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

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.

In this episode of the Grow Your Firm Podcast, host David Cristello welcomes Shannon Weinstein, the CFO for small businesses transitioning from seven to eight figures and President of Keep What You Earn. Shannon shares her unique approach to hiring, emphasizing the importance of crafting compelling job descriptions that sell the company to prospective candidates. With over 120 applicants for her last two job openings, she highlights the need to view recruitment from a sales perspective. Throughout the conversation, Shannon discusses her firm’s philosophy on time tracking, stating they do not track time and explaining how this principle has shaped their operations. Additionally, she reveals her efficient work schedule, averaging 25 to 35 hours per week, and offers insights into building a successful CFO practice. Tune in for valuable tips on hiring, firm management, and achieving work-life balance.

In this episode of Growing Your Firm, host David Cristello welcomes Wendy Barlin, a consultant specializing in helping professional service firms transition from frustration to freedom. Wendy shares insights from her decade-long experience in building her own remote firm, which she sold in 2021. The conversation delves into the importance of operations, systems, processes, and a fresh perspective on profit within accounting firms. Wendy emphasizes the significance of establishing firm boundaries to maintain control over one’s business and highlights the need for firms to adapt to these changes for long-term success. Tune in to discover actionable strategies that can help firms reclaim their freedom while enhancing their operational efficiency.

In this episode of Growing Your Firm, host David Cristello welcomes Rory Henry, a certified financial planner and behavioral financial advisor. Rory, who is also the director Arrowroot Family Office, co-founder of AFO Wealth Management Forward, and author of the upcoming book, "Holistic Guide to Wealth Management," discusses the evolving landscape of wealth management and its critical intersection with accounting and tax professionals. The conversation explores the integration of technology in financial planning, highlighting how software is making holistic financial strategies more accessible. Rory shares insights on the importance of collaboration among financial and accounting professionals and delves into the psychology of financial behavior. Tune in for valuable wisdom that can help accounting professionals enhance their services and better serve their clients.

In this episode of the Growing Your Firm podcast, host David Cristello welcomes Geoff Bruskin, founder and managing partner of White Tiger Connections. They dive into the dynamic landscape of mergers and acquisitions (M&A) within the accounting industry, exploring how recent trends have created a surge in acquisition interest. Geoff discusses the impact of cloud technology and the shift towards distributed employment, which have transformed the M&A space. The conversation also touches on the importance of viewing accounting as a nucleus for offering diverse services, particularly for young professionals entering the field. Tune in for insights on navigating M&A and recruitment in today's evolving market.

In this episode of Growing Your Firm, host David Cristello welcomes Tim Brackney, the Chief Executive Officer of Springline Advisory, a firm backed by private equity. They delve into the philosophy of utilizing talent from small firms to enhance shared services, while also discussing the complexities and nuances of private equity in the industry. Tim shares insights from his experience as a CEO and his background in scaling a professional services line to over $800 million in revenue. Listeners can expect a candid conversation about the good, the bad, and the realities of private equity, alongside potential discussions around AI in the professional services sector. Tune in for valuable strategies and behind-the-scenes perspectives on navigating growth in a competitive landscape.

In this episode of Growing Your Firm, host David Cristello welcomes back Greg O'Brien, Co-CEO of Anomaly CPA, for an insightful discussion about the evolution of his firm since their last conversation three years ago. They reflect on the growth of Anomaly CPA, including the firm's current headcount and revenue, as well as the strategic decisions made to invest in alternative positions beyond client-facing roles, such as marketing, IT, and operations. Greg shares valuable lessons learned on scaling a successful accounting firm and offers advice for listeners looking to achieve similar growth. Tune in to discover the latest updates from Greg and the innovative practices that have shaped his firm's journey.

In this episode of Growing Your Firm, host David Cristello welcomes Roman Villard, CPA, founder of Full Send Finance and co-founder of Full Send Design. The conversation kicks off with a focus on the importance of consistency in achieving success across various endeavors, including social media and business. Roman shares insights from his experiences on LinkedIn, where his consistent efforts have significantly increased awareness of his brand and services over the past year and a half. The discussion then delves into Roman's journey in building Full Send Finance, exploring strategic thinking for growing firms, and how modern practices can enhance operations. Tune in for valuable takeaways on leveraging social media and maintaining momentum in your professional endeavors.

In this episode of Growing Your Firm, host David Cristello welcomes Jeremy Wells, EA and CPA, owner of JWellsCFO and Chief Operating Officer Steadfast Bookkeeping. Jeremy Wells is a distinguished entrepreneur and financial expert, recognized for his innovative approach to accounting and business strategy. He has dedicated his career to empowering small businesses and solopreneurs through comprehensive tax planning and strategic business advisory services. Jeremy specializes in tax planning and business strategy for small businesses and has been active in the field since 2018. Before his accounting career, he spent a decade as a college instructor. The conversation delves into Jeremy's unique approach to business, which emphasizes a subscription-based model rather than traditional billing methods, making his services accessible to small businesses and individuals starting their entrepreneurial journeys. Listeners can expect insights into navigating the challenges of running a business during the COVID-19 pandemic, along with Jeremy's expertise shared through his substack, J. Wells Tax, and his roles in various professional organizations. Tune in for valuable advice on tax strategy and business planning tailored for small businesses.