Short answer: every client gets the same Value Adds. There are no client tiers in the SurgeTK approach.
One of the most common questions we get from SurgeTK users is which clients get value adds and which clients get none. In this training video financial advisors Matthew Jarvis and Micah Shilanski explain why they do the same value adds for every single client.
Here are three key action items from the client tiers training to implement immediately:
Analyze Client Revenue: Export your billing report, household clients by revenue, and calculate metrics like average revenue per household, top 20% revenue concentration, and minimum viable revenue thresholds. Use this data to identify undercharged clients and set a timeline (e.g., by year-end) to adjust fees or graduate low-value relationships.
Enhance Fee Conversations: Develop scripts and processes for intentional fee increases, starting with value-add deliveries in Q2 and Q4 to demonstrate impact before proposing adjustments. Frame fees relative to client outcomes (e.g., tax savings, peace of mind) rather than arbitrary tiers, ensuring all clients receive your best work.
Refine Client Outreach: Shift from random check-ins to purposeful, value-driven communications, such as following up on tax returns or estate documents with a three-strike rule (including a final notice). Incorporate extreme accountability by committing to graduate any client not aligned with your updated fee schedule by January 1, freeing capacity for high-value service.