Mark Kohler breaks down an advisory model for accountants: 100 clients at $20,000 each equals $2 million in annual revenue. He argues this target is both achievable and necessary for firms that want to grow beyond basic tax and compliance work.
You can find your top 100 clients. Now think about this. Let's say I take 100 clients that I know could be advisory in my overall pool. The average advisory client brings in $20,000 a year on 100 clients. Okay. You guys run into your computer. You're doing some math on that. This is a big deal because if I can bring in 100 clients at $20,000, that's a $2 million gross rev. 100 clients. How many of you would just like 100 clients that pay monthly an average of $20,000 a year? And so do all— we have hundreds of client accountants in our network that do that. So So if you say, that's my target, I want $2 million of revenue on 100 clients billing $20 grand a year monthly. You cannot afford not to do this.
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