Episode 156

How New Services Can Drive Accounting Firm Growth

Published on: 27th May, 2021

Jeremy Clopton led the Big Data & Analytics and Digital Forensics practices in one of the top accounting firms in the US. He created the SQ Method, a framework designed to help firms overcome challenges and more successfully leverage technology and move firms forward. He is a faculty member for the Association of Certified Fraud Examiners and believes in data and technology's potential to transform firm practice management, leadership, and culture. Selected shownotes:

  • What being a 'high performing firm' really means in the accounting world, and why it goes beyond 'the numbers'
  • The different ways professional firms can grow and generate new revenues in the post-covid era
  • Why limiting your services really limits revenue opportunities for accounting firms
  • How additional services offer accounting firms and their employees a lot more than just new revenues
  • The biggest mistakes accounting firms make when introducing new service lines
  • How the 'compliance vz advisory' conversation drives the need for new additional accounting services
  • Why accountants struggle to price non-compliance services and what they can do about it
  • Simple examples of how accounting firms can position and price addition services
  • The key questions accounting firms should be asking when considering the introduction of an additional service
  • The importance of market research for accounting firms who want to offer clients some additional services
  • Why the busiest 'tax season' is actually the best time for accountants to uncover new revenue opportunities for their clients
  • Why many accounting firms are unrealistic about how quickly new services lines can be profitable
  • Examples of lucrative new service lines that accounting firms could offer their clients
  • A simple question accountants can ask their clients to kickstart new revenue conversations
  • How accounting firms can develop a culture of cross-selling and positioning additional services with multiple clients
  • What will happen to professional firms who reactively wait for growth without offering their clients additional services

Jeremy is also passionate about employee engagement and the value brought by each generation in the workforce. An avid reader, he says Patrick Lencioni, Brené Brown, Daniel Pink, and Scott Berkun have influenced his leadership style. Beyond books, he is a fan of TED curated content and cites Shonda Rhimes' TED2016 talk 'My Year Of Saying Yes To Everything' as one of the most influential talks of his career. Outside of work, Jeremy enjoys spending time with his wife, Katie, three innately curious daughters, a lazy golden retriever, and two energetic toy Australian shepherds. He enjoys running, golf, and helping his wife run a non-profit organization. Contact him here:

Website and blog

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About the Podcast

Accounting Voices Podcast
Accounting Voices helps people in the accounting world stay relevant visible and vocal. Host Rob Brown interprets trends reshaping the profession and gives listeners insight to build authority influence and a stronger voice in firms and markets.
Accounting Voices, hosted by Rob Brown, helps decision makers and leaders in accounting and finance stay relevant, visible and vocal in a profession being reshaped by technology, private equity, regulation and shifting client expectations. Each episode interprets the trends disrupting accounting and finance such as AI, automation, M&A, talent and the move to advisory and translates them into practical insight that strengthens authority and influence.
Accounting Voices is also a platform for the wider ecosystem of networks, associations, educators, consultants, software vendors and technology experts who serve accountants and finance professionals worldwide. It extends into regular Accounting Voices networking sessions that connect this audience and amplify ideas that move the profession forward. With its international reach and long shelf life the show delivers credibility and commercial value for listeners and sponsors alike. Search for "Accounting Voices" on YouTube for all episodes and connect with Rob Brown on LinkedIn to find out more: https://www.linkedin.com/in/therobbrown

About your host

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Rob Brown

ob Brown is the creator and host of the Accounting Voices Network, a media platform that includes the flagship solo podcast Accounting Voices and the panel shows Accounting M&A and Accounting Tech. He chairs conferences, panels and virtual events worldwide and is recognised as a leading advocate for the accounting profession.

He is an accomplished speaker and authority on trust, reputation, employer brand, talent, succession, executive presence and the forces shaping the future of accounting. Rob is the author of the bestselling book Build Your Reputation (Wiley) and his TEDx talk The Personal Brand of You has been viewed more than 400,000 times.

A former co-founder of the Accounting Influencers Roundtable, Rob now focuses on amplifying the voices of leaders, firms, networks, vendors and influencers across the global accounting ecosystem.

Outside of work he is a stroke survivor, lives with epilepsy, holds a black belt in kickboxing and is based in Nottingham, UK. He plays chess and backgammon, loves orange chocolate and is allergic to grapefruit.