Episode 54

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Published on:

30th Mar 2023

Unlocking Valuable Relationships And Opportunities In The Accounting Industry

In this episode, Damien and Penny discuss the impact of tax season on their workload, with the bookkeeping team being busier than usual. They stress the importance of vetting potential clients before taking them on, including reviewing their website and understanding their specific needs. This helps them provide tailor-made services that meet each other client’s unique requirements.

Today's conversation highlights the benefits of cloud-based accounting software over desktop software for controlling data flow and improving timeliness. They share different perspectives on accounting practices and client relationships, one person talks about trying to convince a client to switch to cloud-based accounting while another discusses helping a coach with tax returns.  


Tune in as Damien and Penny to learn valuable insights into running a successful accounting firm during tax season and beyond, making it a must-listen for all business owners looking for expert advice on building an intentional business!


[00:01 - 01:32] Opening Segment

  • Damien and Penny discuss accounting and bookkeeping for firms and businesses
  • Tax season and increased demand for bookkeeping services
  • Importance of vetting potential clients before taking them on
  • The benefits of cloud-based accounting software over desktop software

[01:33 - 14:00] Accountants Find Happiness And Value In Client Accounting Services

  • Helping a coach with his tax return, fixing mistakes due to lack of information
  • Small businesses have complex transactions that cannot be fully automated
  • Checking accounting firms’ websites and reviews should be part of client selection criteria
  • Maintaining apps and tracking transactions can improve client relationships and security

[14:01 - 16:32] Unlocking Valuable Relationships And Opportunities In The Accounting Industry

  • Demand for client advisory and accounting services is increasing
  • Payroll was the starting point for unlocking relationships with clients
  • Regular interaction with clients leads to more value-add opportunities
  • Bookkeeping and accounting firms are crucial for success in client accounting services

[16:33 - 30:16] Closing Segment

  • Damien and Penny to listeners that new ideas and pitching to prospective clients can reinvigorate accountants


Tweetable Quotes

“We have to deal with the fact that we can see how things aren’t load leveling, at least when a client is really good with cast and the data is flowing through, I mean, it is just easy to work.” - Penny Breslin


“The accountants working in those cast divisions, I think are having much more enjoyable professional roles where they're working with interesting clients on interesting problems, the bookkeeping's getting done. But actually, where they add real value is helping the clients on that advice side.” – Damien Greathead


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Thank you for listening, please like and share this episode with a friend!


Websites: https://moneypennyllc.com/

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

Twitter: @Damien_GH

LinkedIn: https://www.linkedin.com/in/penny-breslin-0228b81/

Twitter: @pennyb57

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About the Podcast

It's not Just the Numbers
Focused on CAS, this accounting podcast helps firm owners build their accounting and bookkeeping business with intention
It’s Not Just the Numbers is a podcast for accounting firm owners, leaders, and professionals building modern firms beyond compliance.

Hosted by Damien Greathead and Penny Breslin, the show explores what it really takes to create a sustainable, advisory-driven accounting practice in a profession undergoing rapid change. From technology, systems, workflow, and pricing strategy to leadership, client experience, staffing, and the future role of the accountant — this podcast goes beyond the spreadsheets and into the real conversations shaping the profession.

Each episode features practical insights, honest discussions, and lessons from firm owners, industry experts, technology leaders, and operators working at the forefront of modern accounting.

Whether you’re building a Client Advisory Services (CAS) practice, refining your operations, navigating AI and automation, or simply trying to build a better firm, It’s Not Just the Numbers delivers thoughtful conversations grounded in real-world experience.

Because the future of accounting isn’t just about compliance.

It’s about strategy.
It’s about relationships.
It’s about systems.
It’s about leadership.
And ultimately, it’s not just the numbers.

A Beyond Numbers podcast.

About your hosts

Penny Breslin

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Penny Breslin is the founder of MoneyPenny, a consulting firm specializing in helping accounting firms and other businesses embrace the power of technology to simplify their operations and increase their profit margins.

Drawing on her years of experience and her knowledge of what it takes to run a successful business, Penny oversees the development of back office processes for her client firms. From the initial evaluation of the firm’s workflow, to technology selection, and assisting in the on-boarding of the firm’s clients, Penny works with her clients to maximize the benefits of a paperless and cloud-based firm.

Damien Greathead

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Damien has been working in the accounting industry for more than 15 years. In addition to getting his hands dirty preparing tax returns and doing bookkeeping, but the bulk of his experience comes from consulting to both accounting firms and the technology companies that serve the industry.

He set up 2020 Group USA which was a membership group for small and medium sized accounting firms and then went on to set up Receipt Bank (now Dext) in North America.

He regularly speaks to industry bodies on technology, marketing and change management.