In today's blog, I am publishing the recent workshop that I ran called The Small but Mighty Blueprint.
This workshop is designed for you to workshop everything I teach and provide, with the goal of helping you achieve a result. That’s the purpose of the workshop. I’m a trainer and assessor, and this is me showing up as a trainer to guide you.
The Small but Mighty Blueprint workshop is about educating you on what a small but mighty practice looks like. I was inspired to create it after hearing bookkeepers in a Facebook forum talk about being busy. Let me warn you—beware of the "busy bookkeeper."
Being busy doesn’t mean thriving.
In fact, successful bookkeepers are not perpetually busy. Success is about income, time, and prioritising what’s important to you with that income and time.
Let me share what I’d like you to get out of this read. First, I’m thrilled you can access this as a blog and a podcast—it’s easier to fit into your day. Just earlier, I was working on productivity training with my program’s Tribe, teaching a strategy called habit stacking. You can learn about it in Atomic Habits (a must-read for any entrepreneur). Habit stacking combines one activity with another. So, if you’re driving, folding laundry, working out, or walking, you can also listen to this workshop and still gain value.
Here’s what I hope you gain:
Education: Learn or re-learn concepts.
Assets: Discover which assets you should consider building.
Implementation: Understand how to implement what you learn and build.
Team: Identify the kind of people you might need to help you along the way.
Support: Know that you’re welcome to join our private Facebook community, The Strategic Bookkeepers Way.
If you didn’t attend the workshop live, you won’t have the resources we handed out. If you’d like those resources, email us at hello@strategicbookkeeper.global with “Blueprint Resources” in the subject line. Pull over if you’re driving, send that email, and get the resources to help move the needle in your practice.
This workshop will help you adjust direction. You’ll have the opportunity to stop doing things that hold you back, stop thinking the wrong way, and stop acting the wrong way. My role as your coach is to give you direction and redirection. So, let’s jump in.
First, let me share how I work. In every workshop, I balance a structured agenda with authentic sharing. Today, I’ll show you the Small but Mighty Blueprint, which will help you build a small and mighty practice that delivers high income with low stress. I’ll also explain why I encourage practices with fewer than five people on the team, including you. This avoids the "messy middle"—a stage where growth can lead to inefficiency.
Early in my career, I believed we were meant to keep growing endlessly, but that approach can "grow you broke," as the saying goes. Today, I want to help you avoid that mistake.
You have access to my book, where I shared my secrets to success, my podcast where the conversation continues, and my program, which offers the most direct support. The best way I can help you is if you engage with my content for a full year. Whether through the program, book, or podcast, please use my resources consistently. I call it being like a fire hose, not a sprinkler. Avoid consuming scattered business information from random sources—stick to a proven system.
Now, let’s dive into the what, why, and how of the Small but Mighty Blueprint.
Let’s start with a crucial mindset: sharpen the axe before chopping the tree. Right now, I encourage you to focus entirely on this post. If multitasking is unavoidable, read again later. Single-tasking allows you to get the most value. As we proceed, take notes on where you are now, where you want to be, and what you need to do about it.
Now, let’s build a thriving practice, delight your clients, and live your dream on your terms. What we’ll cover today aligns with the key problems we address in the Transformation Program. These include:
How to find new clients.
How to convert them irrespective of price.
How to stay relevant and thrive in a world of automation, AI, robotics, and cheap labour.
How to systemise your practice and build a team.
How to make advisory services work effectively.
These are part of the seven steps I teach to build a thriving practice and today, I will connect these to The Small but Mighty Blueprint. Today, I’ll share my story and relate it to these steps so you can reflect on your journey—where you are now, where you’ve been, and where you want to go.
When I first launched my bookkeeping practice 15 years ago, I was naive. Like nine out of ten bookkeepers, I struggled to thrive in the early years. I thought it would be easier than it was, and I quickly realised I needed help.
I purchased a system that offered some value, mainly by helping me raise my prices to cover the cost of the program. However, it missed the mark in many ways. Reflecting on that experience, I asked myself, What would have been ideal?
This reflection led me to build the Transformation Program. I thought about the challenges I faced and the tools that would have made a difference. Five years into my practice, I achieved a lifestyle business by focusing on seven key elements: brand, menu, attraction, conversion, succession, systems, and team. I realised these elements needed to be packaged with the right education, done-for-you assets, and ongoing support.
I wanted to create a bookkeeping practice in a box—a system that didn’t just educate but also provided tools, templates, and hand-holding every step of the way. This is why the Transformation Program is a licensed membership program with done-for-you components.
When building the program, I also drew on my corporate experience working for a public company managing franchise brands. I saw the benefits and drawbacks of the franchise model, particularly the high fees. I decided to take the best parts of that model and offer a system with flexibility, freedom, and a no-brainer fee structure.
One of the reasons I built out this program is because of a challenging period in my life. When my son was five, my marriage ended, and things were incredibly difficult. Achieving a six-figure income and time wealth gave me the choice and flexibility to focus on my physical, mental, and spiritual health. That experience inspired me to support others, especially women, in building the same opportunities for themselves.
And, well—thank you for allowing me to share my story. It’s always helpful to know how my experiences resonate with you.
Now, let’s explore how the Small but Mighty Blueprint ties into your journey. This blueprint is the heart and soul of how we get results. It’s built around the seven steps, the five big keys, and the bookkeeping practice blueprint. These are the foundations of creating an unbreakable, unshakable business.
A small but mighty practice has fewer than five people, including you, which avoids the "messy middle." This term refers to the inefficiency and profit loss that occur when managing a larger team. For example, I once spoke to a bookkeeper with ten staff members making $380,000 in profit. We realised she could achieve the same profit with half the staff, saving time and stress.
Key elements of a small but mighty practice include:
An Unbreakable Business Model: Achieved through the seven steps, five big keys, and blueprint.
A Team of You + Up to 4 Staff: Smaller teams are easier to manage and maintain profitability.
A Pipeline of Pre-Sold Prospective Clients: Ensuring a steady flow of work.
High-Paying, Raving-Fan Clients: Achieved through strong branding, pricing, and advisory services.
A $200,000+ Take-Home Income: With lots of time wealth to focus on what matters most to you.
Now, let’s talk about what it means to build thriving, not busy.
A thriving practice starts with fixing broken models, like high cost-of-sales ratios or ineffective pricing strategies. For example, the classic bookkeeper operates at a 60% cost of sales, leaving little room for profit. Through my program, we teach you how to lower your cost of sales to 33% or less, dramatically increasing your gross profit.
To illustrate, a small but mighty practice turning over $372,000 annually can achieve a gross profit of $250,000 with the right cost-of-sales structure. This model includes two team members spending 80% of their time on client work, while you spend 50% of your time on level-one advisory. Level-one advisory, or "investigating the numbers," is a simple but transformative service that increases client value and satisfaction.
Let’s dive deeper into level-one advisory. This involves investigating the numbers with your clients to uncover actionable insights. It’s what separates strategic bookkeepers from those who only focus on compliance. For example, while compliance ensures accurate and up-to-date records, level-one advisory uses those records to help clients make better decisions. This could include identifying cash flow issues, spotting growth opportunities, or improving profitability.
Level-one advisory is a significant revenue opportunity. While standard bookkeeping might be charged at $100 an hour, advisory services can command $250 to $300 an hour or more. Clients see it as an investment, not a cost, because the value they gain far exceeds what they spend.
For example, in my own practice, I once helped a client uncover $250,000 in their business through strategic advisory. Inside the Transformation Program, our best result so far is helping a client generate six figures in six months. The key is holding clients accountable for reviewing and acting on their numbers, which moves the needle in their business.
If you’re wondering about how to implement this, the Transformation Program provides everything you need. We certify you as a strategic bookkeeper and teach you frameworks, agendas, and methodologies for delivering advisory services. You’ll learn to guide clients in workshops and monthly catch-ups, ensuring they see the value of your services.
Now, let’s address a common misconception among bookkeepers: busy means successful.
Early in my career, I thought growing revenue and adding staff would naturally lead to success. But as my revenue grew, my profit didn’t, and I found myself trapped in a cycle of being busy without thriving.
The reality is that success requires fixing your practice first. This involves building a strong brand, creating effective pricing models, and delivering outcomes that clients value. By nailing these fundamentals, you can transition from busy to thriving.
Here’s how you can start thinking the right way:
Stop chasing revenue without fixing your business model.
Focus on creating value for clients rather than competing on price.
Prioritise your own oxygen mask—build systems and teams that support you, not drain you.
When you think the right way, you naturally start acting the right way. For example, instead of hiring staff impulsively to handle growing workloads, you recruit strategically to maintain profitability and avoid the "messy middle."
The "messy middle" refers to the inefficiency and reduced profitability that often arise when your team grows beyond five people. Once you exceed this number, management complexity increases, and much of your profit gets consumed by overhead costs. For example, when I interviewed Meryl on behalf of TeamUp, she shared her experience of growing her team from five to twenty staff members. She described the challenges of navigating this messy middle—a lesson I wish I had learned earlier in my career.
The misconception I had early on—and one I see many bookkeepers share—is that growth equals success. We think, If I just win more work and hire more staff, everything will work out. But without a solid foundation, growing your business only amplifies the cracks in your model.
So, where might your thinking be going wrong? Be honest with yourself. Perhaps you’re focused on revenue instead of profit, or maybe you’re underestimating the value of your services and competing on price. Once you identify these issues, you can start shifting your approach.
Now, let’s look at the Small but Mighty Blueprint in action. Imagine a practice where:
You + 2 team members generate $372,000 in revenue.
Cost of sales is 33%, leaving you with a gross profit of $250,000.
Operational costs are streamlined, thanks to systems and resources provided in the Transformation Program.
Your net take-home pay is $200,000+ with ample time wealth to focus on your health, family, and personal goals.
This is what’s possible with a small but mighty practice. It’s not just about the numbers—it’s about creating a business that aligns with your dream on your terms.
The future of bookkeeping is here, and it’s about strategic services, not just compliance. Automation, AI, and robotics are replacing traditional grunt work, but they can’t replace the human touch required for strategic advisory. This is where bookkeepers can thrive by delivering value that machines cannot replicate.
Inside the Transformation Program, we certify you as a strategic bookkeeper and teach you how to:
Investigate the numbers with clients.
Ask powerful questions that uncover problems and solutions.
Deliver monthly workshops that guide clients toward their goals.
For example, one of my early advisory sessions helped a client uncover $250,000 in hidden opportunities. The key was holding them accountable to act on the insights we uncovered together.
When you incorporate level-one advisory into your services, you’re not just crunching numbers—you’re helping clients make decisions that impact their profitability and growth. This is why you can charge significantly more for advisory work. For example, while compliance bookkeeping might command $100 an hour, advisory services can bring in $250, $300, or even more per hour. The return on investment for clients makes this an easy sell—they can often see a tenfold return on what they spend.
Here’s another way to think about it: Bookkeeping provides the foundation, but advisory is what builds the house. Without engaging clients in their numbers, the foundation alone won’t deliver the results they’re looking for. When you help them use those numbers strategically, you become indispensable.
In the Transformation Program, we give you all the tools you need to build this value. This includes our advisory module, which provides:
Methodologies for holding clients accountable to their numbers.
Frameworks for monthly client meetings.
Done-for-you agendas and resources to guide your sessions.
By mastering these techniques, you’ll shift from being a cost to a client investment—and they’ll gladly pay the premium for your expertise.
As we’ve discussed, busy doesn’t mean thriving. Many bookkeepers I meet are overwhelmed because they’re stuck in a broken business model. They’re undercharging, overworking, and struggling to keep up. This is not sustainable.
Building a thriving practice starts with thinking and acting the right way. Here’s how to start:
Focus on building value, not volume.
Use automation and systems to increase efficiency without adding stress.
Invest in education and tools that enable you to work smarter, not harder.
Inside the Transformation Program, we address these challenges head-on. One member, Deb, shared her story of going from 40 years of struggling in practice to doubling her profit in just one year. She credits this transformation to learning how to package her services, build strong client relationships, and focus on outcomes instead of tasks. Now, let’s talk about your ten-point plan to building a small but mighty practice.
The Ten-Point Plan
Build a pipeline of pre-sold prospects. Finding new clients is essential, but having a steady flow of pre-sold prospects ensures you’re not wasting time convincing people of your value.
Convert 100% of those prospects into strategic, productised services. This means offering services designed for profit and client satisfaction.
Recruit your first all-rounder strategically. Your first hire should handle both admin and client work to free up your time.
Delegate bookkeeping basics to your team. Free yourself to focus on higher-value tasks like advisory and business development.
Systemise your practice. Use the Transformation Program’s standard operating procedures to streamline operations.
Transition into advisory work. Spend more of your time on level-one advisory—helping clients interpret and act on their numbers. This is where the greatest value lies and where you can charge premium rates.
Build and nurture your team. Train your team to handle operational tasks while you focus on strategic growth. We provide the tools to onboard and manage them effectively.
Create systems for client onboarding and retention. These systems ensure every client becomes a raving fan while allowing you to scale without losing quality.
Develop a predictable revenue stream. Productising your services and using strategic pricing helps stabilise your income and eliminates reliance on ad hoc work.
Achieve financial and time wealth. With the right systems, team, and mindset in place, you’ll build a practice that supports your ideal lifestyle.
Why the Small But Mighty Model Works
The Small but Mighty Blueprint focuses on maximising profit and minimising complexity. For example, with a team of three (you and two staff members), you can:
Generate $372,000 in annual revenue.
Achieve a gross profit of $250,000 (or 60%).
Take home a net income of $200,000+.
This model avoids the pitfalls of larger practices, such as high management costs and inefficiency. By keeping your team small and using systems to amplify productivity, you’ll create a business that’s both profitable and manageable.
To maintain profitability and stay competitive, leveraging automation and a global workforce is essential. Automation handles routine tasks, while a global team allows you to access skilled talent at a lower cost. Inside the Transformation Program, we guide you on:
How to recruit and onboard global team members.
Using automation to enhance efficiency and client satisfaction.
Ensuring your systems align with financial management best practices.
This approach not only reduces costs but also ensures you can focus on delivering high-value services.
One of the most significant shifts you’ll make in your practice is moving to strategic pricing. Many bookkeepers undercharge for their services, often out of fear of losing clients or competition. But undervaluing your work leads to burnout and financial stress.
Here’s how strategic pricing transforms your practice:
It focuses on outcomes, not tasks. Clients are willing to pay for results that help them grow their business, not just for compliance.
It positions you as a premium service provider. Higher prices attract high-quality clients who respect your expertise.
It ensures profitability. By aligning pricing with the value you deliver, you’ll achieve better margins and a sustainable business.
In the Transformation Program, we teach you how to package and price your services effectively. You’ll learn to communicate your value, handle objections, and convert prospects into loyal clients.
Let me share Karen’s story to illustrate what’s possible. When Karen joined the program, she was living off her savings, unsure how to move forward. Within 12 months, she had a six-figure income, a waiting list of clients, and confidence in her value. She transitioned from charging hourly rates to productised pricing and focused on delivering outcomes. Her clients loved the results, and she gained financial independence.
Karen’s success wasn’t unique. Many bookkeepers in the program have achieved similar results by implementing the principles of the Small but Mighty Blueprint.
Building a Future-Proof Practice
The bookkeeping industry is evolving rapidly. Automation, AI, and global competition are fundamentally changing the way bookkeepers work. To stay relevant and thrive in this changing landscape, it’s essential to focus on three key areas:
Leverage Technology: Automation and AI are incredible tools for handling routine tasks, allowing you to dedicate more time to high-value activities like advisory services.
Position Yourself as a Strategic Advisor: Move beyond compliance work by helping clients interpret their numbers and make informed decisions. This differentiates you from others in the industry and makes your services indispensable.
Invest in Continuous Learning: Stay ahead of industry trends by upgrading your skills and knowledge. This ensures you remain competitive and able to meet the evolving needs of your clients.
The Transformation Program is designed to help you implement these changes effectively. We provide the education, tools, and support needed to adapt to the future of bookkeeping and build a practice that thrives in any environment.
Everything we’ve covered in this workshop ties back to the core principles of the Small but Mighty Blueprint. Whether you’re just starting your practice or looking to elevate an established one, the blueprint provides a clear roadmap to success. By focusing on strategic pricing, leveraging technology, building the right team, and delivering outcomes, you can create a business that aligns with your dream on your terms.
I encourage you to reflect on what you’ve learned, identify areas for improvement, and take action. Remember, success is not about being busy—it’s about being strategic.
If you’d like to dive deeper into these concepts, connect with us at The Strategic Bookkeeper's Way Facebook group or email us at hello@strategicbookkeeper.global. You’re also welcome to explore our Transformation Program for step-by-step guidance and support.
Here’s to building a thriving practice that brings you income, time wealth, and joy.
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