Growing Your Firm | Strategies for Accountants, CPA's, Bookkeepers , and Tax Professionals

On an episode of the Growing Your Firm podcast, David Cristello spoke with William Hamilton IV, founder of SmartPath, about why pricing problems often sit underneath many operational issues firms experience. William has spent more than a decade studying how accounting firms price services and where those models tend to break down. Rather than focusing on theory, the conversation centered on how firms can think more clearly about pricing, packaging, and value in real client situations.

Justine Lackey built a sellable bookkeeping firm by staying hyper focused on one service, one platform, recurring revenue, documented systems, and ethical leadership. Long before selling in 2023, her firm was structured to operate independently, making the transition successful for clients, employees, and buyers.   Key Takeaways Focused service offerings help firms stand out in M&A discussions Recurring prepaid revenue improves cash flow stability Standardized systems support smoother transitions Ethical leadership enables better client and team outcomes during exits Reducing owner dependency supports long-term firm continuity

Anderson Petergeorge, co-founder of Quanto, explains how accounting firms can scale from startup to multi-million-dollar operations by using ChatGPT, meeting transcript tools, and modern ledgers. He argues that AI will not replace accountants but empower them to work faster, smarter, and more human. Key Takeaways Firms can reach $1M in revenue using basic AI tools like ChatGPT and meeting note automation. ChatGPT can write its own prompts and streamline advisory workflows. Meeting transcripts are valuable data for training staff and personalizing client experiences. Post-$1M, automation shifts toward system integrations and API connections between ledgers and workflow tools. The most successful firms blend AI efficiency with deep client relationships and niche expertise.

The accounting industry is changing faster than ever. Automation, artificial intelligence, and remote work are rewriting the way firms operate. Yet one principle remains clear: firms that balance technology with human connection will lead the next decade. In this episode of Growing Your Firm, Jetpack Workflow founder David Cristello talks with Ryan Lazanis, founder of Future Firm and one of the industry's most forward-thinking voices. Ryan shares how a personal setback reshaped his approach to business, why human connection matters more than ever, and what accounting firm leaders should focus on in an AI-driven world.

Douglas Slaybaugh began his career in public accounting at Arthur Andersen, where he admits he nearly lost his internship due to chronic lateness. Mentors stepped in and advocated for him, giving him another chance. That early experience showed him how powerful support and mentorship can be. As he advanced through his career and became a partner, Slaybaugh discovered that coaching people brought him more fulfillment than signing audit reports. He developed internal coaching programs for hundreds of employees, focusing on leadership and personal growth. In 2014, he made a bold decision to leave his partner role and launch CPA Coach, helping accounting leaders and executives achieve greater purpose and balance in their work.

Firm as a Service (FaaS) is a model that gives accountants the entire infrastructure of a firm technology, staffing, marketing, and support so they can focus on serving clients and scaling their practice.  Unlike traditional partnerships or franchises, FaaS lets accountants retain ownership of their client base while benefiting from shared systems and resources. In a recent Growing Your Firm podcast, David Cristello, Founder of Jetpack Workflow, spoke with Chase Birky, CEO of Dark Horse, about how this approach is reshaping firm ownership.

In this episode of Growing Your Firm, host David Cristello welcomes Ben Taylor, CEO of SoftLedger, to discuss the emerging trend of CPAs transitioning into technology entrepreneurs. With over a decade of experience as a practicing CPA, Ben shares his journey from accounting to software development, highlighting the growing interest among accountants in launching their own tech solutions. David and Ben explore examples of other industry leaders, such as Jackie Meyer and Kelly Mann, who have made similar transitions, and delve into the motivations behind this shift. This conversation offers valuable insights for ambitious accountants looking to innovate and expand their impact in the financial sector. Tune in to uncover the opportunities that lie at the intersection of accounting and technology! In a recent podcast episode featuring Ben Taylor, CEO of SoftLedger, the discussion highlights how many CPAs, including Ben himself, have experienced firsthand the limitations of existing accounting software. Ben's journey began about ten years ago while managing various areas in the accounting department of a small public company. Frustrated with the outdated and inefficient Microsoft Dynamics GP, which led to delays in financial reporting, he realized there had to be a better way to handle accounting processes. This frustration sparked the idea for SoftLedger. The episode also emphasizes that this trend is not isolated to Ben. Many other accountants have made similar transitions, moving from traditional firm roles to developing innovative software solutions. For instance, host David Cristello mentions several individuals who have successfully made this leap, including Jackie Meyer, Kelly Mann, and Hector Garcia. These examples illustrate a broader movement within the accounting profession, where practitioners leverage their industry knowledge to create tools that address specific pain points.

In this episode of Growing Your Firm, host David Cristello welcomes Dave Olsen, founder of an accounting firm and Nimbl Staffing. Dave shares his unique journey in the accounting industry, discussing the success of his staffing service and his exciting new venture into IT services for accounting firms. The conversation delves into the strategies behind building a solid foundation for business growth, including the structures necessary for launching new services. Listeners will gain insights into the process of expanding a business and the importance of having the bandwidth to innovate. Tune in to discover how Dave navigates the challenges of running multiple services and what it takes to thrive in the accounting world.

In this episode of Growing Your Firm, host David Crostello welcomes back Geoff Bruskin, founder of White Tiger Connections, to discuss the evolving landscape of talent in the accounting profession. Geoff shares insights from his extensive experience in mergers and acquisitions (M&A) for CPA firms, emphasizing the growing importance of talent acquisition and retention in today's market. He outlines the dual trends of M&A and talent, as well as the impact of technology on these areas. Additionally, Geoff introduces his recent venture into business brokerage, helping CPA clients sell their businesses, further enhancing the services offered to the accounting community. Tune in for a thought-provoking conversation that explores how firms can leverage talent and technology to thrive in a competitive environment. Geoff Bruskin is a distinguished figure in the realm of mergers and acquisitions (M&A) within the accounting profession, known for his innovative approach to talent acquisition and business growth strategies. As the founder and leader of White Tiger Connections, Geoff has dedicated his career to facilitating transactions that empower CPA firms to thrive in an increasingly competitive landscape. His expertise extends beyond M&A he is also a recognized authority in recruiting for the CPA profession, helping firms not only to grow through acquisitions but also to build robust teams that drive sustainable success.

In this episode of Growing Your Firm, host David Cristello welcomes K.C. Eames, the Director of Client Accounting Services at Dark Horse CPAs. The conversation delves into the complexities of pricing in client accounting services (CAS) and the nuances that make it both an art and a science. K.C. shares insights about the unique structure of Dark Horse CPAs, contrasting it with traditional accounting firms that operate on a pyramid model. The episode emphasizes the importance of understanding both the quantifiable and intuitive aspects of pricing, particularly as firms navigate the evolving landscape of CAS best practices.  Tune in to discover valuable strategies for enhancing your firm's operations and achieving your goals faster.

In this episode of the Growing Your Firm podcast, host David Cristello welcomes Alan Whitman, the former CEO and chairman of Baker Tilly. Alan shares his remarkable journey of transforming Baker Tilly from a $475 million firm to a $1.5 billion powerhouse.  Throughout the conversation, Alan describes how businesses can thrive – largely by prioritizing strategy over aimless "accumulation." Alan Whitman is a seasoned leader in the accounting and advisory industry, known for his transformative role as the former CEO and Chairman of Baker Tilly. As leader, he successfully scaled the organization from $475 million to $1.5 billion, demonstrating a keen understanding of strategic growth and operational maturity.  Currently, Alan runs an advisory practice where he shares his expertise in scaling firms and implementing best practices for growth. He is a sought-after speaker and thought leader, regularly publishing insights on leadership and organizational development through his weekly newsletter.  Alan is also active on LinkedIn, where he connects with professionals across the industry.

In this episode of the Growing Your Firm podcast, David Cristello welcomes Dawn Goldberg, a seasoned CPA and a Certified Professional Coach.  Dawn shares her incredible story of maintaining her productivity even after a stage four cancer diagnosis forced her to undergo six months of chemotherapy. To accomplish this, Dawn maintained some key practices – including mind management, time management, and a scheduling trick she calls "container calendaring." She explains all of these strategies here. Throughout the conversation, Dawn highlights the significance of mindset in overcoming obstacles and achieving success.  Are you an accountant seeking to enhance productivity and well-being? Then Dawn has solutions for you!

In this episode of the Growing Your Firm Podcast, host Dave Cristello welcomes Dominic Piscopo, the founder of Big 4 Transparency. An expert in salary benchmarking within the accounting industry, Dominic shares insights into compensation strategies, year-over-year changes, and the impact of private equity (PE) on salaries.  The conversation highlights the evolving landscape of compensation in accounting firms. Dominic Piscopo, CPA is known as a compensation guru in the accounting industry. After years of working as an accountant and financial analyst, he founded Big 4 Transparency – which has served hundreds of thousands of CPAs by making salary data more visible. Dominic assists accounting firms by giving them a user-friendly dashboard for understanding industry trends around compensation. He's also the host of the Big 4 Transparency podcast, where he interviews accounting industry insiders.

In this episode of the Growing Your Firm podcast, host David Cristello welcomes Todd Steinberg, founder and managing partner of Thrive Financial Group. David and Todd dive into the evolving landscape of accounting firm mergers and acquisitions (M&A), particularly the increasing role of private equity (PE) firms as buyers. They discuss key acquisition drivers such as human capital, geographic expansion, and cross-selling opportunities. Todd also breaks down deal structures, explaining the rise of rollover equity and earnouts, and how these vary by buyer type. Additionally, he shares insights into current valuation multiples, emphasizing the factors that impact firm valuations, including profitability and client retention. This episode is packed with actionable takeaways – whether you're an accounting firm owner considering growth through acquisition or preparing for a sale. Tune in to gain Thrive Financial Group's expert perspective on the latest M&A trends and learn how to position your firm for success. Resources

In this episode of Growing Your Firm, host David Cristello welcomes Alyssa J. Dillon, a fellow entrepreneur who shares her inspiring journey of starting her own business.  The conversation kicks off with Alyssa recounting the pivotal moment when she decided to quit her job and explore the possibility of working for herself after receiving a side accounting request.  As they dive deeper, Alyssa and David discuss the essential elements of building a successful firm, including the importance of marketing and sales processes.  Listeners can expect insights into quickly gaining traction, making strategic pivots, and offering advisory services, all while sharing in the excitement of the entrepreneurial roller coaster. Tune in for an engaging and informative ride!

In this episode of Growing Your Firm, host David Cristello welcomes Kelly Mann, co-founder and CEO of AuditMiner. Kelly shares her journey of launching her own CPA firm, a decision that surprised her given her background in audit and the male-dominated landscape of firm ownership.  She discusses the challenges of changing firm culture and her desire to build a business that aligns with her authentic self. The conversation delves into her experiences in the accounting profession, the shift to entrepreneurship, and her focus on 401k solutions.  Tune in to explore Kelly's insights on starting a firm, selling a firm, and the development of innovative software in the accounting space.

In this episode of The Growing Firm Podcast, host David Cristello welcomes Marcus Dillon, president of Dillon Business Advisors. The conversation delves into Marcus's journey of acquiring a book of business valued at $400k and the evolution of his firm over the past 13 years.  Marcus shares valuable insights on client acquisition, pricing strategies, and the importance of maintaining consistency during the first year of acquiring new practices. The episode also explores the challenges and hard decisions he faced, including experimenting with service offerings like bookkeeping and payroll.  Listeners will gain a deeper understanding of capacity planning and the hard-won lessons learned from the front lines of running a modern firm. Tune in for an engaging discussion filled with practical advice for firm growth and client management.

In this episode of Growing Your Firm, host David Cristello welcomes back returning guest Loren Fogelman, a sports psychologist turned business coach specializing in helping accounting professionals.  Loren shares her insights on a crucial yet often overlooked topic: raising fees for existing clients. She emphasizes the importance of understanding client hesitations, particularly when they respond with, "I'll think about it," suggesting that this often indicates unasked questions or a lack of perceived value.  David and Loren explore strategies to approach these conversations with curiosity and confidence, aiming to help listeners maximize their income while working smarter, not harder. Tune in to learn practical tips for implementing fee increases with your current client base.

In this episode of Growing Your Firm, host David Cristello speaks with Michael Meihaus, the owner of Meihaus CPA, who transitioned from a decade in public accounting to launching his own firm focused exclusively on retirement plan audits.  Michael shares his journey of self-discovery, including a pivotal conversation that prompted him to leave his job and pursue his passion.  The discussion touches on the importance of designing a firm that aligns with one's lifestyle and the concept of "choosing easy mode" in the accounting profession.  Listeners will gain insights into creating a unique firm identity, as Michael's website stands out from the conventional offerings typically found in the industry. Tune in to explore the magic of retirement plan audits and the entrepreneurial spirit behind building a firm that reflects personal values and aspirations.

In this episode of the Growing Your Firm podcast, host David Cristello welcomes Jesse and Tom from FinOptimal, a company that uniquely combines accounting services with innovative QuickBooks applications designed specifically for accountants.  The conversation delves into their dual business model, exploring how they balance service and product development in the competitive accounting landscape. Jesse and Tom share insights into their journey in building accounting software, the challenges they face, and their vision for the future of their company.  Tune in to discover how FinOptimal is reshaping the accounting industry and learn valuable lessons on managing a multifaceted business.