Accounting Today Podcast
Your clients don't value what you do
May 13, 2024
Joe Woodard, an expert in accounting, discusses the disconnect between what clients value and what accountants think they value. He emphasizes the importance of providing value beyond basic deliverables, educating clients on the accountant's role, offering controller services, and adapting to the changing landscape of accounting services in a world of artificial intelligence.
27:34
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Quick takeaways
- Accountants must shift from valuing effort to outcomes to align with client expectations.
- Offering active value like expense reduction elevates clients' perception of accounting services beyond passive utility.
Deep dives
Clients' Perception of Accountants' Value
Clients often pay for accounting services begrudgingly, focusing on tangible outcomes rather than the effort accountants put in. This results in a disconnect between how accountants and clients measure value - clients prioritize outcomes, while accountants traditionally value effort. Invoicing based on effort can lead clients to scrutinize and devalue services, inadvertently shifting focus from value to cost.
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