Wayne J. Belisle, CPA

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Wayne J. Belisle, CPA Wayne J. Belisle has been in business for over 30 years! Helping individuals and businesses reach th

Yesterday's session covered why your biggest customer might not be your most profitable one.How to rank customers by pro...
10/23/2026

Yesterday's session covered why your biggest customer might not be your most profitable one.

How to rank customers by profit, the hidden costs that shrink a big account's margin, and the signals that show up before a major customer walks.

Replay is up if you missed it.

10/22/2026

Your biggest customer gets your best price, your best people, and your patience. That can make them far less profitable than they look, and far riskier than you think.

This session covers how to rank customers by profit instead of revenue, and how to see a large account slipping before it is gone.

You will learn:

→ Why a P&L cannot tell you which customers make you money
→ The hidden costs that shrink a big account's margin
→ The signals that show up months before a major customer leaves

Join me Thursday, October 22 at 3:00 PM MT.

Revenue tells you who is big. Profit tells you who is worth protecting.

One of my larger clients had a big drop in one area of sales.No phone call.No cancelled contract.One of their largest cu...
10/22/2026

One of my larger clients had a big drop in one area of sales.

No phone call.

No cancelled contract.

One of their largest customers had started buying from somebody else.

It was sitting in the numbers.

They caught it inside the first three months, went back, resold the account, and got it back.

Three months is the difference between winning a customer back and finding out at year-end that they are gone.

Today at 3:00 PM MT I am covering which customers are really carrying your business, and how to see one slipping in time.

You will leave knowing which accounts to protect first.

Ask most owners who their best customer is and they name the biggest one.Ask which customer makes them the most profit a...
10/21/2026

Ask most owners who their best customer is and they name the biggest one.

Ask which customer makes them the most profit and the room gets quiet.

In a lot of $1 million to $5 million companies, those are two different customers.

The first pass is not complicated.

Take your top ten customers by revenue.

Subtract what you sold them, the time your team spends on them, the discounts they get, and how long they take to pay.

Sort the list again by what is left.

Most owners are surprised by what moves.

I wrote out the whole process, and what to do with the results.

The article is in the comments.

Your biggest customer gets your best pricing.Your fastest turnaround.Your most senior people.Your patience when they pay...
10/20/2026

Your biggest customer gets your best pricing.

Your fastest turnaround.

Your most senior people.

Your patience when they pay late.

That is a lot of cost stacked on one account.

On the revenue report, they are your best customer.

On a profit report, they might not be close.

Most owners have never seen the second report, because nobody built it.

A P&L tells you what the business earned overall.

It does not tell you which customers earned it.

There is a second problem sitting in the same account.

When one customer carries a big share of your sales, the business gets built around them.

Staff, equipment, overhead.

If they leave, the revenue goes and the costs stay.

Thursday at 3:00 PM MT I am covering how to rank your customers by profit, and how to see a big account slipping while you can still do something about it.

Yesterday I said the return tells you what happened, and advice tells you what to do about it.For established companies,...
10/16/2026

Yesterday I said the return tells you what happened, and advice tells you what to do about it.

For established companies, the next question is who gives that advice.

Somewhere between $1 million and $5 million, the owner can no longer see every number personally.

A full-time CFO runs $150,000 to $200,000 a year to get anybody good.

At that size, that is hard to justify.

That gap is what a fractional CFO fills.

Profit planning, monthly oversight, and someone watching the numbers you no longer have time to watch, sized to the business you actually run.

I wrote about what that looks like and how to tell when it is time.

The article is in the comments.

Yesterday's session covered why pricing is the first lever in a profit plan.Market price versus margin price, the three ...
10/09/2026

Yesterday's session covered why pricing is the first lever in a profit plan.

Market price versus margin price, the three costs that moved on you this year, and how to run the math backward from the profit you actually want.

Replay is up if you missed it.

10/08/2026

Most established owners set price by looking at the market. The ones who keep their profit set it by looking at their margin.

This session covers how to build a price from the profit number you want, instead of hoping the profit shows up after.

You will learn:

→ Why a market price and a margin price are two different numbers
→ The three costs that moved on you this year and never made it into your price
→ How to run the backward math on your own business in under an hour

Join me Thursday, October 8 at 3:00 PM MT.

Profit is not what is left over. It is what you planned for, and price is where the plan starts.

I have looked at a lot of price lists since 1977.Most of them were set by looking sideways at a competitor.Almost none o...
10/08/2026

I have looked at a lot of price lists since 1977.

Most of them were set by looking sideways at a competitor.

Almost none of them were set by looking down at the margin.

The owners charging by habit are not lazy. They are busy, the work is good, and the price has never felt like the problem.

It usually is.

Today at 3:00 PM MT I am covering why pricing is the first lever in a profit plan, and how to run the math on yours.

You will leave knowing whether your price is protecting your profit or quietly giving it away.

Address

11208 Montwood Drive
El Paso, TX
79936

Opening Hours

Monday 9am - 5:30pm
Tuesday 9am - 5:30pm
Wednesday 9am - 5:30pm
Thursday 9am - 5:30pm
Friday 9am - 5pm

Telephone

+19158578158

Website

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