Debra Kilsheimer: Beyond Billable Hours

In this episode, KC Brothers interviews Debra Kilsheimer, a CPA and host of the podcast 'Bookkeepers on Fire.' Debra shares her unique approach to accounting, emphasizing the importance of value-based pricing over traditional billable hours.

She discusses her journey in the accounting profession, the significance of understanding client needs, and how technology can enhance efficiency. Debra advocates for building strong client relationships and motivating clients through achievement rather than fear. The conversation also touches on the future of accounting practices and the importance of time management in delivering value to clients.

Here are the three main highlights you won't want to miss.

1. Rejecting the Billable Hour and Prioritizing Value

Deb explains her long-standing rejection of billable hours in favor of outcome-based, flat-rate pricing. Her stance stems from a belief that clients should be paying for results—not time.

“They’re not paying for the time in the chair, my butt in the seat... they’re paying for the brain between my ears.” – Deb Kilsheimer

She critiques time tracking and its inefficiencies, noting how the system often leads to unnecessary write-offs and undervaluing of skilled work.

2. Transforming Lives, Not Just Balancing Books

Deb sees accounting as a tool for life transformation. Her mission goes beyond compliance work—she helps clients make better life decisions by understanding their financial goals.

“The value that I’m trying to do [is] help transform their lives so they can make their dreams happen.” – Deb Kilsheimer

She asks clients about their dreams—college funds, vacations, or freedom to enjoy life—and tailors her services to help them achieve those outcomes.

3. Technology and Boundaries Enable Better Client Work

By embracing AI and cloud tools, Deb frees up time and delivers higher-value service. But she also emphasizes the importance of setting boundaries—choosing the right clients and protecting her time.

“I only want to work with clients who I want to work with... my client list is smaller... but I can really give value to all of them.” – Deb Kilsheimer

She uses psychology-based pricing strategies, talks scope (not time), and designs processes that scale value without burnout.

If you want to hear more about these topics give the episode a listen.

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