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How Commercial Law Firms Can Make Trust Funding Easier for Clients

Posted on | by Christina Shiel | Leave a Comment on How Commercial Law Firms Can Make Trust Funding Easier for Clients

IN SUMMARY

Commercial law matters often require significant funds to be held in trust to cover ongoing legal work and costs such as barrister fees.

The challenge is that asking a client to provide a substantial amount upfront can create payment friction, even when they can comfortably afford the legal work.

But the answer isn’t necessarily to ask for less. It’s to have the conversation earlier.

If you know the matter is likely to require significant funds, talk to the client about how they’re going to manage that financial commitment from the beginning.

Offering flexible payment options, such as a QuickFee fee funding arrangement, can give your clients another way to manage the payment over time while enabling your firm to establish how the matter will be funded from the outset.

The goal isn’t to reduce the value of your work. It’s to structure the payment better.

You know the work will require significant funding. So why wait to talk about it?

This is something I think commercial lawyers in Australia should address much earlier.

If you know a client’s legal matter is going to involve a substantial amount of work, and you’re going to need money in trust, it makes sense to talk about how much is required and how they’re going to fund it at the beginning. 

Don’t wait to have the conversation, only to discover that funding is going to be a problem. Your firm needs sufficient funds available to keep the legal work moving.

Explain what you expect the work to require, talk through how the funds will be provided and agree on the approach before it becomes a bigger issue.

If there’s any sign of payment friction, you can discuss the options from the outset.

Payment friction doesn't necessarily mean the client can't afford the work

It’s important to remember that a commercial client may be perfectly capable of placing a substantial amount into trust. But that doesn’t necessarily mean they want to move a large sum of cash out of their business right now.

They may:

  • have other commitments
  • want to preserve working capital
  • prefer to manage the financial commitment over time

That doesn’t mean they’re unwilling to pay.

The issue isn’t always the size of the fee. Sometimes it’s the timing of having to make such a large payment all at once.

From your firm’s perspective, you’re only trying to ensure you have the funds available so the legal work can progress, and you don’t want to keep going back to the client every time you need more money to move forward.

But that doesn’t mean either side needs to compromise.

The best approach is to talk about the different options available to the client for funding the legal work from day one.

Don’t ask for less just to make the conversation easier

This is where I think firms need to be careful.

There can be a temptation to make the initial funding request feel more manageable simply by asking for less upfront.

Let’s say you reasonably expect the engagement to require $100,000 worth of work, but you only ask the client for $50,000 just to get the matter moving.

You may have made the first conversation easier.

But you haven’t avoided the difficult conversation. You’ve just delayed it.

Eventually, that money will get used and you’ll have to go back to the client asking them to put another $50,000 into trust.

The client may be frustrated by another substantial request, and you’re now trying to handle this difficult conversation you avoided earlier while the matter is already underway.

If you know what the likely funding requirement of the matter will be, it’s better to be frank from the start.

  1. Explain what work you expect the matter to involve.
  2. Explain the associated costs.
  3. Then agree on how the client is going to fund it.

That gives the client a clearer picture from the start.

It’s also where payment flexibility options become commercially useful.

You don’t need to compromise the value of your legal work to make the conversation easier. You just need to structure the conversation differently.

Barrister fees can make the funding issue even more critical

This becomes particularly relevant when a commercial matter involves a barrister.

If you need to brief a barrister, you also need to think carefully about having sufficient funds available to cover the barrister’s fees.

If this hasn’t been factored into the funding conversation early on, you may find yourself having to go back to the client and have the uncomfortable conversation about needing more money.

The last thing you or the client wants is to be having this conversation urgently because you’ve already briefed counsel and the matter is moving ahead.

Again, my point is simple.

If you know substantial funding is likely to be required, don’t wait until this requirement becomes urgent to figure out where the money is coming from.

Make it part of the commercial conversation from the beginning.

What if the fee stays the same, but the payment becomes easier to manage?

This is where flexible payment options can change the conversation.

We’ve already established that it’s not about reducing the value of your work, and in many cases, it’s not about whether the client can afford the work either.

It’s about questioning whether the client needs to take a significant amount of cash out of their business immediately when another payment structure may be available to them.

With QuickFee, eligible clients may be able to fund their legal fees and repay the amount over time, subject to the relevant agreement.

That gives you another option to discuss when determining how a commercial law matter will be funded and how much may have to be held in trust.

Instead of saying:

“We’re going to need $50,000.”

You can say:

“This matter is likely to require significant funding. Let’s work out how we’re going to fund it from the beginning before we move ahead.”

That’s a much nicer conversation to have.

Payment flexibility should be proactive, not a fallback option

I think this is where some firms still have the wrong idea about offering flexible payment options.

They wait until the matter is underway and the funding starts becoming an issue. Then, when more money is required, someone thinks about offering alternative payment options.

But it doesn’t have to work that way.

If you already know the legal work will involve a significant financial commitment, payment flexibility can be discussed as part of the funding conversation from the beginning.

It doesn’t need to carry a stigma or imply that the client is in financial difficulty.

Some commercially sophisticated clients may simply prefer to keep more working capital in their business rather than pay a large amount of cash into trust immediately.

This conversation is ultimately about commercial discipline.

The goal isn’t to make conversations around funding disappear.

It’s to get the funding structure clear before it becomes a problem for either side.

That’s where QuickFee can help.

QuickFee’s payment solutions are designed to bridge the gap between your firm needing funds available and your client wanting greater flexibility around how they pay.

Depending on the relevant arrangement, eligible clients may be able to manage payments over an agreed period while your firm receives the funds needed to get the matter moving.

FAQs about commercial law matter funding and QuickFee

Ideally, payment options should be brought up before funding becomes urgent.

If you expect the work to involve substantial legal fees or barrister fees, discussing how the client will manage the financial commitment early can reduce the need to revisit the issue when the trust balance starts running low.

Yes, eligible clients may be able to use QuickFee’s fee funding solution to spread their payments over an agreed period, subject to the relevant arrangement and eligibility requirements.

This gives your clients another way to manage significant legal fees without having to provide the entire amount upfront.

No. Some clients may have the funds available but prefer not to commit a large amount of cash up front.

That’s why offering payment flexibility with QuickFee from the outset can be a useful solution, rather than only offering this option once funding becomes a problem.

QuickFee’s fee funding is designed to bridge the gap between your firm’s need to be paid and your client’s desire for more flexibility in how they pay. Under the relevant arrangement, an eligible client can manage payments over an agreed period while your firm receives the funds when you need them.

For commercial law firms, this means QuickFee’s fee funding arrangements can form part of the initial funding conversation, particularly where substantial legal fees are expected.

Keep the legal work moving without the funding friction

If your law firm regularly asks clients to place significant funds in trust, it’s worth considering whether payment flexibility could form part of that conversation from the beginning.

At QuickFee, we work with professional firms in Australia to give eligible clients more flexibility around how they pay while helping those firms establish a clearer funding approach upfront.

Talk to the QuickFee team about giving your commercial law clients more payment flexibility while keeping your funding conversations clear and transparent from day one.

Contact QuickFee today or request a discovery session.

Why Discounting Your Accounting Services Could Be Costing Your Firm More Than You Think

Posted on | by Christina Lombardo | Leave a Comment on Why Discounting Your Accounting Services Could Be Costing Your Firm More Than You Think

IN SUMMARY

Accounting firms regularly face the challenge of balancing the value of their work with what clients are comfortable paying. I often see firms facing the same pricing dilemma:

They know their work is worth charging higher fees, but they don’t want to have those difficult conversations with their clients.

I completely understand why. You care about your clients and you’re always looking for ways to make things easier for them when out-of-scope work or fee increases arise.

But discounting isn’t always the answer.

For most clients, the issue isn’t failing to understand the value of your work. It’s cash flow. In this article, I’ll discuss how flexible payment options can give your clients a way to spread out paying their fees while allowing your firm to maintain its pricing.

Because you shouldn’t need to drop your fees when a client needs flexibility. You simply need to change how they can pay.

One conversation I keep having with accounting firms in Australia

It usually goes something like this: “I know we should charge more. I just don’t want to lose the client.”

I hear this constantly from accounting firms in Australia – and honestly – I understand it.

As accountants, you see the numbers behind your clients’ businesses. When a client is under pressure or suddenly needs additional work done, offering a discount can feel like the quickest and kindest way to help.

But after working alongside many accounting firms, I’ve noticed something important:

The problem isn’t always your price. Sometimes, it’s how the payment options are presented.

That distinction alone can completely change the conversation.

Why do accounting firms in Australia discount their services?

Right now, I’m seeing plenty of smaller and mid-sized accounting firms managing heavier workloads. Recent government changes have also created additional advisory and restructuring work for many firms.

With that much foot traffic, it’d be easy to assume your accounting firm pricing will take care of itself.

In practice, the opposite tends to happen. You become so focused on looking after your client base that you start:

  • discounting fees to avoid conflict
  • absorbing extra out-of-scope advisory work without billing for it
  • reducing prices for long-standing clients
  • hesitating to increase fees as workloads grow
  • worrying that a fee increase will affect your relationship with your client

These are understandable concerns – and that empathy is a strength.

But when empathy starts determining your fees, it can become difficult to maintain a consistent accounting firm pricing strategy.

The issue isn’t being generous. It’s what happens when the exception becomes the expectation.

Explore how your accounting firm can look beyond winning more clients and start capturing more value from the work already on your books.

What happens when "just this once" becomes the expectation?

The first discount might seem harmless.

Perhaps you want to avoid an awkward conversation. Perhaps your client is under pressure. Perhaps you simply want to keep the work moving.

But then what happens the next time?

When a client pays a lower fee once, that amount becomes their reference point. Returning to your standard accounting firm pricing later may then require a more difficult explanation.

Over time, repeated discounting can create:

  • inconsistent pricing across your client base
  • more hours spent delivering work at a lower fee
  • greater focus on price rather than value
  • less capacity for the work
  • less time outside your business

The problem isn’t necessarily that your original discount was wrong.

It’s that discounting can quietly become part of the pricing model without you ever intending it to.

What if the fee stayed the same but the payment became easier?

This is where I think the conversation needs to shift.

Instead of asking, “How much should I discount this?“,

  • ask: “How can I make this fee easier to manage?“

Rather than saying “I’ll reduce the fee,”

That single language change protects your accounting firm’s pricing strategy while still showing your client you understand and empathise with their situation.

The value of your work hasn’t changed. The pricing hasn’t changed. It’s simply giving your client another way to manage the payment.

How can client payment flexibility help both your firm and your client?

QuickFee empowers accounting firms to offer eligible clients the option to pay over time while still receiving their payment upfront under the relevant QuickFee arrangement.

This means you can maintain the agreed value of your work instead of automatically reaching for a discount.

For your accounting firm, offering flexible payment options means:

  • maintaining full-value accounting firm pricing
  • avoiding discounting fees because timing or cash flow is an issue
  • receiving payment upfront when an eligible client uses the relevant QuickFee payment arrangement

For your client, it means:

  • preserving their own working capital
  • better preparedness for larger or unexpected fees
  • less financial pressure at the exact moment they need advice most

Effectively, this is just another way to provide your client with more flexibility and choice, while ensuring the value of your work is not diminished.

How to protect your pricing while still putting your clients first?

This is the part I think matters most.

I don’t believe accounting firms need to choose between protecting their pricing and looking after their clients.

You should be able to do both.

For me, a practical approach is to keep the empathy but apply it differently:

  • Charge what you’re worth and be confident in the value you provide.
  • Explain the fees clearly.
  • Understand whether the concern is the fee itself or the timing of the payment.
  • Offer flexibility when payment timing is the real issue.
  • Make flexible payment options part of the client experience.

As an accounting firm in Australia, you have people to support, expertise to maintain and a business to grow.

Being commercially sustainable doesn’t mean you care less about your clients. In my view, it gives your firm a stronger foundation from which to keep supporting them.

The overall lesson: Your accounting firm doesn’t have to lower your fees to show your clients you care. You can still protect the value of your work by giving your clients a more flexible way to pay.

Accounting Firm Pricing and Payment Flexibility FAQs

Payment plans can be particularly useful for larger or unexpected engagements, including accounting advisory services and out-of-scope advisory work such as trust, company or partnership restructures. These are areas where the fee may be less predictable for a client. QuickFee’s experience working with professional firms means it can help your accounting firm consider where payment flexibility fits within your existing client experience.

Depending on the QuickFee product and setup, a secure online payment portal can be incorporated into your firm’s normal payment process, allowing clients to access different payment options. This means payment flexibility can become part of the standard experience rather than something introduced only when a client questions your fee.

The simplest approach is to introduce payment flexibility as an option from the outset rather than waiting for a client to raise a concern. That makes the conversation about choice, rather than negotiating down the fee. QuickFee can support your firm in building payment options into your existing process.

Explore how to offer payment flexibility early and how it can strengthen the client experience.

For larger or unexpected advisory engagements, payment flexibility can reduce friction around how the fee is managed. This gives your firm a more favourable option that doesn’t involve immediately discounting the agreed upon price.

A better way to have the accounting firm pricing conversation

For accounting firms in Australia, flexible payment options can provide another way to support clients while maintaining the value of the work you’ve agreed to deliver.

If you’re interested in seeing how other accounting firms in Australia are approaching these conversations, the QuickFee team can share what they’re seeing and explore where payment flexibility might fit within your existing processes.

Talk to the QuickFee team about introducing flexible payment options while maintaining your firm’s pricing approach.

Contact the QuickFee team today or request a discovery session.

Accounting Firm Pricing: Why the Real Growth Problem Isn’t Finding More Clients

Posted on | by Christina Lombardo | Leave a Comment on Accounting Firm Pricing: Why the Real Growth Problem Isn’t Finding More Clients

IN SUMMARY

Most accounting firms in Australia don’t have a growth problem. They have an accounting firm pricing problem.

After years of working alongside accounting firms and partners across Australia, I keep seeing the same pattern: full effort chasing new clients while leaving real revenue sitting inside work they’ve already done.

This article covers:

  • where the real growth of accounting firms in Australia is hiding
  • what pricing in arrears actually costs an accounting firm in write-offs and fee disputes
  • why fixed fee pricing for accounting firms changes behaviour for the better
  • how scope creep in accounting firms quietly erases profit
  • why accounting firm collections matter just as much as accounting firm pricing
  • where QuickFee fits into a firm doing pricing and collections properly

Most accounting firms in Australia don't need more clients – they need firm pricing discipline.

Recently, I was reading a story from accounting industry adviser Rob Nixon that perfectly summed up a problem I see across our industry. He said that one firm uncovered more than $145,000 in work they’d already completed but never billed.

No new clients. No extra marketing. Just revenue hiding inside work they’d already done.

In my experience, a lot of accounting firms in Australia think growth means:

  • More leads.
  • More new clients.
  • More business development.
  • More growth initiatives.

And yes, new business matters.

But if your accounting firm’s pricing is inconsistent, adding more clients often just adds more complexity and not necessarily more growth.

For many firms I speak with, the bigger opportunity isn’t finding more clients. It’s charging properly for the work they’re already doing.

That’s not a sales problem. That’s an operational one.

And in many firms I’ve worked with across Australia, fixing pricing discipline has had a faster impact on accounting firm revenue growth than winning new clients.

Why pricing in arrears quietly erodes growth for accounting firms in Australia.

Pricing in arrears is when an accounting firm completes the work first and finalises or agrees the fee afterwards. This means:

  • The client has no certainty going in
  • The firm has no protection against scope creep
  • Both sides are left guessing what the final invoice will look like.

For example, I wouldn’t ask a plumber to start work at “$200 an hour” with no idea what the final bill will be. Professional services in Australia shouldn’t expect clients to be comfortable with that uncertainty either.

Want to know the real truth here?

Clients don’t actually hate fees. They hate surprises.

This is where a lot of accounting firm fee disputes begin. Not because the work lacks value but because the expectation was never clear.

And when the invoice feels bigger than expected, firms start discounting to appease the client in surprise. That’s where write-offs quietly stack up.

When extra work quietly becomes unbilled accounting work.

When an accounting firm undercharges, a lot of it comes down to project scope creep.

  • A quick favour here.
  • An extra question answered for free there.
  • A piece of advisory work that started as a five-minute chat and turned into two hours.

None of it was billed, because nobody flagged it as out of scope at the time.

Individually, they seem harmless.
Collectively, they can destroy your margins.

That’s what Rob Nixon’s story exposed. $145,000 didn’t disappear in one hit. It leaked. Bit by bit.

Most accounting firms don’t notice it because they normalise it.

Fixing this isn’t about charging clients more. It’s about pricing for the work actually being delivered, not the work scoped six months ago.

Scope creep quietly destroys margin. But even when firms solve that problem, they still need a practical way to help clients move forward with the agreed fee.

How does fixed fee pricing improve accounting firm profitability?

Fixed fee pricing for accounting firms sets the cost before the work begins, so both sides know exactly what’s owed. That certainty removes the incentive to drag a job out, sharpens scoping and pushes the firm to deliver efficiently, because profit becomes more closely linked to efficient delivery than hours logged.

  • Fixed fee pricing encourages greater efficiency.
  • Hourly billing can unintentionally reward longer engagement times.

If you know the fee upfront, you work differently.

Quote the job properly and the incentive flips: the firm is rewarded for getting it right quickly, not for keeping the clock running.

For more, watch In the Q – Episode 2: How to Get Paid What You’re Worth.

Pricing properly is only half the equation. Make it easier for clients to say YES.

Pricing correctly and collecting quickly both still depend on one more thing: making it easy for the client to actually pay.

One misconception I still hear is that payment flexibility is only for clients under financial pressure. In reality, many well-funded businesses in Australia choose it because preserving working capital can be an important part of how they manage their business.

This is where QuickFee fits in – not as a solution for clients who can’t pay, but as a practical extension of upfront pricing for accountants done well.

QuickFee lets accounting firms in Australia quote properly, get paid in full upfront and lets the client repay over time.

(Take a look at what clients are really telling us about payment flexibility.)

Accounting Firm Pricing FAQs

The pattern I see constantly is that accounting firms in Australia are doing excellent work and still struggling with margin, simply because the pricing conversation happened too late.

Most firms struggle with accounting firm pricing because fees are set on instinct rather than discipline. In my experience, many partners price reactively, basing a fee on what a similar job cost last year, rather than what the current scope actually requires. Weak scope definition makes it worse – if nobody has agreed exactly what’s included, it’s almost impossible to price confidently or defend a fee when a client pushes back.

Pricing in arrears feels easier in the moment, but it’s risky because the client has no certainty about cost, which sets up surprise invoices and the awkward negotiations that follow.

Based on my observation, many firms discount under pressure just to resolve the disagreement and that discount becomes a write-off. Over time, pricing in arrears trains clients to expect negotiation rather than accept the fee, which damages both the relationship and the firm’s confidence in its own pricing.

Fixed fee pricing for accounting firms improves accounting firm profitability because it changes the incentive structure entirely. When the fee is set before work begins, profit comes from doing the job efficiently, not from logging more hours.

That pushes teams to scope tightly, work smarter and remove unnecessary steps, because every hour saved goes straight to margin. It also gives the client certainty, which reduces fee disputes and makes the engagement easier to start.

In my experience at QuickFee, firms that introduce clearer upfront pricing often improve their margins, not because they’re charging more, but because they’re finally being paid properly for the value delivered, rather than the time it took.

Client payment flexibility helps accounting firms’ cash flow by closing the gap between finishing the work and actually being paid for it. Partnering with QuickFee lets a firm get paid in full upfront while the client repays over an agreed term, so the firm substantially reduces collection risk and the client gets a choice in how they manage their own cash.

This isn’t just useful for clients under financial pressure – plenty of well-resourced clients prefer to preserve working capital and use it elsewhere in their business. For the firm, it means improved cash flow for accounting firms without chasing a single overdue invoice.

Better pricing deserves a better payment experience.

Pricing your work confidently is one of the biggest steps an accounting firm can take to improve profitability. But giving clients a practical way to move forward with that investment is just as important.

Growth isn’t always about winning more work. Sometimes it’s about capturing the value of the work you’re already doing, pricing it confidently and making it easier for clients to say yes.

If you’re curious how other accounting firms are tightening their pricing and collections, it’s worth starting that conversation.

At QuickFee, we help accounting firms across Australia protect the value of their advice by making payment easier for clients without compromising on price.

Talk to the QuickFee team about helping your accounting firm price with greater confidence and give clients more flexible ways to pay.

Contact QuickFee today or request a QuickFee demo.

Why More Firms Are Offering Flexible Payment Options Before Clients Even Ask

Posted on | by Christina Lombardo | Leave a Comment on Why More Firms Are Offering Flexible Payment Options Before Clients Even Ask

IN SUMMARY

Many legal and accounting firms still view flexible payment options as something to introduce only when a client says they can’t pay. But that’s changing.

Increasingly, Australian firms are offering payment flexibility earlier in the client journey, not as a last resort, but as a value-add that improves the client experience and gives clients more choice.

In this article, I’ll explain why more firms are shifting their mindset, what’s driving that change and how offering flexible payment options upfront can benefit both firms and their clients.

This includes:

  • why payment flexibility isn’t just for clients experiencing financial pressure
  • how sophisticated clients use flexible payment options to preserve cash flow and working capital
  • why introducing options earlier can improve the client experience and help remove barriers to engagement
  • how payment flexibility can make fee conversations easier and more productive
  • what legal and accounting firms across Australia are doing differently and why the last-resort mindset is becoming less common

As client expectations evolve and businesses become more focused on flexibility, many firms are discovering that payment options are about much more than just solving payment problems.

Payment platforms like QuickFee are becoming another way to support clients, strengthen relationships and create a better overall experience.

Client payment plans: moving beyond the last-resort approach

One of the most common assumptions I hear from legal and accounting firms is that payment plans should only be discussed when a client can’t pay – that is, usually as a last resort.

The invoice has been issued. Payment is overdue. The client raises concerns about cashflow or “promises” to pay you over direct monthly payments (which could take months or even years). Only then does the conversation turn into flexible payment options.

For years, that approach has been common.

But lately, I’ve noticed something interesting.

Successful legal and accounting firms in Australia aren’t waiting for those situations at all.

They’re introducing client payment flexibility much earlier and positioning it as just another beneficial part of the client experience rather than a last-resort solution.

And I think that’s a shift worth paying attention to!

A shift in client payment mindset is happening

I spend a lot of time speaking with accounting and legal firms across Australia, and one theme keeps coming up.

The firms getting the most value from payment solutions aren’t using them as a response to awkward payment issues.
They’re introducing them earlier as an upfront convenience.

For many firms, that represents a significant mindset shift.

Traditionally, payment plans have been associated with financial hardship and awkward conversations. However, today, more legal and accounting firms are recognising that flexibility can be valuable for a much broader range of clients.

They’re seeing that giving clients options upfront can make it easier to start important work, have transparent conversations about fees and remove unnecessary friction from the engagement process.

In many ways, firms that only introduce payment flexibility after a payment problem arises are becoming the minority.

Some of the best clients value flexibility most

One of the biggest misconceptions around flexible pay-later options for Australian firms is that they’re only useful when a client lacks the funds to pay.

In my experience, that’s not always the case.

Many clients have cash available. They simply understand the value of preserving working capital and cash flow.

I’ve seen businesses navigating acquisitions, growth opportunities and major projects choose flexible payment options even though they could pay the full invoice upfront.

Why?

Because they want to direct more capital towards initiatives that help grow the business.

Whether it’s a significant accounting engagement or a substantial legal matter, preserving cash flow can be a strategic decision rather than a necessity.

That’s why many legal and accounting firms are now offering payment flexibility to all of their clients;
not just those who ask for help.

Why offering payment options earlier is a smart (and easy) strategy

When payment flexibility is only introduced after an invoice becomes a problem, it’s often viewed as an ‘olive-branch’ solution to an issue that already exists.

However, the firms I’m seeing achieve the best outcomes are taking a different approach. They’re introducing flexible payment solutions from the start, giving clients complete visibility of those options from the outset.

Clients often prefer knowing what’s available from the beginning rather than discovering options later in the engagement.

Offering clients payment flexibility earlier can also help firms win work.

When a prospective client is comparing providers, immediate payment flexibility can remove barriers that might otherwise delay a decision. It doesn’t necessarily change the value of the service being provided, but it can change how accessible that service feels.

For many firms, that’s where the real value lies – and it’s an additional client perk that is so easy to offer!

Payment flexibility isn’t just about solving payment challenges.
It’s about offering more value without costing your firm anything.

Client payment conversations don't have to be uncomfortable

One observation I’ve made over the years is that lawyers and accountants love helping clients find solutions.

You’re resolving disputes, managing tax issues, navigating restructures and helping businesses make important decisions. You’re problem solvers by nature.

Yet many professionals still find fee conversations uncomfortable. Understandably.

What’s interesting is that those conversations become much easier when there’s already a payment solution available.

  • Rather than discussing a problem, you’re presenting options.
  • Rather than focusing on an outstanding balance, you’re helping a client choose a payment structure that works for their situation.

That’s one of the reasons I believe payment flexibility deserves a place in the conversation earlier.

If firms are already helping clients solve complex business challenges, offering a practical payment solution is simply another way to support them.

Economic conditions are accelerating the change

The current global economic climate is also playing a role.

Businesses are paying closer attention to cash flow, working capital and future uncertainty.

As a result, more clients are looking for flexibility – not because they can’t pay, but because they want cashflow options.

At the same time, legal and accounting firms in Australia are recognising that offering practical payment solutions can strengthen client relationships and help them move forward with greater confidence.

The conversations I’m having today are very different from the ones I was having a few years ago.

More Australian firms are asking how they can introduce payment flexibility earlier and make it a more natural part of the client experience – creating a win/win for everyone. And more firms are recognising that giving clients options upfront can strengthen relationships, improve transparency and create better outcomes for everyone involved.

FAQs about flexible payment options

Not at all. Some of the most successful firms using QuickFee offer flexible payment options simply because they make their services more convenient and accessible. For many clients, it’s less about affordability and more about flexibility.

Yes, it can. When clients are comparing providers, having flexible payment options available using QuickFee may help remove barriers to engagement and make it easier for them to move forward with confidence.

Not if they’re presented appropriately. In my experience, clients appreciate having options available, particularly when they’re positioned as a matter of convenience and flexibility rather than financial difficulty. The goal isn’t to assume a client can’t pay, but to give them a choice in how they engage with your firm.

QuickFee can be included as part of your normal engagement or invoice process, giving clients visibility of their options from the outset. This allows clients to choose the payment method that works best for them without requiring a lengthy discussion.

It helps simplify the payment experience while allowing you to stay focused on delivering your services.

Ready to rethink how payment flexibility improves your client experience?

Every legal and accounting firm approaches client relationships differently, which is why there’s no one-size-fits-all solution.

The most valuable conversations I have aren’t about payment plans themselves. They’re about understanding how firms want to work with clients and where more payment term flexibility can create additional value.

If you’re curious about how other Australian legal and accounting firms are approaching payment flexibility, it may be time to start that conversation.

You might find that QuickFee is no longer a last resort. It might simply be another way to support clients, create better outcomes and deliver a stronger overall experience.

At QuickFee, we work with legal and accounting firms across Australia to help them introduce payment flexibility in ways that support both their clients and their business.

Talk to the QuickFee team about practical ways to offer flexible payment options while supporting your firm’s cash flow goals. 

Contact QuickFee today or request a QuickFee demo.

Is Carrying Disbursements Quietly Capping Your Firm’s Growth?

Posted on | by Christina Lombardo | Leave a Comment on Is Carrying Disbursements Quietly Capping Your Firm’s Growth?

IN SUMMARY

For law firms handling compensation or estate litigation matters, disbursements: barristers fees, medical reports, forensic accountants and court fees can quietly become one of the biggest restrictions to growth.

Many firms in the personal injury, medical negligence and estate litigation space have funded these costs themselves for years. But as caseloads, interest rates and client work increase, so does the financial burden of carrying those disbursements across active matters.

The result? Australian law firms are forced to limit how many new matters they can take on, not because demand has slowed, but because too much capital is tied up waiting for settlement or project completion.

In this article, I’ll explain why more Australian legal firms are rethinking how they manage disbursement funding, what’s driving that shift and how the right external funding structure can give firms more flexibility to grow without the cash flow pressure of self-funding.

This includes:

  • why carrying firm-funded disbursements becomes harder to sustain as firms scale
  • how external funding gives firms more flexibility to take on new matters and support more clients
  • what other Australian legal firms are doing and how they’re structuring it
  • what a flexible disbursement funding arrangement can look like, depending on how your firm operates

For firms feeling that cash flow pressure, the conversation is less about whether to explore external disbursement funding and more about finding a structure that fits the way your firm already works.

You’ll also find out what other firms are doing, how different funding structures can work in practice and what to look for when exploring this for the first time.

Don’t let disbursements limit your firm’s growth

There’s one conversation I’ve been having repeatedly with Australian legal firms lately. It usually starts the same way:

“We’ve always funded our own disbursements.”

And then comes the second part:

“But now it’s becoming too much to carry.”

What’s interesting is that these firms aren’t struggling because work is slow. Most are growing quickly – and increases to interest rates are exacerbating the problem. They’re onboarding more clients, taking on more matters and building momentum.

But internally, cash flow pressure is building because they’re still carrying the financial burden of disbursements themselves.

That’s where I’ve seen a major shift happening across the industry.

The hidden payment pressure Australian law firms are carrying

For firms handling compensation matters, disbursements can quietly become one of the biggest restrictions to growth.

  • Barristers
  • Medical reports
  • Forensic accountants
  • External experts
  • Court fees

All these costs add up long before a matter reaches settlement and everything is reimbursed.

Traditionally, many legal firms in Australia have simply absorbed those costs internally. It’s just been viewed as “part of the job.”

But as firms scale, that model becomes harder to sustain.

I’m speaking to Australian firms who are carrying significant disbursements across active matters. Eventually, even successful firms reach a point where they have to slow down and ask:

“How many more matters can we realistically take on while funding all of this ourselves?”

And that’s the real issue.

When firms are forced to limit new matters because
cash flow is tied up in existing ones, growth slows.

In some cases, firms can’t help as many clients as they want to because they simply can’t carry the additional financial load. So, everything comes to a halt.

Why more firms are using external disbursement funding

Most firms that use funding are successful, growing businesses trying to create more operational flexibility. So, instead of having capital tied up across long-running matters, they’re looking for ways to put that money BACK into the business.

That could mean:

  • Taking on more matters
  • Hiring more staff
  • Improving client experience
  • Investing in growth initiatives
  • Expanding into new practice areas
Most importantly, it removes the pressure of having to limit new matters purely because too much cash flow is tied up elsewhere.

It’s also about helping more clients access your services

Something I think gets overlooked in this conversation is the client impact.

When firms become restricted because they’re self-funding too many disbursements, it can reduce access to legal services for people who genuinely need help.

That’s particularly important in personal injury and medical negligence matters, where clients are often already in vulnerable situations.

External funding gives Australian law firms more flexibility to continue taking on matters without placing additional financial strain on the business.

And from what I’m seeing, that’s becoming increasingly important as demand continues to grow.

The other question firms ask: “what are other firms doing”?

This is probably one of the most common questions I get asked.

Firms want to know:

  • How are other firms structuring this?
  • Are they introducing funding proactively?
  • When are they discussing payment options with clients?
  • What workflows are working well?

There’s no one-size-fits-all answer.

Some legal firms only use funding for larger matters. Others introduce funding once the matter is at the IME stage.

The firms seeing the best results are the ones removing financial friction early.

 

Flexibility matters more than ever

Every firm operates differently, and the right structure should support the way you already work.

For example:

  • Some firms prefer a full self-service model where they manage matters and drawdowns themselves through a portal.
  • Others would rather send invoices directly through and have the funding handled behind the scenes.
  • Some firms prefer variable interest structures.
  • Others want fixed mark-up models for more predictable disbursement management.
There’s no one size fits all setup. The important thing is finding an approach that works operationally for your firm, your team and the type of matters you manage.

The firms adapting early will have an advantage

Australian legal firms are already navigating rising operational costs, staffing pressures and growing client expectations around flexibility.

Cash flow management is becoming a much bigger strategic conversation than it used to be.

The firms rethinking how they manage disbursements and payment structures early are putting themselves in…

  • a stronger position to grow sustainably,
  • take on more matters and
  • continue supporting more clients.
At QuickFee, we work specifically with Australian legal firms, so we understand the pressures and workflows that come with these industries.

The goal isn’t to create more work for firms. It’s to remove friction around payments and cash flow.

Disbursement funding FAQs Australia firms are asking right now

QuickFee works directly with the firm, not the end client. Firms can create a new matter through the disbursement funding portal, manage drawdowns and fund eligible disbursements as needed, without requiring every client to sign lengthy paperwork for each matter.

That’s completely okay. Some law firms prefer the self-service portal, while others would rather send invoices directly through for payment handling. QuickFee can work with different operational preferences, so the process fits the firm rather than forcing the firm into one rigid model.

Yes. Depending on the firm’s needs, QuickFee would be pleased to discuss tailored structures such as variable interest models, fixed mark-up models and write-off allowances. The starting point is understanding how the firm wants disbursement funding to work inside its own business.

The best next step is a no-obligation meeting or Teams call. As I usually say to many law firms in Australia, the first thing we need to do is understand the problem properly, then work together to see what solution makes sense for your firm.

Ready to stop carrying the full financial burden of disbursements?

The firms I’m speaking with aren’t lacking demand. They’re often growing quickly and taking on more matters than ever before.

What’s creating pressure is the amount of cash flow tied up in firm-funded disbursements. That’s why more Australian law firms are starting to rethink how they structure disbursement funding.

It’s not just about financing. It’s about creating more flexibility to:

  • take on more matters
  • support more clients
  • reduce cash flow pressure
  • continue growing sustainably

At QuickFee, the most important thing for us is understanding how your firm operates and what challenges you’re trying to solve. Every firm works differently, and there’s no one-size-fits-all approach.

Sometimes, the best first step is simply a no-obligation conversation to explore whether there’s a smarter way to structure disbursement funding around your firm’s workflow and growth goals.

Talk to the QuickFee team about how disbursement funding can support your firm’s growth and complement the way you already operate.

Contact QuickFee today or request a QuickFee demo.

Subscription Billing is Great, Until Out-of-Scope Work Creeps in.

Posted on | by Christina Lombardo | Leave a Comment on Subscription Billing is Great, Until Out-of-Scope Work Creeps in.

IN SUMMARY

Subscription billing works effectively for Accounting Firms in Australia when financial services are clearly defined and repeatable. But it doesn’t remove the challenge of managing client work that sits outside the regular, agreed-upon scope.

The real pressure point isn’t the subscription billing model itself. It’s what happens when clients naturally ask for additional advisory, tax, audit or business support and firms either absorb the work or struggle to price it in the moment.

In most Australian Accounting practices, this creates a familiar tension. Either:

  • the firm pushes back and risks friction, or
  • the team says yes and the work gets delivered without being properly captured commercially.

Over time, that client billing inconsistency can quietly erode Accounting Firm margins.

This article breaks down where subscription billing starts to strain in real Accounting Firms in Australia and how out-of-scope client work impacts profitability and team workload, including:

  • why subscription models only work for clearly defined, repeatable accounting services
  • where scope creep typically begins inside client relationships
  • the two common (and imperfect) ways Accounting firms currently handle out-of-scope requests
  • a practical way Accounting Firms are managing larger unexpected work without damaging client relationships or cash flow

For Accounting Firms using subscription billing, the key issue isn’t the model; it’s having a clean, commercial way to handle everything that sits outside it.

Subscription billing has become increasingly common across the Australian Accounting profession.

For compliance work, payroll, BAS and recurring services, subscription billing in Accounting Firms works well. It brings consistency to revenue and clarity for clients.

But this subscription model itself isn’t the issue.

The challenge starts when client requests sit outside the original agreement and the default response inside Accounting Firms is simply: “just get it done.”

That’s usually where pressure starts to build, not just on the client side, but inside the firm.

This is something I’ve seen play out in a lot of firms over the years.

That pressure becomes even more relevant when business conditions tighten. According to Xero, during periods of tighter cash flow, small businesses are most likely to seek additional support from an Accountant or Bookkeeper, with 24% saying they would turn to an Accountant and 18% to a Bookkeeper.

In this article, I break down where subscription billing starts to strain Australian Accounting Firms, what out-of-scope work is costing Accounting practices and the practical way Accountants are handling these conversations without damaging margins or client relationships.

Why subscription billing works in the first place

It’s easy to understand why Accounting Firms are moving toward subscription billing.

  • For firms, it creates predictable monthly revenue.
  • For clients, it removes large, irregular invoices and replaces them with a fixed monthly cost they can plan around.

When services are clearly defined, it works well. Everyone knows what is included
and the relationship becomes easier to manage.

That’s why adoption continues to grow, particularly among firms looking to stabilise recurring revenue.

But subscription billing only holds when the service scope stays fixed – and it isn’t always that simple.

Where the Accounting subscription model breaks down

In practice, clients don’t think in service lists. They think in problems.

So, a client on a $2,000 per month package might call up asking for something entirely outside of scope: for example, expansion advice, tax audit support or due diligence on a business decision.

  • The intent is reasonable. The timing is usually urgent.
  • And in most Accounting Firms, the response is also predictable: the team says “YES”.

Not because it’s in scope, but because the client is good, the relationship matters and no one wants to have a difficult conversation.

The work gets done. But the revenue doesn’t reflect all of that extra time and effort.

From the Firm’s perspective, the team is busier but margins don’t improve. And over time, what started as an exception becomes normal behaviour.

That’s when the Accounting Firm subscription billing model starts to lose control, and most firms don’t notice it until it’s already affecting margins.

The uncomfortable choice firms face​

To be clear: this isn’t about policing every small client request. Most firms accept that a little give-and-take is part of a healthy relationship.

A quick call or a minor clarification is one thing. The real challenge is when larger
out-of-scope work gets absorbed without a clean commercial process around it.

When out-of-scope accounting services comes up, Australian Accounting Firms are often forced into one of two positions:

  1. Option A (The Policeman): You hold the line, tell the client it’s not included and risk creating friction or awkwardness in a good relationship.
  2. Option B (The People-Pleaser): You do the work anyway to avoid the hard conversation and your firm absorbs the cost internally.

Neither of these is a win.

One damages the relationship, the other damages the firm’s economics.

Most Accounting Firms end up somewhere in the middle, which is where things become inconsistent and hard to manage.

A third path: where QuickFee changes the conversation​

This isn’t an argument against subscription billing. Subscription models work. They’re effective for the right type of work.

The problem is what happens when the work moves beyond that original agreement.

Accounting firms need a way to deal with larger, unexpected or more complex requests without disrupting the relationship or absorbing the cost.

That matters even more when clients are trying to preserve cash. Recent UNSW & CommBank research found that nearly 80% of Australian SMBs experienced a cash flow impact in the last 12 months, and 27% were maintaining a cash reserve as a strategy.

In that environment, spreading the cost of unexpected work over time can be easier for clients to accept than a larger upfront payment.

That’s where a complementary payment solution becomes important
and that’s where QuickFee fits.

As soon as the work moves outside the agreed range of services, it gives Australian Accounting Firms a practical way to structure that additional work without creating unnecessary friction.

Instead of saying:

“This is outside of your Accounting services retainer; you’ll need to pay the full amount upfront.”

The conversation becomes:

“This work sits outside your current package, but we can structure it into manageable payments so we can get started straight away without the full cost.”

That changes the tone immediately. It removes the friction from the conversation.

  • The client still gets the support they need.
  • The firm still gets paid.
  • The team isn’t left carrying unbilled work.

And in many cases, the arrangement can be prepared in around 40 seconds, making it easy to put in place while the conversation is happening.

Common questions Accounting Firms ask about out-of-scope billing​​

A typical QuickFee set up takes around 40 seconds. The agreement can be prepared and sent to the client for approval, so the Accounting firm can move from conversation to action almost immediately while still getting paid.

Yes. If a client suddenly needs support for an ATO audit, expansion planning or another larger piece of advisory work outside the monthly package, QuickFee can be used to structure that unexpected cost into manageable monthly payments.

Yes. If a client is buying a competitor, opening another location or working through a major business decision, those larger project-based fees can be handled through QuickFee rather than creating a difficult upfront payment discussion.

QuickFee is usually better suited to larger out-of-scope matters, not the small five-minute client calls that naturally happen during a normal client relationship. The challenge is often not sending the invoice; it’s asking a client to pay a larger, unexpected amount upfront and spreading that cost over time can make that conversation much easier.

Absolutely. You can request a QuickFee demo and watch it in action to see how it can fit your Accounting Firm’s client billing needs.

Ready to make your Accounting Firm’s client billing work better?

If your firm is already using subscription billing, the real question is simple: what happens when a client needs more than the agreed scope? If that conversation is still difficult, QuickFee can help you manage it more cleanly.

Request a QuickFee demo or speak with my QuickFee team.

The Accounting firms that manage this balance well are the ones that can:

  • protect their margins
  • support their clients and
  • avoid turning every larger request into an uncomfortable billing conversation.

That’s where QuickFee comes in. It creates a simple win-win structure:

Less friction. A cleaner billing conversation. A better way to avoid unbilled work building up inside the firm.

Talk to the QuickFee team about how it can complement your current billing model in your Accounting Firm.

Contact QuickFee today or request a QuickFee demo.

What clients are really telling us about payment flexibility

Posted on | by Danielle Graham | Leave a Comment on What clients are really telling us about payment flexibility

PART 2 of 5

If you’ve ever wondered how much your clients value the ability to pay over time, the data is in—and it’s more than just a preference. It’s an expectation that’s influencing firm choice, satisfaction, and repeat business.

QuickFee’s 2025 Client Satisfaction Survey revealed some compelling insights:

  • 69% said flexible payment options are extremely important
  • 96% were satisfied or very satisfied with their payment plan
  • 57% would have struggled to pay or delayed payment without it
  • 66% would strongly recommend the service to others
  • 61% are highly likely to use a payment plan again

These aren’t just numbers—they represent a clear trend: clients want more control over how they manage fees. In times of uncertainty or financial stress, being able to split payments over time offers reassurance without the stigma of requesting special treatment.

For firms, this insight presents a powerful opportunity. By meeting clients with proactive, transparent payment options, firms reduce awkward conversations, avoid late payments, and demonstrate real commercial empathy. The result? Stronger trust and improved client retention.

And critically, it doesn’t mean you have to compromise on your value. Clients aren’t asking you to reduce your price—they’re asking for ways to manage their end of the equation more smoothly.

Questions to reflect on:

  • Have any clients asked about instalments or delayed billing recently?
  • Could you make payment conversations easier by offering more choice up front?
  • What would it mean for your team if fewer invoices went unpaid?

Up next: Why informal flexibility may be doing more harm than good.

The new standard – Why flexibility isn’t just a nice-to-have anymore

Posted on | by Danielle Graham | Leave a Comment on The new standard – Why flexibility isn’t just a nice-to-have anymore

PART 1 of 5

As client expectations evolve, legal and accounting firms are navigating more than just technical complexity—they’re facing growing demand for flexibility, especially when it comes to payments.

For years, many practices have gone above and beyond for their clients. Deferred billing, split payments, and customised terms have all become informal norms. While well-meaning, these gestures often place financial strain on practices and distract staff with administrative follow-ups.

But what was once a favour is fast becoming a default expectation. Clients today want transparency, control, and empathy in every interaction—especially when it comes to managing fees. The demand for flexible payment options is no longer confined to just a few outlier cases. It’s part of the evolving client experience.

The good news? Flexibility no longer needs to come at a cost. Structured, tech-enabled payment options are making it possible to offer support without sacrificing revenue or efficiency. Leading firms are already embracing this shift, treating payment flexibility as a standard part of client experience—not an occasional exception.

It’s not about lowering your fees. It’s about removing friction from the process and meeting clients where they are. The firms that thrive in today’s climate are those willing to adapt how they bill—not just what they bill for.

What to consider:

  • Are your payment options making it easier or harder for clients to say yes?
  • How much internal time is spent managing informal billing arrangements?
  • Could structured options reduce stress on your team and clients alike?

Up next: What clients are really telling us about how they want to pay.

Embracing AI and Innovation

5 Reasons to Embrace AI and Innovation for Accounting and Legal Professionals

Posted on | by Danielle Graham | Leave a Comment on 5 Reasons to Embrace AI and Innovation for Accounting and Legal Professionals
Embracing AI and Innovation
In the rapidly evolving landscape of professional services, legal and accounting firms in Australia are under increasing pressure to adapt and innovate. Technological advancements in automation, artificial intelligence (AI), and cybersecurity threats are transforming these industries, offering numerous benefits that can significantly enhance business operations. Here are the top five reasons why embracing these innovations is crucial for legal and accounting firms.

1. Increased Efficiency and Productivity

Automation for Routine Tasks

Automation streamlines repetitive and time-consuming tasks, allowing professionals to focus on higher-value activities. In accounting, tasks such as data entry, reconciliation, and compliance reporting can be automated, reducing human error and speeding up processes. Legal firms can automate document review, contract analysis, and legal research, significantly cutting down the time required for these tasks.

AI-Powered Decision Making

Artificial intelligence enhances decision-making processes by providing data-driven insights and analytics. In the legal sector, AI can predict case outcomes and offer strategic recommendations. In accounting, AI algorithms analyse financial data to detect anomalies and predict trends, enabling more accurate forecasting and strategic planning.

2. Enhanced Client Services

Personalized Client Interactions

Technological advancements enable firms to offer more personalized services to their clients. AI-driven tools can analyse client data to provide tailored advice and solutions. This level of personalisation enhances client satisfaction and loyalty, setting firms apart in a competitive market.

Faster Response Times

Automation and AI enable faster processing of client requests and queries. For instance, automated chatbots can handle routine inquiries, freeing up professionals to address more complex issues. This improves response times and overall client experience.

3. Improved Data Security

Advanced Cybersecurity Measures

With the increasing reliance on digital solutions, robust cybersecurity measures are essential to protect sensitive client information. Implementing multi-factor authentication (MFA), data encryption, and regular security audits helps safeguard against cyber threats and data breaches. Legal and accounting firms can ensure their clients’ data remains secure and confidential.

Compliance with Data Protection Regulations

Adopting advanced cybersecurity practices ensures compliance with stringent data protection regulations. This not only protects the firm from potential legal repercussions but also builds trust with clients who are increasingly concerned about data privacy and security. 4. Cost Savings and Scalability

Reducing Operational Costs

Automation and AI can lead to significant cost savings by reducing the need for manual labour and minimizing errors. These technologies streamline workflows, allowing firms to operate more efficiently and cost-effectively.

Scalable Solutions

Technological advancements offer scalable solutions that can grow with the firm. Cloud-based services, for example, provide flexible storage and computing power that can be adjusted based on the firm’s needs. This scalability ensures that firms can easily adapt to changing demands and expand their operations without incurring substantial costs.

5. Staying Competitive in a Digital World

Innovative Service Offerings

Embracing technology enables firms to offer innovative services that meet the evolving needs of their clients. This can include virtual consultations, real-time financial analysis, and predictive legal analytics. Staying at the forefront of technological advancements ensures that firms remain competitive in a rapidly changing market.

Attracting Top Talent

Modern technology appeals to tech-savvy professionals who seek dynamic and forward-thinking workplaces. By adopting the latest technologies, legal and accounting firms can attract and retain top talent, ensuring they have the skills and expertise needed to drive the business forward.

Drive Business Growth with QuickFee’s Smart Payment Solutions

If you find yourself spending too much time chasing payments and worrying about payment data security, QuickFee can help. We offer an easy-to-use online payment portal, seamless Fee Funding and Disbursement Funding solutions, and time-saving practice management integrations that allow accounting and legal professionals to get paid on time, win more work, and increase revenue.

Every part of QuickFee is tailored to help your firm reduce manual work, track payments more effectively, and reduce aging debtors. By integrating these smart payment solutions, your firm can focus on leveraging AI and technological innovations to enhance operations and client services.

Ready to make one small change that will lead to big wins? Give us a call at 02 8090 7700 or schedule a demo today.

Decoding Valuation: Navigating Accounting Practice Trends

Posted on | by Danielle Graham | Leave a Comment on Decoding Valuation: Navigating Accounting Practice Trends

In an era marked by dynamic shifts in the accounting landscape, understanding the valuation trends of accounting practices has never been more crucial. ATL Network Pty Ltd have recently released a report on accounting practice valuation trends for 2024 which provides a comprehensive analysis of the current market, unveiling significant changes in how accounting practices are valued.

 

Key Trends Revealed

Drawing insights from data on over 600 accounting firms, the report sheds light on evolving valuation metrics. Traditional measures are being reconsidered as accounting practices are now valued at higher multiples, driven by increased demand and evolving market conditions. This shift necessitates a deeper understanding of the factors contributing to these valuations.

 

Strategic Guidance for Sellers and Buyers

For those considering buying or selling their practice, this report serves as a valuable resource. Sellers are encouraged to focus on enhancing market appeal and profitability, while buyers are advised to develop clear acquisition strategies and conduct thorough due diligence. Post-acquisition integration is also highlighted as a critical focus for both parties.

 

Competitive Insights and Conclusion

The report underscores the competitive nature of the market, emphasizing the need for strategic positioning. Accountants keen on maximizing their practice’s value or acquisition potential will find this report particularly beneficial.

 

For more in-depth analysis and actionable insights, download the full report here:   https://www.practicesuccession.com/apv