In this older Financial Clarity episode with Hannah Smolinski, we started with two topics that can make accountants uncomfortable: tax planning and value pricing.
Hannah joked that tax planning might send people running, and I told her I like to make the conversation much simpler.
Instead of saying "tax planning," think about helping the client save money.
That is usually the part they care about.
The technical work still matters, of course. But clients need to understand what the planning means for them financially.
Value pricing has a similar challenge.
Accountants hear the term constantly, but it can feel vague until you connect the fee to the actual value the client receives.
That is why I became so focused on the ROI Method and proactive tax advisory.
Make the opportunity understandable. Show the financial impact. Then have a clear conversation about what the work is worth.
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