Growth in a tax practice doesn’t happen by accident. Whether you’re a solo EA or running a small firm, getting more clients and increasing revenue requires intentional effort, the right systems, and a long-game mindset.
But here’s the good news: you don’t need to work 12-hour days or chase every opportunity to grow. You just need to focus on what actually moves the needle.
As Peter Drucker said, “The best way to predict the future is to create it.” Let’s walk through how you can create a future where your tax practice grows with less stress—and more profit.
1. Get Crystal Clear on Your Ideal Client (i.e. Who is your niche?)
Trying to be everything to everyone keeps your business stuck. Want to grow? You need to focus.
- Who do you serve best?
- What kinds of clients light you up—and pay well?
- Which cases are most profitable and least draining?
If you primarily enjoy helping small business owners or tackling IRS resolution work, build your practice around that niche. According to IRS statistics, over 14 million Americans owe back taxes—there’s no shortage of demand for representation help.
Define your ideal client profile in terms of:
- IRS debt range (e.g., $25K+)
- Individual or business and business type or income level
- Preferred communication style
When you know who you’re talking to, everything from your messaging to your pricing becomes easier (and many times cheaper).
2. Build Referral Engines, Not Just Funnels
Most fast-growing tax practices aren’t running viral ads—they’re building solid referral pipelines.
Here’s how:
- Ask for referrals. After every positive engagement, ask satisfied clients to refer others.
- Create referral collateral. A short PDF explaining your services and who you help makes it easy for partners to refer.
- Partner smart. Connect with other tax professionals who don’t do resolution work (CPAs, EAs, unenrolled preparers), divorce attorneys, and financial advisors. These people already have clients who need your help.
As Zig Ziglar said, “You can have everything in life you want, if you will just help other people get what they want.” That’s the foundation of referral marketing.
3. Systematize Everything You Can
Growth gets painful without systems.
- Use tools like TaxDome, Zapier, or IRS Solutions to manage files, automate follow-ups, and streamline client communication.
- Standardize your onboarding with a checklist and templated emails.
- Use pre-built service packages (e.g., “IRS Collections Case – $3,500”) to avoid wasting time writing custom quotes.
Document repeatable tasks. Delegate them if possible. If you’re doing a task more than two times, it’s worth systemizing.
4. Raise Your Fees (Seriously)
Underpricing isn’t just hurting your revenue—it’s attracting the wrong clients as well.
If you’re doing IRS resolution work, fees of $3,500–$5,000+ per case are not only reasonable—they’re industry standard.
When you charge what you’re worth:
- You attract clients who are serious
- You can serve fewer clients, better
- You have bandwidth to grow the business instead of staying stuck IN the business
As Dan often says in our trainings, “Don’t decide for your clients what they can afford. You are not your client and do not know what their need or pain is.”
5. Block Time for Marketing Every Week
If you wait until work slows down to market, you’re too late.
- Write a weekly blog post or email newsletter (or both)
- Post 2–3x/week on LinkedIn, Facebook, or wherever your prospective clients hang out
- Repurpose testimonials into posts or short videos (even ask for video testimonials)
- Offer free lead magnets like checklists or IRS update alerts
Marketing doesn’t have to be flashy—it just has to be consistent. You’re not promoting you, you’re helping the people who need your expertise. You have a moral obligation to sell it to them. If you don’t, they will find one of those BIG national firms that will charge them a lot more money and not do anything with their case.
6. Track Your Metrics (Even the Boring Ones)
If you don’t measure it, you can’t improve it.
Key metrics to watch:
- Number of qualified leads per month
- Conversion rate from consult to client
- Average case value
- Client retention rate
- Referral source per client (this will help determine what marketing is working)
Tracking lets you double down on what works—and cut what doesn’t.
7. Keep Your Mind in the Game
A big part of growth is mental. You can’t grow a business you don’t believe in. That’s why mindset work matters.
- Impostor syndrome? Everyone has it.
- Afraid of raising prices? Do it scared.
- Feeling stuck? Talk to mentors, join peer groups, or get training.
As Henry Ford said, “Whether you think you can or think you can’t, you’re right.”
Final Thoughts
There’s no one-size-fits-all way to grow a tax practice—but these strategies are time-tested and field-proven. If you want to grow with intention, start by defining who you help, building referral relationships, raising your fees, and showing up consistently.
At the Tax Resolution Academy®, we don’t just teach IRS procedures—we help you build a business that supports the life you want.
“Small disciplines repeated with consistency every day lead to great achievements gained slowly over time.” — John C. Maxwell
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Here’s to working smarter, not harder!
And a brighter future for your tax practice!
If you want to know more consider joining the Tax Resolution Academy® by clicking this link to earn your Certified Taxpayer Representative™ (CTR™) certification
I hope this helps.
If you have any questions, please reach out to us.
I would love to hear your thoughts, challenges, and successes in writing your very own book.
Have a GREAT day,
Cordially,
Dan
Dan Henn, CPA, CTR™
Co-Founder, Tax Resolution Academy®
Managing Member
Tax Pro Academy, LLC
P.S. Want to learn more about the Tax Resolution Academy®, go to https://community.taxresolutionacademy.com.
P.P.S. Check out our CPE classes here! Click the link to Follow our page and you will be notified when we release new classes.
