Mark Osborne, MBA, CEPA®Enterprise Value Revenue Systems for B2B founders who want to break through revenue roadblocks, Modern Revenue Strategies · Agent Evers - Mark Osborne's agentic tool for building Enterprise Value Revenue Systems for B2B companies from $2M to $20M

Stop Selling Skills — Start Solving Problems

26 Oct 2025 · 1 min

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In this segment, the speaker highlights the value of the Entrepreneurial Operating System (EOS) as a structured, process‑oriented framework that helps entrepreneurs run their businesses more efficiently. He then shifts focus to accountants, urging them to move beyond the default mindset of simply offering traditional accounting services. Instead, he advises them to first identify unmet market needs and then design solutions—often still accounting‑related but differentiated from standard offerings—to address those needs, thereby creating a unique value proposition.

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You hit on some really great points there that I want to double-click on. The first, I love the sort of process and system-oriented approach. For our audience that wasn't familiar, EOS that Kim references, the Entrepreneurial Operating System, which is a great format for— it's got a really prescribed approach to lots of things that are very important for how to run your business and can save entrepreneurs a lot of time and figuring out some of those things. But you also talked about, and I really loved this, the idea that instead of starting with, well, I'm an accountant, so I'm gonna start offering accounting services, instead start with what's a need that the marketplace has that you can solve? Mm-hmm. And if you're an accountant, chances are a need you can solve is gonna be related to accounting, but it might not be the same thing that everyone else that hangs out a shingle does.