Category: Client Management

How to Price Your Services with Confidence (and Get Paid What You’re Worth)

Pricing is one of the most challenging parts of running a tax resolution business. Many professionals undercharge because they fear losing clients, while others overcomplicate their pricing structure and confuse prospects.

Here’s the truth: If you want to attract serious clients and build a profitable practice, you need to price your services strategically and confidently.

  1. Understand the Value You Provide

    Tax resolution isn’t tax prep. You’re not just filling out forms—you’re protecting your client’s finances, future, and peace of mind. When someone owes $20,000+ to the IRS, the value of proper representation is enormous. They’re not hiring you for time; they’re hiring you for peace of mind and results.

  2. Offer Flat Fees Where Possible

    Clients like clarity. Flat fees make it easier for them to say yes and easier for you to manage your time. Structure flat fees around case types—e.g., Offer in Compromise, Installment Agreement, Penalty Abatement, etc. This also makes invoicing and collection more straightforward.

  3. Provide Package Pricing Your Services

    Consider offering different service levels: basic compliance, representation-only, and full strategy packages. This gives clients options based on their situation and budget. It also helps you avoid scope creep, since each tier has defined boundaries.

  4. Don’t Compete on Price

    There will always be someone cheaper. Compete on expertise, responsiveness, and results. Build trust and authority with prospects before they even reach out. Use content, webinars, and social proof to show your value before a pricing conversation even begins.

  5. Anchor Your Prices to Outcomes

    Don’t price your service like a commodity. Re-frame your pricing in terms of results. For example, if a client is facing $50,000 in penalties and you can help settle it for $5,000, your $4,500 fee suddenly seems like a bargain.

  6. Avoid Hourly Billing (Whenever Possible)

    Hourly billing penalizes efficiency and makes clients question your time. Project-based pricing communicates confidence and value. Only use hourly rates for unique, open-ended engagements—and make sure the client understands the estimate upfront. Hourly billing is best for audit/exam related cases as it is difficult to judge the scale of the audit.

  7. Always Use Engagement Letters

    Pricing means nothing if it’s not formalized. Clear engagement letters that outline the scope, payment terms, and additional charges protect you and set expectations. This reduces pushback and ensures you’re paid on time.

  8. Revisit Your Prices Annually

    Inflation, demand, and your expertise all change over time. Review your pricing for ALL services you provide annually and raise your rates

… Continue reading

Eliminate Stress and Boost Productivity for Tax Professionals – 10 Secret Steps to a better tax season

As a licensed tax professional, you’re no stranger to the overwhelming demands of tax season. Long hours, complex client cases, and endless administrative tasks can quickly lead to burnout and decreased productivity. But what if there was a way to transform your practice, reduce stress, and boost your efficiency? The good news is, there is – and it all starts with setting the right boundaries.

We are going to explore 10 essential steps that can help you create a more balanced, fulfilling, and successful tax practice. By implementing these strategies, you’ll be well on your way to a better tax season and a more sustainable career.

  1. Embrace Specialization

One of the most powerful ways to reduce stress and increase productivity is to focus on your areas of expertise. Don’t be afraid to say, “No, I will not accept that new client due to their complexities outside my area of expertise.” By specializing, you’ll ensure high-quality service, reduce the risk of errors, and build a reputation as an expert in specific areas. This approach can lead to higher-value clients and increased revenue. Not to mention that specialization will allow you to increase your fees and work with less people, allowing you to work with the best quality clients.

  1. Cultivate a Quality Client Base

It’s time to bid farewell to difficult clients who drain your energy and resources. Adopt the mindset of, “No, I will not let pain in the rear clients into my tax practice for any reason.” By being selective with your client base, you’ll protect your mental health, maintain a positive work environment, and allocate more time to ideal clients who truly value your services.

  1. Implement Strategic Communication Practices

Take control of your time by setting clear communication boundaries. Use phrases like, “No, I will not take your call immediately when you call. I am currently unavailable. I will respond faster if you email me your question.” This approach reduces interruptions, improves focus, and allows you to provide more thoughtful and accurate responses. Ever had that day where you worked 8+ hours and said “what the heck did I do today?”. While I cannot guarantee those days will go away, they will be reduced if you adhere to this productivity strategy.

  1. Delegate Phone Duties

Free up your time for high-value tasks by delegating phone duties. Consider hiring someone to handle incoming calls, allowing you to focus on your core expertise while ensuring clients receive … Continue reading

Cost of Client Procrastination on your Tax Practice!

We are now in what I affectionately call the Second Tax Season. While it is not usually as base as the first one of the year, it can get pretty hairy. If you are like I used to be, you would pick up your hours as the extension deadlines approach. In some cases, working 60-70 hours a week (or possibly more). 

So, the question becomes, why do we do this? The simple answer is we love our clients. We love them so much, we take their abuse. Yes, I said abuse. Seems like a strong word, but follow this with me for a few minutes.

You work really hard from January to mid-April. You take a little bit of rest, but then it is back to work on the extended returns for the information you had most of their info. Then there is that final 10-20% of returns you have in your office to do, but you can’t. Why not? Because you are missing 50-80% of the information you need to prepare the return.

So, what do you do? You start sending emails to these clients to request that missing info. As time moves on, and their excuses keep piling in on why they cannot produce that info, you start having your staff calling them to get the info into your office.

Days turn into weeks, weeks into months, and now the deadline is upon us. This is when you send the final email about two weeks before the final deadline. You tell them that if it is not filed on time they will incur late filing penalties which can be very expensive.

Well, that lit the fire under their butts and they finally get the information to you with 10 days (or less) for you to get the return done. What do you do?

Well, if you are like most tax professionals, you just grin and bear it. You hunker down and get the return done. You get it done on time, bill them the same amount you did last year and we all move on.

BUT WHY?!! Why do we do that?

We take this abuse! You don’t have to, nor should you take this abuse from anyone! It doesn’t matter if they have been a client 15 years, or their your mother or brother. There is no excuse for them making their emergency your emergency.

Here is a list of 10 … Continue reading