Still Billing By The Hour? It’s Why You Can’t Scale - With Debra Kilsheimer CFO Chronicles: The Secrets Behind Success podcast

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Still Billing by the Hour? It’s Why You Can’t Scale - With Debra Kilsheimer

3d ago 42:19

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Most accountants are losing business and don’t even realize it.

In this episode, we break down the 3 silent killers that are costing firms revenue, retention, and referrals, starting with outdated pricing models and ending with what your clients actually care about (hint: it’s not your reconciliations).

Debra Kilsheimer joins to share what actually drives client loyalty, why she ditched hourly billing decades ago, and how she built her firm "Behind the Scenes Accounting" that runs on relationships, not reports.

You’ll learn:

The 3 questions that close high-value clients fast
Why your financial reports are being ignored
The hidden price of sticking to “industry best practices”
How small touches (like a handwritten note or birthday call) get remembered longer than your year-end package

📲 Want to connect with Debra? Reach out on LinkedIn or email her at [email protected].

This one will have you rethinking everything from pricing to client retention. Hit play now.

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This episode is brought to you by Bill.com
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Chapters

1. Opening And Guest Introduction (00:00:00)

2. Deborah’s Early Life And Aha Moment (00:01:35)

3. Rejecting Timesheets And Leaving Public Accounting (00:04:12)

4. Sales Career, Tech Shift, And Meeting Hal (00:07:15)

5. Building A Modern, Flat-Fee Firm (00:10:35)

6. Transforming Clients Beyond The Balance Sheet (00:13:55)

7. Tech Stack And AI For Insights (00:17:34)

8. Strategy Over Transactions And Pricing (00:20:39)

9. Hospitality, Personal Touch, And Retention (00:23:34)

10. Bookkeepers On Fire: Origin And Format (00:27:09)

11. Marketing Without Fear Or A Website (00:31:06)

12. Boundaries, Ideal Clients, And Ethics (00:34:14)

13. Best Advice: Purpose, Risk, And Community (00:37:49)

14. Closing Thoughts And Listener CTA (00:41:14)

64 episodes