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For CPA firms, the most significant barrier to growth lies not in attracting new business but in having the people and resources to deliver their services effectively.

Capacity constraints have become the predominant challenge, impeding many firms’ ability to meet the increasing demands of clients. The talent shortage regarding college graduates with accounting degrees and experienced CPAs leaving the profession has created a significant hurdle.  

In this context, marketing strategies are pivotal in addressing capacity issues and driving profitable growth.

By focusing on enhancing the client experience, better positioning, building a resonant brand, and strategically culling clients, CPA firms can maximize their resources and overcome the capacity barrier to achieve sustainable growth. 

4 Proven Marketing Strategies for Sustainable Growth

1. Enhance Client Experience: 

To improve client experience, CPA firms can leverage intelligent automation to optimize internal operations.

Firms can streamline back-office functions by implementing robotic process automation, intelligent document processing, and AI.

This enables efficient data utilization and insightful reporting and empowers teams to focus on high-value work.

Additionally, by optimizing the client journey, particularly the onboarding process, firms can ensure seamless client experiences. Practical tools are available to eliminate siloed service teams and create consistent, superior experiences.  

2. Better Positioning: 

Specializing in a specific market, solving unique problems, or offering a distinctive process allows CPA firms to command higher rates and establish expertise.

By identifying niche markets or industry sectors where the firm excels, marketing efforts can emphasize the firm’s specialized offerings.

This targeted positioning attracts clients seeking specialized expertise, fostering higher-value engagements and revenue growth. 

3. Building a Resonant Brand: 

Developing a brand that resonates with the firm’s ideal client is crucial. CPA firms can establish a unique identity and value proposition through effective branding.

This involves understanding the target audience’s needs, aspirations, and pain points and tailoring messaging to highlight how the firm addresses those challenges.

Consistent branding across various touchpoints builds credibility, trust, and client loyalty. 

Culling Clients That Don’t Fit: 

Strategically culling clients that don’t align with the firm’s mission, values, or strategic goals is essential for freeing up resources and focusing on higher-value clients.

Critical considerations include evaluating client profitability, value, vision alignment, and capacity and expertise match.

Marketing plays a pivotal role by setting the tone, creating communication strategies, and tying client-culling decisions to future client acquisition efforts. It ensures consistency and aligns the firm’s messaging with its desired client profile. 

Navigating capacity constraints

In the face of capacity issues, CPA firms can leverage marketing strategies to overcome challenges and drive profitable growth.

Firms can optimize their resources and attract ideal clients by enhancing the client experience, better positioning their services, building a resonant brand, and strategically culling clients.

Marketing’s role in understanding client needs, crafting effective messaging, and aligning the firm’s strategic goals is vital in navigating capacity constraints.

Embracing these strategies will lead to more robust growth, increased client satisfaction, and a happier workforce for CPA firms. 

Chad Person


Chad is an accomplished B2B marketing executive with more than 20 years of experience leading marketing and sales initiatives for B2B enterprises with a special emphasis on professional services.