Let’s be real - individual tax returns (ITRs) are dragging your business down. You know it. I know it. Most accountants I talk to are stuck in a never-ending cycle of client emails, last-minute requests, and tiny fees that barely cover the time spent. And a lot of that comes down to one service: ITRs.
They were probably a core part of your business when you started. Easy wins, decent volume, and quick turnaround jobs. You told yourself, “I’ll just do a few to get going,” and now here you are - 5, 10, maybe even 15 years later - still doing them. Still stuck. Still wondering why you’re not growing, why you’re exhausted, and why it feels like you can never take a break.
It’s because ITRs are holding you back. This article was inspired by a discussion in the SBAABTA Facebook Group - a brilliant community where accountants and BAS agents share real, unfiltered stories about the reality of practice life. Consider joining this group if you're an Australian accountant or bookkeeper looking to connect with a like-minded community.
Low-fee work is costing you more than you think
Individual tax clients are some of the most demanding, least profitable clients you’ll ever work with. It’s not their fault - it’s just the nature of the service.
You’ve got to chase them for info, follow up multiple times, meet strict deadlines, lodge returns, explain what’s happening, and do it all with a smile for $150 to $300. Maybe $400 if you’re lucky.
But it’s not just about the fee. It’s the opportunity cost.
Every ITR you take on is time you’re not spending on better clients. The ones who pay you properly. The ones who want help with planning, growth, systems, structure - the kind of work that actually builds your business and energises you.
Instead, you're stuck processing returns for people who treat you like a transactional service and expect you to respond within hours.
That Facebook post hit a nerve
I came across a post from another accountant in a Facebook group recently, and it really hit home. She shared a story about how someone had posted in a local community group asking for a “good, affordable, responsive” accountant to help with a simple tax return.
The kicker? The person mentioned her - without naming names - saying they’d reached out, didn’t get a reply, and assumed she was too busy or didn’t need the work.
In her post, the accountant explained she had responded. She’s got great clients, solid systems, and takes her responsiveness seriously. But clearly the message either went to spam or got lost somewhere along the way.
And just like that - she was written off publicly.
That’s the emotional toll this type of work takes. You try to do the right thing, stay on top of everything, and one missed message (totally out of your control) can damage your reputation. That’s the reality of serving ITR clients - there’s no grace, no empathy, just high expectations and low fees.
It’s exhausting. And it’s not worth the hit to your business, or your headspace.
Burnout is the symptom - ITRs are the cause
Most accountants I speak to are tired. Not because they don’t know what they’re doing - but because they’re stuck in this cycle of reacting all day, every day.
You’re replying to emails at night. You’re working weekends during tax season. You’re constantly switching between low-fee clients with high expectations. You don’t have time to plan or grow because you’re stuck serving a client base that was never meant to scale.
You might think the problem is your systems. Or your marketing. Or your productivity.
But often, the real issue is that you’re offering a service that no longer fits the kind of business you want to build.
So why are you still offering ITRs?
Usually it’s one of three reasons:
• Fear of losing revenue. You’re worried about the short-term drop in income if you cut them.
• Guilt. You don’t want to let people down. These are “loyal” clients, even if they only show up once a year.
• Habit. You’ve been doing it so long, it just feels like part of the job.
But let’s flip that.
What would your business look like if you took back all the time you spend on ITRs?
What would it mean to finally have the space to go after clients who want ongoing services, real advice, and are happy to pay for it?
That’s the business you should be building.
Letting go doesn’t mean letting people down
If you’re not ready to completely pull the pin on ITRs, you can start with a few simple moves:
• Set a minimum fee. Make it clear: basic individual tax returns start at $500+. This filters out the low-value leads and positions you as a premium service.
• Create a referral list. Partner with another accountant or tax agent who wants this work and send it their way. You stay helpful and professional - without having to do the work yourself.
• Update your messaging. Add a line on your website and email signature: “Please note we no longer provide one-off individual tax return services.” Be clear, be kind, and move on.
Your business has evolved - your services should too
The truth is, your business has probably outgrown ITRs. You’ve got better skills now. Better systems. A stronger client base. So why are you still doing work that belongs in the past?
You’re not the same accountant you were 5 years ago. You’ve grown. You’ve sharpened your focus. It’s time your service offering caught up.
The most successful firms I know have cut this work. They’ve created space for higher-paying, higher-impact work. And more importantly - they’ve created space for themselves. For better mental health. For less stress. For more time off.
Final thought: you’re allowed to make a change
You don’t need anyone’s permission to stop doing work that no longer serves you.
But just in case you needed a nudge - here it is:
It’s time to stop offering individual tax returns.
They’re holding you back. They’re draining your time. And they’re killing your profitability.
Let them go - and build the business you actually want.
