There are over 33 million businesses operating in the U.S. right now. That’s 33 million potential clients. But here’s the thing nobody’s talking about:

Most of them are flying blind.
No books.
No plan.
No clue how much they’re overpaying in taxes.

That’s not their fault—it’s the gap the industry left wide open.

Because too many firms are still chasing one-time tax returns while a $1.5 trillion SMB services market is begging for bookkeeping, advisory, payroll, entity setup, and real planning.

These aren’t just numbers. They’re businesses with real needs: hair salons, HVAC companies, Etsy shops, local contractors, family-run restaurants, solo consultants. Most don’t know what services exist, much less how to evaluate them. That’s your opportunity. Let’s break it down: the market size, the pricing opportunity, and the exact fulfillment strategy that lets you say “yes” to more businesses, without burning out your staff.

Solopreneurs & Freelancers: 21M+ Strong and Underserved

Market Size: 21+ million
Typical Clients: Creatives, consultants, real estate pros, Amazon sellers, and side hustlers
Primary Need: Simplification, legit business setup, stop overpaying in taxes

They’re running their business from a laptop. They’re making real money. But they’ve got a spreadsheet for books, no tax planning, and are likely filing as sole props when they should’ve been S Corps years ago.

What They Need:

• Entity formation + S-Corp election
• DIY bookkeeping + monthly review
• Schedule C or 1120-S tax prep
• Quarterly planning to reduce surprises
• Education, not jargon—explain the why behind your strategy

Your Pricing Opportunity:

• $150–$350/month: Bookkeeping + AI-driven review
• $600–$1,200/year: Business tax return
• $1,500/year+: Add a planning subscription (quarterly check-ins)
• Bundle everything into a clean monthly package so they can predict cost and value

Total Revenue Potential: $1,800–$3,000 per solopreneur/year
Multiply that by just 100 clients? You’ve got a mid-6-figure firm.

The best thing about these clients is that they grow. Help them now, and you’re positioned as their trusted advisor for the long haul.

Microbusinesses (1–10 Employees): The Hidden Engine of the Economy

Market Size: ~5 million
Examples: Restaurants, tradespeople, salons, boutiques, small agencies
Their Pain: Missed payroll filings, unfiled sales tax, no financial visibility

They need more than a tax preparer. They need a trusted finance team. Someone who makes sure the lights stay on and they’re not missing deductions.

They’re not spreadsheet people. They don’t want complexity. And, they’re willing to pay for peace of mind if you speak their language and show consistent value.

What They Need:

• Full-service bookkeeping
• Monthly financials & review meetings
• Payroll setup + quarterly filings
• Annual tax prep and estimated payments

Your Pricing Opportunity:

• $500–$1,000/month: Full bundle (books, payroll, reviews)
• $1,500–$2,500/year: 1120-S or 1065 tax filings
• $2,000+ projects: Cleanup or sales tax audits

Pro Tip: Bundle this into a flat monthly rate. No surprise invoices. Just year-round care. Position it as “Your outsourced finance department” because that’s how they’ll see (and value) you.

SMBs in Growth Mode: The Goldmine Nobody’s Mined

Market Size: ~2.5 million
Client Types: Funded startups, regional chains, ecommerce brands
Their Reality: They’ve outgrown QuickBooks freelancers but aren’t ready for a $200K/year CFO.

They’re scaling fast, juggling vendors, navigating investor pressure, and desperate for a strategic partner who gets the financial and operational layers.

What They Need:

• Fractional CFO services
• Strategic planning and dashboards
• State-by-state sales tax compliance
• R&D credit analysis and guidance
• Support for budgeting, forecasting, investor updates, and tax-efficient growth

Your Pricing Opportunity:

• $2,000–$5,000/month: Strategic CFO + compliance
• $3,000–$10,000/project: Funding prep, audit support, M&A guidance
• $5,000+/year: Annual tax + planning for multiple owners/entities
• Optional add-on: monthly board meeting prep or investor KPI reporting
  

These are firms with money to spend and massive pain points. If you can offer clarity, you're golden. Focus your messaging on outcomes like reduced risk, better decision-making, and a financial roadmap they can actually follow.

So, How Do You Actually Fulfill These Services Without Losing Your Mind?

Spoiler: you don’t need a massive team. You need better systems and smarter tech.

Fulfillment Blueprint:

• Proposals & Onboarding: Auto-generated with e-sign + payment
• Books & Reviews: Use AI tools to auto-categorize, review exceptions, and schedule monthly recaps
• Payroll: Partner with providers like Gusto or ADP—automate it
• Tax Planning: Preloaded playbooks with calendar-based check-ins
• Dashboards: Templates via LivePlan, Jirav, or your own in-platform views

Use automation to stay human.
The goal is more value, less time—for you and your client.

Positioning to Win: Why Specialists Outperform Generalists

It’s tempting to take any client that walks through the door. But that leads to scope creep, burnout, and a sea of disconnected deliverables. One minute you’re filing taxes for a restaurant. The next, you’re learning crypto rules for an influencer. That’s not sustainable.

Instead, the smartest firms are niching down:

“We handle financial operations for real estate investors.”
“We manage taxes and sales tax for multi-state ecommerce sellers.”
“We help freelancers save 5 figures annually by planning like a business owner.”

How to Get Started:

• Pick 1–2 verticals
• Create a content cluster (landing page + blog + free download)
• Push traffic from newsletter, SEO, and social
• Run discovery calls with a simple question: What would success look like 12 months from now?

This Is the Moment

AI is leveling the playing field. Automation is cheap. Tools like CountingWorks PRO can handle onboarding, blog publishing, email marketing, and more.

And the demand? It’s never been higher.

There are literally millions of businesses looking for someone they can trust. Someone who doesn’t just file forms—but gives them control over their future.

That someone can be you.

Need help launching your niche?
We’ll build your funnel, write your blog, and automate the workflows. Talk to us now to learn more.