The Abundant Accountant: Leads, Sales & Business Growth for Accounting, Tax and Bookkeeping Professionals Episode 146 | Creating Adaptive Capacity for VIP's in Your Firm with Ron Baker
Nov 15, 2024
Ron Baker, founder of the Verisage Institute and a former CPA, joins Michelle Weinstein to discuss the transformative power of adaptive capacity in accounting firms. They explore how adjusting firm capacity can improve client experiences and increase revenue. Strategies for managing client relationships, prioritizing high-value clients, and transitioning to value pricing are key topics. Ron also draws parallels between service industries and professional firms, emphasizing the importance of innovation and adaptability for sustainable growth.
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Adaptive Capacity
- Segment clients like airlines segment passengers (first-class, business, etc.).
- This "adaptive capacity" ensures appropriate service levels and pricing tiers.
Spare Capacity
- Always maintain spare capacity for your best clients, like airlines reserve seats for top-tier members.
- This allows you to handle their urgent needs and provide exceptional service.
Jenna's Capacity
- Ron Baker gives the example of "Jenna", a solo practitioner.
- Jenna initially estimated a maximum capacity of 40 clients but realized her optimal capacity was 25.