As GrowCon 2026 approaches, firm owners are increasingly focused on one critical—but often overlooked—lever for growth: choosing the right clients.
While many accounting professionals concentrate on adding more business, fewer take the time to define what better business actually looks like. That’s where Sean Duncan brings a fresh and highly practical perspective.
Duncan, president of SMD Consulting and founder of Chief Proactive Advisors, brings more than 25 years of consulting experience to the GrowCon stage. Many attendees may already be familiar with his insights from previous GrowCon appearances—but his 2026 session tackles a foundational issue that impacts every firm.
Rethinking What Makes a “Good” Client
At GrowCon 2026, Duncan will focus on helping firm owners move beyond a basic definition of a good client—one who simply pays on time.
Instead, he challenges attendees to think more strategically:
- Do your clients align with how you want to work?
- Do they contribute to your firm’s growth and profitability?
- Do they make your business more enjoyable to run?
His premise is simple but powerful: building a firm filled with the right clients can transform not only financial results, but also day-to-day satisfaction.
Building Your Ideal Client Profile
Duncan’s session will guide attendees through creating customized client profile templates—tools designed to help firms intentionally attract and retain their ideal clients.
These profiles go beyond demographics or industry. They incorporate factors like:
- Communication style and expectations
- Scope alignment and service fit
- Profitability potential
- Overall working relationship
The goal is to give firm owners a repeatable framework they can use to evaluate prospects and shape their client base over time.
A Path to Profitability and Freedom
Through his work with firms across the country, Duncan has seen firsthand how the right client mix impacts every aspect of a business.
Firms that are intentional about client selection often experience:
- Higher profitability
- Smoother operations
- More predictable growth
- Greater personal freedom for the owner
Conversely, the wrong clients can create friction, reduce margins, and consume disproportionate time and energy.
Continuous Improvement for Growth-Minded Firms
One of the reasons Duncan is particularly excited about GrowCon is the mindset of the audience. Even as an experienced consultant and presenter, he values the opportunity to learn alongside other growth-focused professionals.
His perspective reflects a broader truth: building a better firm is an ongoing process. There is always an opportunity to refine systems, improve client relationships, and elevate performance.
Why This Topic Matters Now
As the accounting industry evolves, firm owners are under increasing pressure to do more with less—serving clients efficiently while maintaining high standards and profitability.
Choosing the right clients is one of the most effective ways to meet that challenge. It allows firms to focus their energy where it delivers the greatest return, both financially and operationally.
Duncan’s session offers a practical, actionable way to make that shift.
Reserve Your Seat at GrowCon 2026
If you’re ready to build a firm filled with clients you actually enjoy working with—while improving profitability and freeing up your time—GrowCon 2026 is the place to start.
Learn from experienced leaders like Sean Duncan and gain tools you can implement immediately to transform your client base.
Reserve your ticket today and take the next step toward building a more focused, more rewarding accounting practice.
