Mar 15, 2026 · 59 min · 15 segments
Many accounting firms feel stuck doing compliance work while leaving significant revenue on the table. In this conversation, Michelle Weinstein joins Fady Hawatmeh of Clockwork AI to explore how firms…
Fady HawatmehGuestBut maybe, Fatty, you can share, like, how does the firm owner figure out who is an ideal candidate for advisory? So what if they're like, yeah, I've been, you know, doing what Michelle's just said.
And I'm like, well, how do I transition to sell more of those high value services that how does the firm owner start identifying like who would be a good fit for that?
I mean, there's, there's super hard, you know, line in the sand kind of things where I look at from revenue perspective, like if they make over a million in revenue or if they're growing 20%, you know, year over year, month over month, there's certain like quantitative things that you can tie, but like, Also, no one knows your clients better than you do.
Who's asking you those questions? Why are they asking you those questions? Are they reaching out to anyone else? I think one of the biggest things is like, if they're not coming to you for that stuff, but their business is still going through it, they're probably going to someone else for that.
Why are you not entering yourself into those conversations and being like, hey, who are you? who are you going to for cashflow forecasting? Are you actually planning out scenarios? Are you doing all the different things for your business? You're opening up a new building or you're buying a new thing, or you're hiring more people.
Like, how are you making those decisions? Simply asking like, how are they doing that? What are they doing? And then inserting yourself on those.
That's kind of a low barrier to even see if there's a conversation to be had.
Then on the other side, you know clients that are always reaching out to you.
And then that quick chat turns into an hour-long free consultation about all the stuff that they're working.
And that's when the scaling and the tiers and the pricing, all that leveraging technology obviously makes that easier to be able to have that reach across the board.
Yeah, no, I mean, those are some good next steps for someone who's just doing it for free and wondering, well, how do I figure it out? So what if they don't have any clients that are doing a million?
But maybe, Fatty, you can share, like, how does the firm owner figure out who is an ideal candidate for advisory? So what if they're like, yeah, I've been, you know, doing what Michelle's just said.
And I'm like, well, how do I transition to sell more of those high value services that how does the firm owner start identifying like who would be a good fit for that?
I mean, there's, there's super hard, you know, line in the sand kind of things where I look at from revenue perspective, like if they make over a million in revenue or if they're growing 20%, you know, year over year, month over month, there's certain like quantitative things that you can tie, but like, Also, no one knows your clients better than you do.
Who's asking you those questions? Why are they asking you those questions? Are they reaching out to anyone else? I think one of the biggest things is like, if they're not coming to you for that stuff, but their business is still going through it, they're probably going to someone else for that.
Why are you not entering yourself into those conversations and being like, hey, who are you? who are you going to for cashflow forecasting? Are you actually planning out scenarios? Are you doing all the different things for your business? You're opening up a new building or you're buying a new thing, or you're hiring more people.
Like, how are you making those decisions? Simply asking like, how are they doing that? What are they doing? And then inserting yourself on those.
That's kind of a low barrier to even see if there's a conversation to be had.
Then on the other side, you know clients that are always reaching out to you.
And then that quick chat turns into an hour-long free consultation about all the stuff that they're working.
And that's when the scaling and the tiers and the pricing, all that leveraging technology obviously makes that easier to be able to have that reach across the board.
Yeah, no, I mean, those are some good next steps for someone who's just doing it for free and wondering, well, how do I figure it out? So what if they don't have any clients that are doing a million?
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