Building the Premier Accounting Firm · Roger Knecht

How to Stop Undercharging in Your Firm w/ Michelle Weinstein

January 28, 2026·47 min·3 clips

Michelle Weinstein's beta test helped 10 accountants add $10,000 to $80,000 in revenue by focusing on better clients, not more.

The problem is familiar: good firms keep doing work without protecting the value of that work. Roger Konek keeps the conversation grounded in the daily reality of running an accounting business, serving clients, and still getting paid properly. Michelle Weinstein answers with boundaries, but not the fluffy kind. She talks about operating rules: invoices and engagement letters before the sales meeting, advance payment before the work starts, and clear limits before clients get used to unlimited access. That kind of structure keeps the owner from living behind the eight ball. It also cuts down on AR, reconstructing billable work later, and quietly giving away extra time. Michelle names AR directly because unpaid work is not just a cash flow issue. For many firm owners, billing after the fact is a boundary failure that drains attention. Advance payment becomes the cleanest example. The goal is not to sound harsh with clients. It is to stop handing clients the power to create pressure inside the firm. Work hours get the same treatment. Michelle talks about not working past 5 p.m., taking vacation, and refusing rushed client work unless the fee matches the disruption. Her rush-work example is blunt and useful: regular service should not cost the same as emergency-style service, just like a normal copay is not the same as a much higher ER cost. Clients learn from what the firm allows. If the firm keeps bending, urgency starts to feel free. Roger keeps steering it back to accountants, bookkeepers, and tax professionals who want a business they can actually keep running. The close points to GrowCon as a place for expert help, peer conversations, collaboration, and support without building alone.

As heard by us

A clear pricing reset for firm owners dealing with unpaid urgency and blurry boundaries.

Roger Konek and Michelle Weinstein spend the episode on a familiar but useful problem for accounting, bookkeeping, and tax firm owners: getting paid fairly without turning every client request into an emergency.

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Why you'd press play

You want a cleaner way to get paid what you're worth without turning every client conversation into a hard sell.

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