How CPAs Attract Ideal Clients and Ditch Price Wars (Video) (Course Id 2673)

• Who is this course for?
  This course is designed for CPAs, accounting firm leaders, and anyone needing Continuing Professional Education (CPE).

• What is this course about or what problem does this course solve?
  It addresses the challenge CPAs face in differentiating themselves in a competitive market by teaching them to craft and communicate a compelling Unique Value Proposition (UVP).

• How can the knowledge from this course be used?
  Learners can apply the strategies from this course to attract ideal clients, move away from price-based competition, and build sustainable, value-driven client relationships.

• Why is this course important to a CPA, Accountant, or IRS Enrolled Agent?
  It enables professionals to enhance their marketability and revenue by shifting from transactional services to strategic advisory roles that command higher fees.

• When is this course relevant or timely?
  This course is timely in the current environment where technical competence is expected, and differentiation through value communication is essential.

• How is a course like this consumed or used?
  The course is delivered via a QAS Self Study video format, includes review and final exam questions, and requires no additional materials or preparation.

In today’s competitive accounting landscape, technical excellence is no longer enough to stand out. Clients expect accurate returns, timely reports, and professional service from every CPA they meet. What truly sets a firm apart is the ability to articulate and deliver a clear, compelling Unique Value Proposition (UVP)—one that resonates with the right clients, builds trust, and drives growth.

This course equips CPAs and firm leaders with a practical framework to uncover, refine, and communicate their unique market position. Through real-world examples, you’ll learn how to identify the strengths that matter most to your ideal clients, avoid the myths that keep firms from standing out, and craft value stories that connect on both rational and emotional levels. You’ll discover how to move beyond transactional compliance work into proactive, strategic advisory relationships that command higher fees and foster loyalty.

By mastering the UVP process, you’ll be able to attract clients who align with your expertise, sidestep price-driven competition, and create a practice built for sustainable growth. Whether you serve individuals, businesses, or niche industries, the tools shared in this session will help you position your services so prospects lean in and think: “That’s exactly who I’ve been looking for.”

Video - NASBA QAS - Text - NASBA Registry - 2673

Course Learning Objectives

1. Identify why technical skills alone no longer differentiate CPAs in today’s market.
2. Recognize and replace common myths that weaken a firm’s value message.
3. Apply a storytelling framework to make a firm’s value clear and memorable.
4. Develop a niche positioning strategy that attracts aligned, high-value clients.
5. Use client-centered messaging to reduce price pressure and increase loyalty.

Chapter 1 - How CPAs Attract Ideal Clients and Ditch Price Wars

Chapter 1 Review Questions