determine package services and pricing (14.40)
  • The lowdown on timesheets and hourly rates (18.48)
  • Formula for best pricing (20.22)
  • How to handle situations when clients do comparison shopping with each other (24.10)
  • Four takeaways on clients’ perceptions of value (27.08)

AICPA resources

  • CPA Marketing Toolkit — These tools help you demonstrate your strength as a trusted adviser, assisting with all aspects of your clients’ financial situations.

Other resources

Note: If your podcast app does not hyperlink to resources, visit to access show notes with direct links.

This episode is brought to you by the AICPA’s Tax Section, your home base to maintain your professional edge. To learn more about the Tax Section, check out or sign up for a free web tour.