ICP, Acceptable Clients, and the Gray Area Where Most Accounting Firms Get Burned
About this episode
Mike and Matt discuss the challenges accounting firms face in selecting the right clients and the consequences of poor choices.
Every accounting firm has a client they should have said no to. Most of them took it anyway because the money looked good, the sales conversation went well, or somebody convinced themselves they could make it work. Mike and Matt have been there. Listen to them get honest about what actually makes a good client, where the lines are, and why even the best criteria in the world doesn't stop you from talking yourself into the wrong ones. In this episode: ICP vs. acceptable client and why blurring that line when you're growing fast will cost you What "healthy fear of the IRS" actually looks like in a real prospect meeting The criteria that matters more than industry or revenue size The sales team loves them, the service team can't stand them problem Why saying yes to a startup client might be the worst thing you can do for them What it actually feels like when half your revenue disappears in 24 hours 💬 Got a topic you want us to tackle? Drop a comment, send us a message, or share this episode with a firm owner who needs to hear it. 🎙 Want to be a guest? We're opening the show up to firm owners who want to talk shop. Reach out and let's talk. Connect with us: Matt Patrick…
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