Scaling Your CFO Practice Without Losing Your Mind
How to grow a fractional CFO business while keeping balance and quality.
The success trap: why being great at CFO work can hold you back.
One of the hardest parts of running a fractional CFO practice isn’t finding clients. It’s figuring out how to grow without burning out. Many CFOs start their business because they’re excellent at their work. But ironically, being too good can create a ceiling on your growth.
The ideal client profile
Not every business is the right fit for a CFO. The sweet spot is companies with $1 to $3M in revenue and 4 to 8 employees. These businesses need strategic finance help. They’re too big for basic bookkeeping, but not ready to hire a full-time CFO.
Focusing on this client size helps you get results faster. It also keeps you from spreading yourself too thin with businesses that aren’t ready for your services.
Managing the “Michelle Gap”
Many fractional CFOs face what we call the Michelle Gap. This happens when clients rely too much on you personally instead of your firm. While this feels flattering at first, it limits growth and makes it hard to step back.
The fix? Build systems and a team so clients get results no matter who they work with.
Tiered Pricing for Different Client Sizes
Pricing is another way to grow smartly. A tiered approach lets you serve companies at different stages:
A starter package for earlier-stage businesses.
A mid-tier with more hands-on support.
A premium package for larger clients, including forecasting, financial analysis, and deeper strategy.
This setup keeps you profitable and makes sure clients get the right level of help.
Building a Team Without Losing Quality
Scaling means learning to delegate. The key is hiring and training carefully:
Bookkeepers and analysts handle the numbers.
Project managers support client communication.
You, the CFO, focus on strategy and relationships.
With the right team and processes, you protect quality—and your sanity.
Overcoming the “I’m Not Ready” Syndrome
Many CFOs hesitate to grow because they don’t feel ready. The truth? No one ever feels fully ready. Growth means stepping out of your comfort zone, building new skills, and trusting your systems to carry you forward.
Tools to Help You Scale
If you’re ready to grow your CFO practice, here are resources to make it easier:
Webinar Replay: Michelle Scribner, CEO of Sum of All Numbers, and Mike Michalowicz, Author and Co-Founder of PFP, shared lessons on scaling and building a team.
Free Guide: Is a Fractional CFO Right for Your Business?—a tool to help you showcase your services and attract the right clients.