Episode 156

How New Services Can Drive Accounting Firm Growth

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

LinkedIn

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About the Podcast

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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.

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About your host

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Rob Brown

Rob Brown is the founder and host of the Accounting Voices Podcast, the flagship solo show of the Accounting Voices Network. Each episode offers sharp analysis and commentary on the trends, ideas and people shaping the global accounting profession.

Through this Accounting Voices Podcast, Rob helps accounting firm leaders, decision makers and professionals stay relevant and make sense of disruption in areas like AI, automation, M&A, private equity and soft skills beyond the tech. His perspective blends clarity, insight and curiosity, making complex issues relevant and practical for professionals and decision makers across accounting and finance.

He also leads two monthly panel shows, Accounting M&A and Accounting AI, which bring together senior voices to explore consolidation, strategy and the impact of technology on firms and people.

Rob is the author of the bestselling book Build Your Reputation (Wiley) and a TEDx speaker whose talk The Personal Brand of You has more than 400,000 views. Over his career he has hosted and moderated more than 1,000 conversations with accounting and fintech leaders worldwide.

Based in Nottingham UK, Rob is a stroke survivor living with epilepsy, a black belt in kickboxing, a decent chess player and an average player of four musical instruments.