Rachel and Marcus dive into how their accounting firm successfully converted two major clients into comprehensive monthly service relationships - one transitioning from annual tax services and another expanding their existing monthly engagement. They break down how establishing trust and proving value over time led these clients to naturally seek out additional services, rather than requiring hard selling tactics. The episode reveals practical insights about client communication, pricing strategies, and the shift from being viewed as a transactional service provider to becoming an integral part of clients' business operations.

Introducing Collective by DBA
https://collective.cpa
https://www.linkedin.com/company/collectivebydba

Learn More About Dillon Business Advisors
https://www.dillonadvisors.com
https://www.linkedin.com/company/dillonbusinessadvisors

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• (00:00 ) - Welcome to Who's Really the BOSS
  


• (00:35 ) - Family Updates
  


• (05:36 ) - What Our Episode is About Today
  


• (06:16 ) - Converting Clients to Monthly Services
  


• (10:27 ) - Client Case Study: From Annual to Monthly Services
  


• (15:49 ) - Building Trust and Long-Term Relationships
  


• (22:26 ) - Client Service Manager Role Clarification
  


• (22:56 ) - Defining Service Expectations
  


• (27:47 ) - Cost-Benefit Analysis of Services
  


• (36:14 ) - Family Business Dynamics
  


• (38:44 ) - Evolving Client Relationships
  


• (40:14 ) - Advisory vs. Transactional Services
  


• (41:28 ) - Making Strategic Business Changes
  


• (46:16 ) - Final Thoughts and Encouragement