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How to run your firm profitably, and what to charge

That is the question The Firm exists to answer. If you are new here, these are the pieces to read first, in roughly the order the problems turn up: the fee, the margin, the machines, and the exit.

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Charge properly

Get paid before you send the draft: the four rungs of collection An Australian firm prepares a tax return, holds the lodgement until paid, and the client lodges it themselves with the firm's figures. Why holding lodgement is not leverage, the four rungs of collection, what to change in the engagement letter and onboarding sequence, and how to screen out the client who was always going to do this. Trent McLaren · 18 Sept 2026 · 9 min read
How much should you really be charging for individual tax returns? Are you undervaluing your expertise when it comes to charging for individual tax returns? This article dives into current pricing trends among accountants, highlighting the need to adjust rates in line with rising costs and client expectations. The Firm · 29 Nov 2025 · 5 min read
When clients compare your fees to their last accountant and how to fix it Clients often compare your fees to their previous accountant without considering the full scope of services provided. This article explores how to shift the conversation from price to value, offering strategies to clarify your worth and educate clients on the rationale behind your fees. The Firm · 29 Nov 2025 · 6 min read

The full hub: Pricing your work

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Keep more of what you bill

The full hub: Running a profitable firm

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Use AI without giving the margin away

The full hub: AI in practice

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Build something you could sell

The full hub: Buying, selling and merging firms

Past issues are in the newsletter archive.