An 80-person regional accounting firm. $10.1 million in revenue, a $12 million goal, 18 months to get there. At today's pace it takes five years. The video above walks the full model; this is the spine.
Find the truth
Seven new clients a month looks healthy. It isn't the number that matters.
The firm carries a 400-client book with 82 months of average tenure. A book that mature sheds about five clients a month to churn alone. That's 1.2% monthly, which is genuinely low — nobody is doing anything wrong. It's what a big, old book does. Net result: two new clients a month, and a five-year road to a goal they want in 18 months.
The channel can't save them either. Seventy percent of referrals come from friends of the firm, and the CEO says it himself: that well is topped out.
The move
Price first, because price lands straight on the top line. The model sets the new average at $27,000, a 10% bump. No increase in 18 months and a 39% close rate say the market absorbs it.
Then acquisition: ten new clients a month, double the churn. That target is a 40% jump, and it doesn't come from pushing harder on a capped channel. It comes from opening paid, which has never produced for them — for two reasons the audit surfaced. The marketing runs high on information and low on emotional connection. And the bridge offer is 2015-vintage: gated PDFs, a newsletter, a free assessment that's a sales call dressed up.
The move is a modern bridge offer. It solves a painful problem, takes about a minute, and returns market intelligence with every opt-in, so follow-up goes to the right people instead of every person. Social becomes the test bed; paid amplifies what the tests prove.
The proof
The economics already leave room to spend. LTV to CAC sits at 15x today. Margin brought to standard at 57% and acquisition cost near $3,500 push it toward 30x — territory where aggressive paid spend is warranted, not risky.
The modeled funnel: 600 to 800 opt-ins a month, about 40 sales conversations, and a conservative 25% close rate.
That's the difference between a five-year grind and an 18-month goal.