Episode 2 – Can That Lead Afford You?

Can That Lead Afford You?

We all get excited about new business leads and the possibility of the new engagement and how you can help out that business. But, don’t forget to take the time to see if that lead can actually afford you when reviewing their books. Think of it as being both an advisor to your own business and to theirs.

Show Notes

  • When reviewing the books, look at some of the following to see if that lead can afford you:
    • How much are they paying the bookkeeper prior to you?
    • How much cash do they have?
    • What does their balance sheet look like over time?
    • Are their credit card and loan balances just increasing over time?
    • Are they showing a loss on the P&L every month?
    • Review the cash flow statement by month
  • If there is an increase in costs, how do you explain value if there is a huge jump in cost?
  • What are the different methods of getting the client to pay you to manage the risk?
  • Don’t forget to manage your profitability and do what is best for your business.

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Cathy Iconis

Cathy Iconis, CPA is the creator and facilitator of the weekly tweetchat #QBOchat and the website QBOchat.com - a community for QuickBooks Online Users. She is also the founder of Iconis Group, an Intuit Top 20 Firm of the Future, that supports small businesses all over the United States with their bookkeeping needs. She is a five-time recipient of the prestigious CPA Practice Advisor 40 Under 40 Award, given annually to just 40 people nationwide.


  1. Sharon Miller on November 5, 2019 at 9:41 am

    This is an excellent podcast and I especially liked this episode. I have taken on clients that can’t or don’t pay because of cash flow and have had to let them go because of that. Your message was very clear and gave good pointers on what to look for.

  2. jessica on November 5, 2019 at 2:07 pm

    Very good tip on looking at the statement of cash flows over time.

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