In today’s competitive accounting landscape, offering pure bookkeeping or tax services is no longer enough. Advisory and fractional CFO services have emerged as the fastest growing revenue stream for forward thinking firms. In this podcast episode, corporate finance veteran turned fractional CFO Charles Leikauf reveals five insider tactics that helped him go from restructuring billion dollar corporations to building a thriving advisory practice—and how you can apply the same strategies to accelerate your own firm’s growth.
Meet Charles Leikauf: From Corporate Finance to Fractional CFO Pioneer
Charles Leikauf began his career slicing and dicing financials for Tech Data and Siemens, where he led profitability turnarounds and plant restructurings. Frustrated by long hours and endless corporate red tape, he tested his skills one lunch break by advising a marketing agency client—charging an upfront $7,500 retainer just to prove the value he could deliver. To his surprise, she said yes, and he knew he had stumbled onto something powerful. Today, Charles helps accounting firms launch high-margin fractional CFO services through Profit Surge Group, empowering them to escape the commodity trap.
Why Fractional CFO Services Are the Next Growth Frontier
Unlike compliance-driven bookkeeping or tax work, fractional CFO and advisory offerings position your firm as a trusted strategic partner. Business owners aren’t just filing returns—they’re looking for guidance on pricing, cash flow management, capital strategy, and growth planning. As Charles points out, “there are no CFO police”—you create your service package based on client needs, from budgeting and forecasting to margin analysis and risk management. This flexibility, combined with high perceived value, allows firms to command premium fees and deepen client relationships.
5 Insider Tactics to Skyrocket Your Advisory Firm
1. Premium Upfront Pricing
Don’t undercharge. Charles challenged himself to request $7,500 per month, paid in advance over a six-month engagement—an amount he “absolutely didn’t expect anyone to say yes to.” When she did, he realized that strong upfront pricing both filters ideal clients and secures immediate cash flow.
2. Status-Driven Sales Process
From the first Zoom call, Charles enforces cameras-on and a structured, multi-step sales sequence. “If your camera’s off and my camera’s on, I’m presenting to you,” he says—establishing himself as the expert and making it psychologically harder for prospects to treat the call as casual or request free extras later.
3. Problem–Agitate–Solve Framework
Rather than leading with features, uncover your client’s hidden pain points—like unpredictable cash flow or inefficient working capital—and agitate by exploring the consequences of inaction. Then present your advisory solution. This classic “Problem–Agitate–Solve” approach drives urgency and frames your service as indispensable.
4. Teach Time Value of Money
Differentiate your advisory role by educating clients on real cost of capital. Charles shows how a “1% early-pay discount” can destroy value when cost of capital is 30% annually. By teaching the true APR on merchant cash advances or the impact of payment terms, you become a strategic partner, not just a service provider.
5. Deliver a 13-Week Rolling Cash Flow Forecast
Quick wins build credibility. Provide a short-term, rolling 13-week forecast that highlights runway, upcoming cash shortages, and actionable decision points. Demonstrating immediate ROI cements your value and keeps clients engaged month after month.
Real-World Impact: How These Tactics Transform Client Businesses
- A marketing agency doubled revenue from $1.5 million to $3 million by aligning pricing with client cash capacity.
- A bookkeeping firm increased recurring fees from $4,000 to $8,800 per month after adopting premium pricing and rolling forecasts.
- Multiple clients eliminated costly merchant cash advances by optimizing payment terms and applying time value of money principles—saving them tens of thousands annually.
Actionable Steps: Implementing These Strategies in Your Firm
- Audit Your Pricing: Calculate your cost of delivery and test a tiered upfront retainer starting at 50% of projected fees.
- Revamp Your Sales Flow: Define a clear, cameras-on discovery call, proposal delivery, and signed engagement process.
- Adopt PAS Selling: Develop a list of cash flow pain questions (Problem), deepen urgency (Agitate), and map your advisory services (Solve).
- Create a “Finance 101” Workshop: Host a client webinar on time value of money and capital management to showcase expertise.
- Build a Cash Flow Model Template: Automate a 13-week forecast in Excel or your accounting software for rapid deployment.
Conclusion & Call to Action
Charles Leikauf’s journey from corporate CFO to fractional advisor proves that high value advisory services can transform both your firm and your clients’ businesses. Tune in to the full podcast episode to hear the complete discussion and unlock bonus case studies.
Subscribe to our channel for more tactical insights into fractional CFO services, rate and review the podcast on your favorite platform, and download your free CFO Blueprint to start implementing these tactics today.
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