Building The Premier Accounting Firm

Effective Networking for Introverts w/ Matthew Pollard

Picture of Roger Knecht

Roger Knecht

President of Universal Accounting Center

Episode Details

In this episode, Universal Accounting Center President Roger Knecht dives deep into the world of accounting and bookkeeping with Matthew Pollard, a renowned expert in rapid business growth. Pollard shares his wisdom on how to transform an accounting firm into a premier establishment by leveraging motivation, goal-setting, and strategic differentiation.

Main Themes:

Motivation and Goal Achievement:

  • Insights on maintaining motivation and setting effective, achievable goals.

  • Strategies to stay focused and driven in the competitive accounting landscape.

Differentiation and Niche Marketing:

  • Importance of carving out a niche within the accounting and bookkeeping sectors.

  • Tips on confidently articulating your unique value proposition to command higher prices.

Strengths of Introverts:

  • Utilizing introverted strengths such as planning, preparation, empathy, and active listening.

  • Effective networking and client positioning strategies tailored for introverts.

Unique Client Service Approaches:

  • Case studies illustrating success through deeper cultural insights and personalized service.

  • Emphasis on understanding cultural nuances and building rapport for long-term client relationships.

Rebranding and Specialized Programs:

  • How to rebrand services for targeted marketing and create specialized programs.

  • Focus on clear messaging and highlighting client benefits to stand out in the market.

Storytelling in Business:

  • The power of storytelling to engage clients emotionally and understand their needs.

  • Crafting authentic stories that showcase successful outcomes to drive business growth.

Value Proposition and Advisory Roles:

  • Communicating value through personalized packages and transitioning into advisory roles.

  • Justifying higher service prices by emphasizing expertise and tailored client support.

Key Takeaways:

Building a premier accounting firm requires more than just technical skills; it demands strategic differentiation and deep client understanding.

Introverted professionals have unique strengths that can be leveraged for effective client interactions and networking.

Storytelling and cultural insights are powerful tools in creating lasting client relationships and ensuring business growth.

Clear, targeted marketing and specialized programs can help firms stand out and command premium prices.

Transitioning to advisory roles and emphasizing personalized value can justify higher service rates and improve client retention.

Join us as Matthew Pollard shares actionable strategies and insights that can help elevate your accounting firm to new heights.



Universal Accounting Center

  • Helping accounting professionals confidently and competently offer quality accounting services to get paid what they are worth.



Get the first chapter of the Introvert’s Edge free:


Or get the first chapter of the Introvert’s Edge to Networking free:


But don’t forget to get your copy of The 3 Steps to Rapid Growth:


You also need to read, “Your Strategic Accountant”


Get a FREE copy of these books all accounting professionals should use to work on their business and become profitable.  These are a must-have addition to every accountant’s library to provide quality CFO & Advisory services as a Profit & Growth Expert today:

  • “Red to BLACK in 30 days – A small business accountant’s guide to QUICK turnarounds” – This is a how-to guide on how to turn around a struggling business into a more sustainable model. Each chapter focuses on a crucial aspect of the turnaround process – from cash flow management to strategies for improving revenue. This book will teach you everything you need to become a turnaround expert for small businesses.

  • “in the BLACK, nine principles to make your business profitable” – Nine Principles to Make Your Business Profitable – Discover what you need to know to run the premier accounting firm and get paid what you are worth in this book, by the same author as Red to Black – CPA Allen B. Bostrom. Bostrom teaches the three major functions of business (marketing, production and accounting) as well as strategies for maximizing profitability for your clients by creating actionable plans to implement the nine principles.

  • “Your Strategic Accountant” – Understand the 3 Core Accounting Services you should offer as you run your business. help your clients understand which numbers they need to know to make more informed business decisions.

  • Your Profit & Growth Expert” – Your business is an asset. You should know its value and understand how to maximize it. Beginning with the end in mind helps you work ON your business to build a company you can leave so that it can continue to exist in your absence or build wealth as you retire and enjoy the time, freedom, and life you want and deserve.



Learn what it is you can do to become an author, leveraging your expertise to market your services effectively and get the clients you deserve.  This is a webinar you don’t want to miss.  Learn from Mike Capuzzi what a Shook is and how you can use it to position yourself as the Premier Accounting Firm in your area.  This is a must-see presentation so get ready to take some great notes.

In addition to becoming an author, see what you can do to follow the Turnkey Business plan for accounting professionals.  After more than 40 years we’ve identified the best practices of successful accountants and this is a presentation we are happy to share.  Check it out and see what you can do to be in business for yourself but not by yourself with Universal Accounting Center.   It’s here you can become a:

Next, join a group of like-minded professionals within the accounting community.  Stay up-to-date on current topics and trends and see what you can do to also give back, participating in relevant conversations as they relate to offering quality accounting services and building your bookkeeping, accounting & tax business.

Lastly, get your Business Score to see what you can do to work ON your business and have the Premier Accounting Firm. Join over 70,000 business owners and get your score on the 8 Factors That Drive Your Company’s Value.

For Additional FREE Resources for accounting professionals check out this collection HERE!


Be sure to join us for GrowCon, the LIVE event for accounting professionals to work ON their business. This is a conference you don’t want to miss.


Remember this, Accounting Success IS Universal.

Listen to our next episode and be sure to subscribe.


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For more information on how you can apply these principles to start and build your accounting, bookkeeping & tax business please visit us at or call us at 8012653777

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