It is putting up with clients who demand your time and don’t want to pay you fairly for that time.

You know many of these folks personally as they have been clients for years.

The sad fact is you have trained them to treat you that way. You have accepted the abuse because you feel their pain. They need you and you want to help them.

You know their financial situation and you know they struggle to pay your bill so you allow it to continue.

It’s a never-ending circle.

These types of clients are the ones who drag down your average hourly rate. This begs the question. How did you determine your average hourly rate or determine your value pricing model. If you are stating that is your worth, why would you accept less?

You have all heard the best way to fire an unwanted client is increase their fees. That is all well and good but remember that an unhappy customer/client is going to tell others. If you have more business than you can handle what’s the big deal?

If you are going to keep that soft heart you best learn how to use it to your advantage. Enter empathy. Finding a way to help these clients on your terms is where you get your time back and increase your revenue. This is where you get to share the value you bring. I can tell you the more you say it, the more you will embrace it.

Let’s do some introspective thinking here. Be honest with yourself. Are you a servant to your clients or do you serve your clients? There is no need to be full of yourself.

Humility is a virtue.

I know lots of financially successful accountants who quietly continue to grow profitably. They know how to master difficult conversations and standfast to their value and values.

Paul Roy is a Certified Professional Coach who helps Accountant and CPA practice owners build the business of their dreams working 40 hours a week or less while their business grows. Book a 20 minute Call to learn more and take the first step towards transforming your accounting practice https://my.timetrade.com/book/D8K4N