As CPAs, we like to tell ourselves that we are trusted advisers to our clients. However, the onslaught of compliance work and deadlines can often mean that any "advising" we do ends up being more limited than we care to admit. Worse, we tend to get paid for all of the compliance and we chalk up our time advising to "client development." In this session, we'll discuss how to position yourself as more of an adviser, both within your firm and with clients. You'll learn how to change your workflow and pricing model to build in more of an advisory focus and ensure you get paid for all of the consulting you are already doing.

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Moving from Compliance
to Consultant
FICPA Leadership Forum
Thursday, December 7, 2017
Dan Griffiths
The Compliance
Mindset

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Time is Money
“I had better get paid for every
minute of time I spend preparing
this tax return.”
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Structured Problems

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“Right” Answers
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Assembly Line

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Low Touch
The Consultant
Mindset

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Ask the Right Questions
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Look at the Bigger Picture

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Unstructured Problems
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Value, Not Time
“You mean I’m not going to get paid for
every minute I spent working on that tax
return?!?”

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High Touch
Making the Shift

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5 FTEs in Accounting
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Start Outside Peak Season

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The Innovator’s Dilemma
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Build an Incubator

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New Workflows
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Subscription Pricing

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Are We Making Money?
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Automate the Mundane

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Automate the Mundane
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Automate the Mundane

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Make friends with a software developer.
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Accounting is highly structured
Accounting is Highly Structured.

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From Bank Logins to Tax-Ready
Financials
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3 Years of Tax Returns

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From Shoebox to Clean TB in One
Day!!!
Where’s the value?
Basic Accounting
• $100 – 200 per month
Advice & Relationships
• $2,000 ‐ $3,000 per month

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New Staffing Models
The base of the pyramid is eroding.
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Prove your Value First

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Find a Champion
© 2017 American Institute of CPAs. All rights reserved.
Dan Griffiths, CPA, CGMA is the Director of Strategy
& Leadership at Tanner, LLC, a Salt Lake City‐based
professional services firm with 120 team members.
Dan has facilitated hundreds of leadership retreats
for large and small businesses across a variety of
industries. He specializes in strategic planning, exit
planning, and leadership coaching. He currently
serves as a member of the AICPA Board of
Directors. Dan is an avid flyfisher, backpacker, and
gardener. He and his wife Bibiana are the proud
parents of four energetic children.
Contact Dan at:
dgriffiths@tannerco.com
Or connect with him on LinkedIn
www.linkedin.com/in/dangriffithscpa
Let’s Connect