Category Archives: Charging Higher Fees

In Defense of Accountants- What Financial Gravity Learned This Tax Season

Those of you who have followed my years-long “adventure/nightmare/bad romance” with the accounting profession know that I’m not especially fond of this industry. In fact, most accountants who have encountered me would characterize my attitude as aggressively…, uhhh BAD. And really, who can blame them? I’ve built an entire business around the services that accountants don’t give their clients, and I haven’t been shy about faulting them for it. Read more…

DNA Tests for Dogs

I’ve always been fascinated by genealogy and my family history. Back in high school, I researched my family tree as a senior project, which involved several trips to peruse musty old “books” at the public “library.” More recently, I used Ancestry.com’s online database to discover that my 11th-great-grandfather on my father’s side, William Bradford, took a rickety boat called the Mayflower to enter the country without papers or a visa to become Governor of Plymouth Colony.

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Hate to Sell? Try This (Part One)

Most TaxCoach members didn’t become tax professionals because they wanted to “sell.” Then they got out in the real world and discovered that selling is an essential part of building your business and building your brand. But deep down, many still feel uncomfortable with the very concept of “selling” and the need to sell themselves, their services, and their value. Read more…

Random Thoughts On Pricing

Here in the business world, some of us love to use the sort of annoying, pretentious, and useless corporate jargon that drives normal people nuts. We reach out to new customers, onboard them, and circle back to touch base with them. We drink the Kool-aid, think outside the box, identify core competencies, take it to the next level, and leverage best practices. Read more…

Your One-Step Marketing Plan to Take Advantage of Tax Planning Season

We humans have evolved to pay attention to all sorts of seasons as the years go by. I’m not just talking about the usual spring, summer, fall, and winter. I’m talking about holiday seasons, hunting seasons, football seasons, and the like. But none of those are more important than the one that starts Tuesday, after you put away those summer whites that Emily Post says you shouldn’t wear after Labor Day. I’m talking, of course, about Tax Planning Season. Read more…

Healthier Fees

Let me tell you a little story about pricing professional services — there’s a lesson here for all of us.

I had more fun than you did this morning. That’s because I spent it sitting in my dentist’s chair, getting a temporary crown for my back molar where I had a root canal done a couple of years ago. (Those of you who are squeamish about the dentist, feel free to skip ahead to the fourth paragraph.) He started out by taking a wax impression of my tooth. Then he pulled out a drill that looked like something Laurence Olivier would have used in Marathon Man (“Is it safe?”), literally shaved the edges off my tooth, fashioned the temporary crown out of some nasty glop that kept sticking to my tongue, and cemented it in place until I come back for the permanent crown on September 13. Read more…

Two Smart Words from One Smart Guy

Marc Andreesen is one of the smarter guys to emerge from the Silicon Valley tech world.  He coauthored Mosaic, which became the first widely-used internet browser. He co-founded Netscape and sold it to AOL for $4.2 billion. He co-founded LoudCloud and sold it to Hewlett-Packard for $1.6 billion. Today he helms the venture capital firm Andreesen Horowitz and sits on the boards of Facebook, eBay, and Hewlett-Packard. He’s even one of just six inductees in the World Wide Web Hall of Fame. (Bet you didn’t even know that was a thing!)

So when Marc Andreesen offers some advice, it’s probably worth listening to—even if it doesn’t seem directly relevant to you or your business. Read more…

Captain Kirk’s Secret to More Confidence and Higher Fees

Captain KirkAny Star Trek fans in the room? I’m talking the “real” Star Trek, with William Shatner as Captain Kirk, Leonard Nimoy as Mr. Spock, the perfect pan-ethnic supporting cast, and one poor schlemiel in a red shirt who beams down to the planet and never makes it back alive.

Star Trek’s United Federation of Planets had one rule so important they called it the Prime Directive: “No identification of self or mission. No interference with the social development of said planet.  No reference to space or the fact that there are other planets or civilizations.” In other words, no interfering with any other civilization’s development.

Here at TaxCoach, we have our own Prime Directive: Lucror Vestri Dignitas, or “charge what you’re worth.” Not quite as grandiose as the Star Trek directive. A little mercenary, even. But still well worth remembering as you build your tax and financial services practice. Read more…