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

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393

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Aug 2026

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About the show

Growing Your Firm is the top podcast for ambitious firm owners to find tips, tactics, and strategies on how to grow their firm (or practice). In this podcast we'll be interviewing unique thought leaders in accounting, tax, and bookkeeping about topics including: practice management, marketing, social media, succession planning, partner relations, hiring, pricing, and much more.

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August 16, 202639 min

How Firms Are Reaching 7x EBITDA

Is your accounting practice built to scale—or positioned for a high-multiple exit? In this episode of Growing Your Firm, host David Cristello welcomes back Geoff Bruskin, founder and CEO of White Tiger Connections. Geoff pulls back the curtain on the current "white-hot" public accounting M&A market in 2026. From the rise of Fractional COO engagements to 7x+ EBITDA multiples, Jeff breaks down what buyers are looking for and why private equity (PE) plays fail 40% of the time when they ignore the human element of change management. Whether you're an Operations Manager looking to optimize workflow, a Managing Partner eyeing a future exit, or a CPA starting a firm, this episode is packed with real-world deal structures, go-to-market strategies, and tech implementation blueprints. In this episode, we explore: The Fractional COO Model: Why $1M to $20M accounting firms are hiring fractional executive leaders to build infrastructure for scale rather than overpaying for full-time roles. Inside a 7.4x EBITDA Deal: A deep dive into a $2.7M remote, subscription-based micro-platform firm asking $8M. The PE Spectrum (Successes vs. Failures): Why 30–40% of private equity acquisitions fail due to aggressive price hikes, poor software adoption, and staff turnover. The "Solutions Architect" Role: Why every growing practice needs an internal champion to bridge systems like CCH, TaxDome, Carbon, and CRM tools. Offensive vs. Defensive Strategy: How cross-selling Client Advisory Services (CAS) and wealth management can multiply your firm's enterprise value. Agentic AI & Claude CoWork: How modern leaders use AI agents to automate IT mapping, proposal scoping, and client deliverables. Key Deal Benchmarks Mentioned: Average Deal Multiple: 4x to 6x Adjusted EBITDA for traditional practices. Micro-Platform Multiples: Up to 7.4x+ for firms with 100% subscription models and balanced CAS/Tax integration. Solutions Architect Compensation: $60k to $150k annually (domestic or offshore) to eliminate technology friction. Featured Guest: Geoff Bruskin Take control of your practice: Optimize your workflow with Jetpack Workflow: https://bit.ly/4bj4a0H 🚀 Sign up for a 14-day free trial to Jetpack Workflow! https://app2.jetpackworkflow.com/auth/login 🚀 Stay Connected: Subscribe for bi-weekly stories from firm owners and modern accounting strategies. 👋 Say hi on social Facebook: https://www.facebook.com/jetpackworkflow LinkedIn: https://www.linkedin.com/company/jetpackworkflow Twitter: https://x.com/jetpackworkflow Instagram: https://www.instagram.com/jetpack_workflow/# 🎙 Listen to Growing Your Firm Podcast Apple Podcasts: https://podcasts.apple.com/us/podcast/growing-your-firm-strategies-for-accountants-cpas-bookkeepers/id923004172 Spotify: https://open.spotify.com/show/6MauXYaHFyS0rlb6L3Qb1U Stitcher: https://www.stitcher.com/podcast/jetpack-workflow/growing-your-firm #accounting #accountingfirm #firmgrowth #accountingworkflow

August 2, 202645 min

Firing Clients & Making $100K/mo

Can you run a thriving, hyper-local accounting practice while living in Mexico for four months of the year? Most accounting firm owners and managing partners assume that running a local firm requires being chained to a brick-and-mortar office—especially during busy seasons. In this episode of Growing Your Firm, host David Cristello sits down with Nancy McClelland, CPA (widely known as The Dancing Accountant). Nancy shares how she built a highly profitable, 100% remote, hyper-local firm in Chicago that allows her to spend every tax season working from Mexico. If you are a bookkeeping firm owner, a CPA starting a firm, or an operations manager trying to fix a broken tax season, this episode provides a masterclass in firm boundaries, client selection, and bookkeeper-to-tax-pro collaboration. In this episode, we unpack: The Hyper-Local Strategy: How Nancy built a 25-year-old firm serving only small businesses within a few specific Chicago neighborhoods. The "No Bookkeeping, No Tax" Rule: Why Nancy refuses to prepare tax returns for clients unless her team handles their monthly bookkeeping and advisory. Fixing the Bookkeeper-to-Tax Pro Handoff: Eliminating duplication of effort, preventing missed reconciliations, and creating a standardized "tax-ready" handoff checklist. Voting Clients Off the Island: How Nancy's team uses quarterly "paid happy hours" to identify and offboard clients who disrespect team members or drag down morale. Shunning "Growth for Growth's Sake": Why turning down new clients and focusing on deep advisory for a capped client base creates a more profitable, stress-free practice. Key Metrics & Workflow Takeaways: 100% Remote Flexibility: How Nancy transitioned her entire team to remote work over a decade ago using simple tools like Zoom, AirTable, and QBO. The Tax-Ready Bookkeeping Standard: Shifting year-end cleanups into recurring, junior-staff-driven monthly processes. Featured Guest: Nancy McClelland

July 19, 202641 min

CPA Firm Succession and Profitability Blueprint | Ira Rosenbloom

Are you running an accounting practice that can survive independent of your personal production, or are your key successors already looking for the nearest exit? In this episode of Growing Your Firm, host David Cristello sits down with Ira Rosenbloom, CEO of Optimum Strategies, known across the industry as the "Merger and Profitability Optimizer." With over 25 years of hands-on experience as a practicing CPA and managing partner, Ira pulls back the curtain on how to navigate the complex crossroads of generational change, standardizing client management, and securing maximum value for your firm. Whether you are a managing partner trying to transition equity, a CPAs starting a firm, or an operations manager driving software adoption, this masterclass changes how you view structural firm health. Inside This Episode, We Unpack: The Valuation Multiplier Trap: Why the fastest way to explosive growth isn't just jacking up client fees—it's analyzing fee tiers to identify where leakage actually occurs. Preventing Scope Creep: How to eliminate standard-to-actual time gaps by aligning your team with automated tracking and project margin thresholds. The "Gen-Z" Partnership Disconnect: Why your "locked-in" junior leaders are turning down partnership tracks—and how to redesign firm culture around outcomes instead of clock-punching. The Real Cost of Private Equity: A look at the 50-50 staff retention reality after a roll-up and what a boardroom buyout means for your long-term team autonomy. The Alternative Practice Model: How boutique independent firms can replicate private equity structures by integrating non-CPA advisory services to remain fiercely competitive. Ira's Golden Rule Checklist: The explicit strategic milestones every owner needs to implement between ages 55 and 65 to protect firm lineage. Key Metrics & Operational Takeaways For Firm Managers: Shed Equity Early: Why passing down fractional client liaison-ships ahead of retirement protects your client stickiness from a sudden talent walk-out. Client Tier Consolidation: Shifting bandwidth away from low-margin $3,500 compliance accounts to high-value strategic advisory. Featured Guest: Ira Rosenbloom

July 5, 202630 min

How to Build and Sell a 2M CPA and Law Firm | Mike Payne

Whether you're a CPA starting a firm, an operations manager, or a managing partner looking at succession options, understanding what actually drives firm valuation in today's intense M&A market is critical. In this episode of Growing Your Firm, host David Cristello sits down with Mike Payne, a veteran M&A consultant who has spent nearly two decades facilitating accounting firm mergers, acquisitions, and private equity investments. Mike pulls back the curtain on transactions ranging from $1M to over $100M to explain exactly how buyers evaluate practices and why the traditional metrics you read about are often just hearsay. In this episode, we explore: The Revenue vs. EBITDA Shift: Why the accounting world has fundamentally shifted from gross revenue multiples to Adjusted EBITDA valuations. The Private Equity (PE) Reality: How the massive influx of outside capital is reshaping deal structures, increasing cash at the table, and forcing traditional firms to change. The CAS and Tax Premium: Why a strong Client Accounting Services (CAS) department and recurring, sticky tax revenue can instantly add multiples to your firm's value. The "Airport Test" for Culture: Why early-stage deal-making fails without alignment on culture, leadership, and operational tech stacks. Stress-Testing Internal Succession: Real-world tactical advice for firm owners who want to successfully pass the baton to the next generation of junior partners. The Fiercely Independent Path: Why selling isn't your only choice, and how to build a highly profitable, independent firm by playing defense against consolidation. Key Benchmarks Mentioned: Healthy Profitability: Why 30% to 35% bottom-line profit (pre-owner compensation) is the gold standard benchmark for an attractive firm. Partner Billable Hours: The hidden red flag of high partner-level billable hours that can tank your valuation during due diligence. Featured Guest: Mike Payne

June 21, 202641 min

Solo CPA to $290k Revenue | Yuri Kapilovich

Can you run a hyper-profitable tax and advisory firm while heavily restricting your personal work hours? Most accounting firm owners and managing partners assume that scaling past six figures requires sacrificing their personal life to the grind. In this episode of Growing Your Firm, host David Cristello sits down with Yuri Kapilovich, Managing Partner of Kapilovich and Associates—known across social media as "The Fun CPA." After spending over a decade handling high-net-worth clients at giant tax firms, Yuri stepped out on his own to build an ultra-lean, highly optimized practice. Yuri pulls back the curtain on how he structure-built his firm to generate nearly $290k in gross revenue while working only 15 to 25 hours a week! If you're a bookkeeping firm owner, a CPA starting a firm, or an operations manager, this step-by-step masterclass reveals how pricing alignment directly builds lifestyle freedom. In this episode, we explore: The "Fun CPA" Blueprint: How leaning into raw, honest, and unconventional branding on LinkedIn unlocked massive organic growth. The $2,000 Minimum Baseline: Why establishing rigid price floors protects your team's capacity and eliminates low-margin, high-volume compliance traps. The Three-Tier Revenue Split: Breaking down Yuri's $290k engine—from seasonal tax preparation to core quarterly advisory and monthly recurring client accounting services (CAS). The Ultimate Solo Leverage Strategy: Managing 80 high-value business clients by hyper-utilizing part-time specialized contractor support. Social Media vs. Firm Reality: An honest discussion on managing the mental toll of online comparison and how to strategically filter out vanity metrics. Key Metrics and Firm Benchmarks Mentioned: Average Relationship Value: $3,500 to $3,600 per client. The "3x" Capacity Rule: Ensuring your fractional team or software tools produce three times their compensation footprint to maintain an elite profit margin. Featured Guest: Yuri Kapilovich

June 7, 202633 min

How This CPA Built and Sold a $2M Accounting Firm with Adam Shay

Are you a firm owner trying to break past that next big growth plateau? Many managing partners and bookkeeping firm owners find themselves stuck in the daily grind, struggling to build a practice that can survive independent of their personal production. In this episode of Growing Your Firm, host Dave Cristello sits down with Adam Shay, CPA, a dad, entrepreneur, and high-performance firm coach. Adam pulls back the curtain on his own journey of building, scaling, and ultimately selling a multimillion-dollar accounting firm. Today, through Share the Knowledge LLC, he helps fellow owners design companies built with intention—and positioned perfectly for a future exit. Whether you are an operations manager trying to optimize workflow or a CPA starting a firm from scratch, this episode offers practical, data-driven strategies to maximize structural efficiency. In this episode, we unpack: The Firm Snapshot: What Adam's firm looked like two years prior to a successful sale (10 team members and nearly $2M in revenue). Ditching the Compliance Trap: Moving clients to a mandatory high-value advisory package that features proactive tax planning. The "Broken Process Document": Adam's highly practical, low-friction Google Sheets strategy that empowers teams to log workflow bottlenecks as they happen. Capacity & Staff Ownership: How to encourage senior team members to bring proposed solutions rather than just dumping problems on management. The Multiplier Mindset: Key metrics to track weekly, including labor efficiency ratios and technical rework percentages. A Candid Look at M&A: The real-world nuances of working with specialized brokers and navigating post-merger transition periods. Featured Guest: Adam Shay

May 23, 202640 min

How This Accounting Firm From 0 to $10M in 7 Years with Joe Manganelli

Are you running an accounting practice that relies entirely on your own personal production, or have you built a scalable business that can exist independently of you? For accounting firm owners, managing partners, and CPAs starting firms, understanding how to shift from manual operations to an acquirable business model is the ultimate goal. In this episode of Growing Your Firm, host David Cristello sits down with Joe Manganelli, the former founder and CEO of Calculate. Joe shares his incredible journey of launching, scaling, and successfully selling his outsourced CFO and accounting firm in under seven years. He pulls back the curtain on his aggressive top-line growth strategies, pricing models, and how he scaled his team to nearly 45 headcounts with zero outside funding. In this episode, we explore: - The Bootstrapped Blueprint: How Joe scaled Calculate to a $10M run rate without taking on venture capital or outside investment. - Top-Line Growth vs. Profitability: The strategic decisions behind running a high-growth firm (averaging 75%+ year-over-year) with modest margins. - Frictionless Client Acquisition: Transitioning from exhausting networking events to building a highly efficient, inbound B2B referral network. - The "Experienced" Hiring Strategy: Why your first operations managers and team members should have more experience than you do to truly offload workflow responsibilities. - The Reality of M&A: What the modern sale structure looks like for accounting firms, from equity rollovers to earnouts and transition periods.

May 8, 202636 min

15 minutes to Complete a Month-End Close? Interview with Issac Perdomo

In this episode of Growing Your Firm, host David Cristello sits down with Isaac Perdomo, founder of Opzer, to discuss the practical application of AI and low-code/no-code tools in modern accounting practices. Isaac shares real-world case studies of firms drastically reducing manual workloads and increasing their capacity for high-value advisory services. In this episode, we explore: - The "Window of Opportunity": Why the next 12–24 months are critical for firms to adopt AI before the market settles. - Beyond the Hype: Moving from generic ChatGPT use to building bespoke internal tools with Claude, Replit, and Lovable. - The 15-Minute Close: How a case study firm reduced bookkeeping time from 2 hours to 15 minutes per client using automated workflows. - Quality Assurance (QA) with AI: Using LLMs as an additional layer of review for financial statements and deliverables. - Vibe Coding & Custom Apps: Why the era of the "30-app tech stack" is evolving into firms building their own specialized internal software. - Sentiment Analysis: How to use meeting transcripts from tools like Granola or Fireflies to detect client dissatisfaction before they churn. Key Tools Discussed: - Automation Engines: Make.com, n8n, and Zapier. - AI Models: Claude and ChatGPT. - Prototyping: Lovable and Replit. - Meeting Intelligence: Granola, Fireflies, and Fathom. Featured Guest: Isaac Perdomo

April 25, 202631 min

How to Build a 90% Automated Accounting Firm

Is the traditional general ledger dead? As small businesses and startups demand real-time data, the standard "wait two weeks for a black-and-white P&L" model is becoming obsolete. In this episode of Growing Your Firm, host David Cristello sits down with Jeff Seibert , co-founder and CEO of Digits and former Head of Consumer Product at Twitter (now X). Jeff reveals why he spent over five years and $100M in venture capital to rebuild accounting software from the ground up to be AI-native. Whether you're a firm owner looking to scale or a tech-forward CPA, this conversation explores how "Agentic Accounting" is moving the profession from manual data entry to high-level advisory. In this episode, we discuss: The Genesis of Digits: How Jeff's experience scaling Twitter exposed the massive data gap between engineering and finance. What is an Agentic General Ledger? Moving beyond "bolt-on" AI to a vector-graph data model where the intelligence is baked into the ledger itself. Automating the Month-End Close: Why Jeff predicts 90% of bookkeeping, reconciliation, and schedules will be automated by the end of 2026. Classification Accuracy: Why LLMs (like ChatGPT) fail at bookkeeping and how Digits achieved 97% accuracy using custom predictive models. The Future of Firm Competition: Why the gap between AI-adopting firms and traditional firms will create a "margin opportunity" that reshapes the industry. Jeff's Top AI Tools for Founders: Insights into Whispr Flow (for voice dictation) and Granola (for frictionless meeting notes).

April 10, 202638 min

Why Accountants Are Leaving Money on the Table (And How to Fix It)

Are you tired of the "compliance grind"? Most accountants overlook a goldmine sitting right in their current database: Tax Resolution . With over 27 million Americans currently facing IRS issues, the demand for representation has never been higher. In this episode of Growing Your Firm , host David Cristello sits down with Michael Rozbruch , founder of Roz Strategies and a pioneer in the tax resolution industry. Michael shares how he grew a practice from his dining room table to a $23 million-a-year powerhouse and why now is the best time in history for firms to enter this space. In this episode, we explore: The "Stealth" Referral Letter: How to generate $5k–$10k cases from your existing clients without spending a dime on ads. The 4 Collection Alternatives: Michael simplifies the IRS maze into four main outcomes (Installment Agreements, Offer in Compromise, Penalty Abatement, and Currently Not Collectible). The $6,000 Marketing Campaign: A step-by-step breakdown of the "Old School" direct mail strategy that targets PTIN holders and generates consistent inbound leads. The "Sales Prevention" Department: Why not answering your phone live is costing you hundreds of thousands in potential fees. The IRS "Mega API": How the government's transition to AI and machine learning will exponentially increase enforcement and audits in 2025/2026. The Tax Resolution Intake Script: Michael reveals the "Psychologically Induced" questions every firm should ask to qualify leads, including: "Does the IRS claim you owe $10,000 or more?" "Has the IRS levied your bank account yet ?" "Has the IRS garnished your paycheck yet ?"