For many accounting firms, QuickBooks consulting is a core revenue stream—and if it’s not yet, it should be. Whether you're onboarding a startup that needs a full accounting system setup or helping an established business catch up on months (or years) of messy books, these projects often serve as the entry point to deeper client relationships.
But what happens after the cleanup is complete? Ideally, the client transitions into a recurring bookkeeping engagement. But that’s not always the case. Some clients may not have the budget for ongoing professional services, while others simply don’t see the value—until their books are in disarray again. And if they lack the skills or discipline to manage things on their own, it’s only a matter of time before they’re back, asking for another round of cleanup.
Over the years, I’ve lost count of how many clients have handed off their bookkeeping to a spouse, a friend, or a distant in-law—usually not for their qualifications, but because they’re inexpensive or simply need something to do. Then comes the kicker: they ask me to “train them” on everything I know... with a two-hour budget. Sound familiar?
So, how do you navigate these situations without undercutting your value or your income? If a client isn’t ready to commit to ongoing professional bookkeeping, that doesn’t mean you’re out of options. Instead of walking away—or slashing your rates—offer alternative, fee-based support that fits their budget without discounting your expertise. This keeps their accounting system on track and positions you as a long-term resource without compromising your standards.
If the client insists on using a friend or family member to manage the books, don’t fight it—structure it. Offer a hybrid service where you provide basic training on routine transactions, then step in monthly or quarterly for higher-level tasks like account reconciliations, financial reviews, and reporting.
This approach helps catch issues early, reduces long-term cleanup needs, and keeps you looped in as a trusted advisor. It also leaves the door open for a seamless transition if that “helper” moves on and the client needs more professional support.
If your client opts to hire an in-house bookkeeper instead of relying on family, your expertise can still play a critical role. Offer to help screen candidates by assessing their real-world bookkeeping skills—especially their ability to work within your client’s specific systems and workflows.
Many applicants may claim experience, but that doesn’t mean they’re equipped to handle complexities like inventory tracking, job costing, or managing accounts receivable. A quick skills assessment or trial task can save your client from costly hiring mistakes—and position you as a key advisor in building their financial operations team.
Creating or curating educational content is a smart way to empower clients while protecting your time. Use tools like Loom or Scribe to record walkthroughs of routine bookkeeping tasks, or link to vetted resources from platforms like YouTube or the QuickBooks Support website.
To turn this into a revenue stream, gate your content behind a login on your website or client portal (like Client Hub)—offering access as part of a paid subscription or support package. This not only helps clients get up to speed without draining your schedule, but also builds long-term value into your service offerings.
If providing hands-on bookkeeping or training isn’t in your wheelhouse—or simply not in your bandwidth—consider building a referral network. Partner with a trusted bookkeeper or firm who can take on these services for your clients in exchange for a referral fee.
Just be sure to formalize the partnership. Define the scope of services they’re allowed to offer your clients, outline how referral fees will be calculated and paid, and include protections to prevent them from poaching your higher-value work. A solid agreement ensures your clients are supported, your income potential grows, and your expertise remains front and center.
You don’t have to choose between helping your clients and protecting your business. By offering structured alternatives—like hybrid services, applicant vetting, training resources, or referral partnerships—you give clients options that work within their budget without undervaluing your expertise. Remember, when clients pay less, they often need more. So instead of discounting your work, design smart solutions that scale your value and keep you in control of the relationship.
