What this guide fixes.

• You are an accountant for anybody, so the only thing a prospect can compare is price, because everything else you say is identical to forty other firms.
• Every job is slightly new, so nothing gets faster, and your cost per client stays flat while your fee does too.
• Your happy clients are standing in rooms full of people who are hard to serve in completely different ways, so referrals arrive at random.
• You are worried that choosing will cost you the clients you have, when a niche is a marketing decision and nobody is asking you to sack anyone.
• You think the market is too small, when you need a market larger than your capacity and your capacity is about a hundred clients.
• You picked an industry you like that has no distinctive accounting problem, so there is nothing to say and no reason for anyone to choose you.

What the fixes get you.

• The economic argument in one table, showing why a specialist's cost falls while their fee rises and a generalist's does neither.
• Straight answers to the three objections everybody has, including the maths on market size that settles the too small worry immediately.
• Four tests a niche has to pass, all four, with the two that most failed niches fail.
• An exercise for finding your niche inside your existing client list, because almost every firm has a cluster it did not know it had.
• Six candidate industries with the specific accounting problem that makes each one pay, plus five situational niches that are often stronger than industry ones.
• A ninety day test that proves it works before you commit the firm, and how to read the four possible results.