Why do accounting firms work 70-80-hour workweeks during tax season, only to lose most of their leads anyway?

Kristen McGarr, Founder and CSMO of Adroit Insights, breaks down a practical sales strategy for accountants that stabilizes growth within 30 days. She shares how a four-person accounting firm nearly tripled revenue while reducing weekly workload from 70 to 80 hours down to 50 to 60. Why 70 to 80 percent of leads often fall off during tax season, and how that creates unpredictable revenue cycles that make hiring and forecasting difficult

Instead of selling harder, the firm built a simple system that delivered consistent outreach, stronger referrals, and up to 300% growth.

This is part three of a series focused on helping accounting firms build predictable revenue without losing control during tax season.

• Why 70–80% of accounting leads fall off during tax season
• How the sales rollercoaster hurts recurring revenue
• What the “Rule of Doubles” means for follow-up timing
• Why most firms use a CRM without having a real sales process
• How a 30-day system can stabilize growth and forecasting
• Why automation should support people, not replace personalization
• How pipeline visibility builds confidence and reduces overwork
• What changed inside a four-person firm that led to 300% growth

Need help fixing a CRM that sits unused or building a process that works during tax season? Learn more about Kristen McGarr and Adroit Insights: https://adroitinsights.com

Follow Kristen for CRM implementation guidance built for accounting firms

LinkedIn: https://www.linkedin.com/in/kristendivineymcgarr

• Connect with Ian
• Download a Tackle Box!
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Why do large accounting firms lose visibility as they grow? How does this happen even with more people, more data, and more tools?

Kristen McGarr, Founder and CSMO of Adroit Insights, explains why choosing a CRM for accountants often fails when firms focus on tools instead of behavior. She also shows why the best CRM for accountants must support how teams actually sell and serve clients.

Despite complex reports and spreadsheets, leadership lacked clear answers on the sales cycle, close rates, and capacity. Kristen shows how a shared CRM replaced scattered tracking and exposed missed opportunities.

This is episode two of a three-part series on CRM systems for accounting firms.

• Why CRM adoption breaks down as accounting firms grow
• How missed follow-ups start when teams rely on spreadsheets
• Why pipeline visibility matters more than complex reports
• How CRM visibility improves forecasting and capacity planning
• What helped one firm achieve 35 percent growth in 15 months

Need help choosing or fixing a CRM for your accounting firm?

Visit Adroit Insights: https://adroitinsights.com

Follow Kristen McGarr for practical CRM guidance for accounting firms

LinkedIn: https://www.linkedin.com/in/kristendivineymcgarr

• Connect with Ian
• Download a Tackle Box!
• Supercharge your marketing and grow your business with video case stories today!
• Subscribe to the YouTube Channel

Hosted on Acast. See acast.com/privacy for more information.

Why do accounting firms often struggle to scale, even when referrals keep coming in?

Kristen McGarr, Founder and CSMO of Adroit Insights, explains why CRM systems fail for accounting and financial firms. She also explains how an incorrect setup can quietly lead to missed follow-ups, lost clients, and inaccurate forecasting. The conversation explores how firms often rely on custom technology installations or industry-specific tools that appear impressive but fail in real-world use, especially during busy tax seasons.

She explains why CRM success starts with a revenue strategy, not technology. She walks through common mistakes, including over-automation, early implementation, and choosing systems that do not support the full client lifecycle. The episode also covers why accountants often run their own firms without clear forecasting visibility and how that creates blind spots in hiring, marketing, and sales decisions.

This episode is part one of a three-part series focused on helping accounting firms grow without losing control during peak season.

• Why most CRM systems fail inside accounting firms
• How missed follow-ups start during busy tax seasons
• Why CRM should manage the full client lifecycle
• The risk of over-automating too early
• How does better CRM visibility improve forecasting
• What makes CRM adoption actually stick

Need help choosing or fixing a CRM for your accounting firm?

Visit Adroit Insights: https://adroitinsights.com

Follow Kristen McGarr for practical CRM guidance for accounting firms

LinkedIn: https://www.linkedin.com/in/kristendivineymcgarr

• Connect with Ian
• Download a Tackle Box!
• Supercharge your marketing and grow your business with video case stories today!
• Subscribe to the YouTube Channel

Hosted on Acast. See acast.com/privacy for more information.