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

Jetpack Workflow
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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.

  1. 1d ago ·  Video

    How This CPA Firm Built a 250 Employee Practice | Toby Kommer

    What if the secret to building a highly scalable, multi-million dollar practice isn't just growing an accounting firm, but surrounding it with banking, legal, wealth management, and insurance services? In this episode of Growing Your Firm, host David Cristello sits down with Tobby Kommer, CEO of Haga Kommer and President of Aspire Bank and Aspire Insurance. Tobby brings a unique background from the banking and M&A sectors, rather than traditional public accounting, allowing him to rethink the entire accounting firm business model. Over the last decade, Tobby has led over 35 acquisitions of CPA firms, growing his practice from a 12-person team to over 250 employees across 15 locations. He shares his exact framework for running an acquisitive firm, restructuring partner and staff compensation around production instead of billable hours, and preparing his company for a 100% Employee Stock Ownership Plan (ESOP) transition. In this episode, we explore: The Integrated One-Stop Shop: Why bringing banking, legal, wealth management, insurance, and CPA services under one umbrella creates the ultimate client retention engine. The CPA as the "Center of the Universe": Why Tobby originally thought banking would lead the client relationship—and why CPAs actually hold far more client trust. Acquiring 5 to 8 CPA Firms Annually: How Haga Kommer positions itself as the "acquirer of choice" for 1M–2M firms looking for an alternative to private equity. Replacing Billable Hours with Production Pay: How Tobby structures salary increases and trimester reviews based on output rather than time logged. Eliminating Firm Hierarchy: Why Haga Kommer dropped traditional titles (Associate, Senior, Manager, Partner) in favor of transparent, production-based compensation. The Internal Leadership Academy: How Tobby uses quarterly 2-day offsites, book reviews (like The Five Dysfunctions of a Team), and sports documentary studies (like The Last Dance) to train emerging leaders. Transitioning to an ESOP: Why Tobby is transitioning his 100% single-owner equity model into an employee-owned firm. Key Metrics & Operational Frameworks: Scale Benchmark: 250+ employees across 15 offices, with a target client size of $10M and under in revenue. Office Structure: Hub-and-spoke model keeping individual locations small and personal (10–20 employees) with back-office corporate support. Culture Alignment: Open P&Ls shared down to administrative assistants to align performance with overall firm health. Featured Guest: Toby Kommer

  2. Oct 4 ·  Video

    How to Scale Your CPA Firm Beyond Referrals | Expert Panel

    Is your firm relying entirely on word-of-mouth referrals to grow? While client referrals bring in warm leads, they make controlling your growth trajectory nearly impossible.  To build a high-performing advisory practice, you need a predictable, repeatable go-to-market engine. In this live panel session from the Growing Your Firm Summit, host David Cristello moderates a discussion with three firm leaders who have built, scaled, and transformed modern advisory practices: Shane Mason – Co-Founder at Nimble (led 8 years of hyper-growth) Marcus Dillon – Founder & CEO at Dillon Business Advisors (DBA) Roman Villard – Founder at Fullcent From custom proposal generation and gatekeeping bad-fit clients to positioning your brand on LinkedIn and utilizing LLM files for SEO, this panel provides a practical blueprint for accounting and bookkeeping firm leaders. In this episode, we explore: Moving Beyond Referrals: Why you need an active sales and marketing engine to control your firm's pipeline and timing. Educating Referral Partners: How defining your Ideal Client Profile (ICP) prevents partners from sending low-margin, bad-fit leads. Packaging vs. Customization: The debate between standardized internal baseline packages vs. tailored client proposals. The "Gatekeeper" Sales Role: Why hiring the right sales lead to filter out non-communicative or uncooperative prospects protects your service team. Targeted Niche Networking: How attending industry-specific events (e.g., dental or construction conferences) with top clients drives warm, high-trust leads. AI for Go-To-Market & SEO: How to use LLM.txt and robots.txt files on your website to ensure AI models recommend your firm in search results. Avoiding "AI Slop": Leveraging Claude and custom GPTs to streamline 60% of proposal drafting without losing your human voice. Key Takeaways & Frameworks: B2B Partnership Channels: Partnering with specialized CFOs or legal professionals who need an execution arm for accounting and bookkeeping. Language Alignment: Using the specific language, metrics, and goals of your clients (e.g., "exit-readiness" instead of "month-end close") in sales conversations. Single-Software Focus: Why mastering one core accounting application (e.g., QBO or Xero) drives internal team delivery speed. Featured Guest:  Marcus Dillon Shane Rowley Roman Villard

  3. Sep 27 ·  Video

    This LIE About AI Will Hurt Your CPA Firm | Preston Cardwell

    Are you feeling overwhelmed by the endless wave of AI tools, new models, and vendor hype? Many accounting firm owners, managing partners, and CPAs starting firms know that AI is reshaping the industry, but they don't know where to actually start without getting lost in the noise. In this episode of Growing Your Firm, host David Cristello sits down with Preston Cardwell, founder of Memorial Ridge. As a CPA-led AI and automation partner, Preston helps small-to-midsize accounting firms (10–30 employees) map their processes, train staff on practical AI applications, and implement high-impact workflows. Preston breaks down why most firm leaders overcomplicate AI, the top high-yield use cases to implement first, and the truth behind the lie that "AI won't replace accountants." In this episode, we explore: Where to Start with AI: Why every AI implementation must begin with process mapping and a tech stack audit. High-Yield Use Cases: Solving common operational pain points across client communication, inbox management, and document intake. Cutting Through the AI Noise: Why mastering core tools like Claude CoWork or Microsoft CoPilot gets firms 98% of the value without endless shiny object syndrome. The Hiring Shift Reality: Why AI will change hiring cycles, job titles, and output expectations for new grads and senior staff. Overcoming Adoption Bottlenecks: How to cultivate "AI Champions" in your firm to build agents and lead change management. The Future Operating System for Accountants: How AI models are becoming the central data operating system for firm advisory and client insights. Key Takeaways & AI Tools Mentioned: Primary AI Platforms: Claude CoWork, OpenAI Codec/ChatGPT, and Microsoft CoPilot. Process Mapping First: Focus on automating repetitive administrative tasks (document collection, follow-ups, draft emails) to free up advisory capacity. Data Integration: Consolidating client communication into single-source AI layers.   Featured Guest: Preston Cardwell #accounting #accountingfirm #firmgrowth #accountingworkflow

  4. Sep 20 ·  Video

    How Expert CAS Leaders Scale Accounting Operations | Panel Masterclass

    Are your firm's internal processes starting to creak under the weight of new growth? When scaling a Client Accounting Services (CAS) or advisory practice, standardizing workflows, managing team capacity, and maintaining quality control become the ultimate operational test. In this live panel session from the Growing Your Firm Summit, host David Cristello brings together a "Council of Operations Experts" to discuss how to build sustainable systems that scale without causing team burnout: Amy McCarty – Director of Operations at Dillon Business Advisors (20+ years coaching firm leaders) AJ Zapata – Co-Founder & COO at Maverick (grew his book of business to $1M in 9 months flat) Melanie – Systems & Admin Lead at Soren Whether you are an operations manager driving software adoption, a bookkeeping firm owner, a managing partner, or a CPA starting a firm, this panel provides actionable blueprints to streamline practice management and elevate firm performance. In this episode, we unpack: Identifying Bottlenecks Early: Practical daily and weekly rituals to spot stale tasks and capacity friction in tools like Canopy and Carbon before they derail deadlines. The "Bat Signal" Onboarding Method: How Maverick uses dedicated, loud-and-proud communication channels to keep new client onboarding on track. Frictionless AI Workflows: Real-world use cases for Microsoft Copilot, Claude CoWork, and Notion for automated call summaries, data cleanup, and IRS notice response templates. Gamifying Firm Improvements: How Dillon Business Advisors uses the "Optimus Pessimus" game to get team buy-in on process changes and achieve an 80% on-time financial delivery rate. The "Start When Ready" Onboarding Rule: Why slowing down the onboarding process to ensure complete data collection actually speeds up firm delivery and protects staff sanity. Setting Up Your First Ops Hire: How to delegate authority, clean up baseline data, and "let your operations team cook" so firm leaders can focus on strategy. Key Takeaways & Operational Frameworks: Financial Delivery Incentives: Rewarding teams for delivering monthly client reports by the 15th with clear open-item disclosure rules. Office Hours for Feedback: Holding bi-weekly 30-minute open office hours to uncover hidden software friction points and train staff on quick efficiency wins. Data-First AI Readiness: Why clean, centralized client data is mandatory before deploying automated agents. Featured Guests:  Amy McCarty AJ Zapata Melanie

  5. Sep 13 ·  Video

    How This Solo CPA Built a $500k Firm | Angel Zhen

    Can you run a half-million-dollar accounting practice completely solo without burning out? Most accounting firm owners and CPAs starting firms assume that scaling past $200k or $300k requires hiring a team of employees. But adding headcount often leads to higher overhead, management headaches, and less personal freedom. In this episode of Growing Your Firm, host David Cristello sits down with Angel Zhen, CPA—founder of Angel Zhen CPA and winner of the 2025 Digital CPA Innovative Practitioner Award. Angel shares how he built a single-person practice generating over $500,000 annually while taking 12 weeks of vacation every single year! Whether you're a bookkeeping firm owner, an operations manager, or a firm manager responsible for workflow, this episode offers a masterclass in pricing, positioning, tech selection, and firm design. In this episode, we explore: The Solo Firm Operating Model: How Angel scales past $500k without employees or managing a full-time staff. 12 Weeks of Sabbatical: How Angel designs his firm schedule around long-term travel (including 6-week trips to Asia) without dropping the ball for clients. The "Trusted Advisor" Positioning: Why building a strong online brand and website presence allows you to charge premium prices instead of competing on cost. Value-Based Tax Pricing: Shifting away from hourly billing and "tax prep" to position yourself as an essential tax planner and advisor. The Power of "Doing Less": Why focusing on client outcomes rather than information overload builds stronger client trust. Angel's Practical AI & Tech Stack: How he leverages TaxDome alongside LLMs like ChatGPT, Perplexity, Claude, and Blue J for research and workflow efficiency. Key Metrics & Firm Benchmarks: Firm Structure: 1-person firm with a lean, flexible contractor model. Revenue Benchmark: $500,000+ gross revenue. Client Count: ~300 nationwide clients managed through hyper-efficient software systems. Time Off: 12 weeks of vacation per year. Featured Guest: Angel Zhen

  6. Sep 6 ·  Video

    How AI Will Kill the Billable Hour in CPA Firms | Ron Baker

    Is the billable hour finally dead? While many in the accounting profession expected the competition for talent to end timesheets, the rise of artificial intelligence (AI) is delivering the final blow. If your firm is still pricing based on time and effort rather than value and outcomes, you are risking your margins in an AI-driven world. In this exclusive fireside chat from the Growing Your Firm Summit, host David Cristello sits down with Ron Baker, founder of the VeraSage Institute, author of 8 best-selling books, and co-host of The Soul of Enterprise podcast. Ron breaks down the core psychology of value pricing, why firms must transition from selling "services" to guiding "transformations," and how subscription models create predictable recurring revenue. In this episode, we explore: The Death of the Billable Hour: Why AI makes pricing by the hour obsolete—and what firms must do to adapt. Value is a Feeling, Not a Number: The psychological factors behind pricing and why nobody should price themselves. Fixed Pricing vs. Value Pricing: Understanding the key differences and why fixed pricing based on hourly estimates is just the starting point. The Concierge Firm Model: How to eliminate "scope creep" by staying in your lane and offering white-glove, subscription-based packages. AI Beyond Efficiency: Why treating AI like a co-collaborator to create value—rather than just a tool to save time—is the key to future firm growth. Ditching Timesheets: What to measure instead of hours to track performance, accountability, and project success. Bonus Segment: Jetpack Workflow Capacity Management Demo Starting at 33:40, David Cristello gives an exclusive first look at Jetpack Workflow Version 2's Capacity Management View. Learn how operations managers and firm managers responsible for workflow can: Gain full visibility into future team workloads across weeks and years. Prevent staff burnout by identifying over-capacity team members instantly. Filter capacity by role, industry expertise, and client packages. Make one-off or recurring project reassignments with drag-and-drop ease.   Featured Guest: Ron Baker

  7. Aug 30 ·  Video

    How to Safely Implement AI in a CPA Firm | Jan Haugo

    Is your accounting firm stuck between AI enthusiasts who move too fast and skeptical team members who refuse to adopt new technology? Bridging the gap between enthusiastic leadership and hesitant team members is one of the biggest challenges facing modern firms today. In this episode of Growing Your Firm, host David Cristello sits down with Jan Haugo, founder and AI researcher at smartaccountant.ai and co-author of Intuit's official AI certification curriculum. Jan researches and validates 50+ emerging AI tools annually for controllership, Record-to-Report (R2R), AP/AR, and advisory workflows. Jan breaks down how to bring your entire firm onboard with AI safely, navigate critical security and redaction requirements, and use AI to transform sales, onboarding, and advisory workflows. In this episode, we explore: Bridging the Team Divide: How to align AI enthusiasts and detractors to move the entire firm forward together. The Enterprise Security Advantage: Why staying within Microsoft Copilot or Google Gemini ecosystems solves the PII (Personally Identifiable Information) and redaction hurdles. The Danger of Adobe Redaction: Why blacking out text in PDFs isn't enough to hide underlying metadata from AI models. Mapping Workflows Backward: Why defining the desired outcome before selecting software leads to better automation. Building a Custom AI "Sales Agent": How to train AI on your unique brand voice to research prospects, analyze websites, and guide discovery calls in real time. The Bleeding Edge: How unified AI awareness layers (like Town.io) aggregate transcripts, email, and task managers into an automated personal assistant. Key AI Tools & Solutions Mentioned: Smart Accountant AI: smartaccountant.ai Enterprise AI: Microsoft Copilot, Google Gemini, and NotebookLM Workflow & Data Aggregation: Town.io, Notion, Asana, and SharePoint Custom AI Prompting: Claude and ChatGPT About Jan Haugo Jan Haugo is a leading AI researcher, trainer, and founder of smartaccountant.ai. She specializes in testing, validating, and deploying practical AI tools for controllership, financial close, and firm operations.   Featured Guest: Jan Haugo

  8. Aug 16

    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

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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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