This week on the Accounting Success Podcast is Josh Lance, Founder and Managing Director at Lance CPA Group, a virtual CPA firm based in Chicago.

Josh has many years of experience helping startups grow and develop through customized, value-added accounting, tax prep and coaching services. He spent most of his career at a top-10 national public accounting firm and then worked with high-net-worth individuals, managing cash flow and investments.

Check out our conversation here: https://itun.es/us/32T9db.c

What did we talk about? Here are some of the highlights:

  • How to make beer an integral part of your practice
  • How to attract clients from around the world without ever meeting them or taking them to lunch
  • Why clients are keeping important information from you (and what to do to fix it)
  • How to be an “accountability partner” to your business clients
  • The benefits of working with start-ups
  • Why Josh has eliminated hourly billing and offers an unlimited call and email policy
  • How to keep up with fast-changing technology

Josh is married to his college sweetheart Leesa, and they have 2 children. He enjoys spending his free time making wine at home, cooking, traveling, and cheering on his favorite teams: the Green Bay Packers and Everton FC in the English Premier League.
When he’s not spending time with his family, Josh is making strides to help small businesses reach their potential.

The Accounting Success Podcast is available on iTunes and airs Wednesdays at 11:00 am. You can listen anytime by going to https://itun.es/us/32T9db.c and downloading the latest episode. Or, you can tune in on YouTube on The Accounting Success channel at: https://www.youtube.com/channel/UCf8iui-YUVIhTxVCSItxV0w

This week’s guest on the Accounting Success Podcast is Hitendra Patil, Director of Practice Development at AccountantsWorld and also the author of a terrific new book called “Accountaneur: The Entrepreneurial Accountant.”

Gleaning lessons from neuroscience, technology, and behavioral economics, “Accountaneur” shows tax and accounting professionals what it takes to succeed in today’s dynamic competitive environment. In my opinion, if you are an accountant and you are breathing, “Accountaneur” is a must read. It’s especially timely given the changing accounting landscape and presents eye-opening insights into today’s emerging opportunities for accounting and tax professionals.

Check out our conversation here: https://itun.es/us/32T9db.c

Hitendra’s unique training and experience make him the perfect guest to discuss this week’s topic: that fascinating, mysterious, and occasionally beguiling entity known as the CPA mindset.
We delved into the CPA mindset – the good and the not-so-good – and explored what mindset changes we need to consider to maximize our potential. We also touched on:

  • Why the most successful entrepreneurs see risk as opportunity
  • What your clients are telling Facebook that they’re not telling you
  • How accountants could be the happiest people on earth
  • Lessons learned from Bill Gates and his “lazy employee” theory

Plus, Hitendra offered listeners a valuable gift. Any podcast listener interested in acquiring “Accountaneur: The Entrepreneurial Accountant,” can receive a 15 percent discount at: https://store.cpatrendlines.com/shop/accountaneur/ . Just use discount code acc15p.

Hitendra holds advanced degrees in business and science, and has spent decades working in technology-driven businesses, mostly in the financial services industry. He has been in the trenches with accountants and CPAs for over 10 years as the leader of a company producing work for accountants – giving him rare insight and perspective on our industry’s challenges and opportunities.

The Accounting Success Podcast is available on iTunes and airs Wednesdays at 11:00 am. You can listen anytime by going to https://itun.es/us/32T9db.c and downloading the latest episode. Or, you can tune in on YouTube on The Accounting Success channel at: https://www.youtube.com/channel/UCf8iui-YUVIhTxVCSItxV0w

The Accounting Success podcast is going from the spoken word to the printed word in an agreement announced with CPA Trendlines. “How Summit CPA Group Is Pioneering Virtual CFO Services” is the first article in a series featuring select guests from The Accounting Success broadcasts.

The series features accounting thought leaders and CPA firms who are doing things differently compared to their peers.

The first feature article is a good example. Jody Grunden and Adam Hale of Summit CPA Group (Fort Wayne, IN) are carving out a niche in virtual CFO Services. Since 2002 the firm has grown from one accountant to 16 and reached $3 million in annual revenue (projecting $4 million in 2017) – adding two to four new clients a month. All this is achieved with staff members who never come into the office, working with clients they’ve never met in person.

Other articles in the series will feature industry pioneers and entrepreneurs that are pushing, prodding and pulling the industry in exciting new directions . . . and changing the face of accounting.

CPA Trendlines is the bible for “actionable intelligence for the tax, accounting and finance community.” Tens of thousands of accountants subscribe to the publication for industry trends, strategies, and how-to insights. Busy CPAs appreciate its concise, no-fluff, information-rich articles.

With us this week on The Accounting Success podcast is Kyle Bryant, co-founder at Market Street Partners in Chattanooga, TN.

Kyle is an up-and-coming leader in the industry. Although a relatively young firm, Market Street Partners has experienced success almost from Day 1. We explore their unique path to growth. And we talk a bit about all the exciting things happening in Chattanooga, also known as “Gig City,” because it has the fastest Internet in the Western Hemisphere. Chattanooga has become a high-tech center, attracting top talent and birthing new startups at an impressive clip.

Check out our conversation here: https://itun.es/us/32T9db.c

Some of the topics Kyle and I discuss:

  • How to go from zero to 10 employees and 400 clients in one year
  • How associating with a business incubator can lead to fast growth
  • Ways to ‘Wow’ clients
  • How Millennials are creating a new kind of accounting firm
  • Why Chattanooga has become the Silicon Valley of the east

The Accounting Success Podcast is available on iTunes and airs Wednesdays at 11:00 am. You can listen anytime by going to https://itun.es/us/32T9db.c and downloading the latest episode. Or, you can tune in on YouTube on The Accounting Success channel at: https://www.youtube.com/channel/UCf8iui-YUVIhTxVCSItxV0w

On the podcast this week is Tom Angelo, the Managing Partner of Spire Group, PC and Spire IT in Clark, New Jersey.

With roots dating back over half a century, Spire Group, PC is a full-service CPA and Consulting firm specializing in accounting, assurance, tax, business advisory and technology services. Clients include startups, closely held family businesses, nonprofits and governmental entities, and high-net-worth individuals. The firm provides a breadth of services from business valuations and litigation assistance to Cloud computing to outsourced CFO consulting.

Tom has over 20 years of experience working with clients in the not-for-profit sector, including membership, health and welfare, and trade associations. In addition, he has worked with a variety of for-profit industries including manufacturing, retail, distribution & trucking, and professional services.

Check out our conversation here: https://itun.es/us/32T9db.c

My conversation with Tom covered several topics, including:

  • How Spire’s technology services grew over 40% in 2016
  • Why Tom is more entrepreneur than accountant
  • The difference between creating income vs. creating long-term value
  • The secret to keeping employee turnover to 2%
  • Opportunities in “the Internet of things”

Spire Group was named by Commerce Magazine as one of their “Companies That Care” for Spire’s generosity as a firm and their good work. Spire Group was also named an honoree for Inc.’s “Best Workplaces” Award.

Spire IT, meanwhile, is an affiliate of Spire Group and provides management and support of vital IT infrastructure – with services such as:
– Managed Network Monitoring
– Cloud and Remote Access Solutions
– Offsite backup and disaster recovery &
– Hosted Cloud Solutions

The Accounting Success Podcast is available on iTunes and airs Wednesdays at 11:00 am. You can listen anytime by going to https://itun.es/us/32T9db.c and downloading the latest episode. Or, you can tune in on YouTube on The Accounting Success channel at: https://www.youtube.com/channel/UCf8iui-YUVIhTxVCSItxV0w

Visiting with me on the podcast this week is Edward Bortnick, the Managing Partner of SKMB and Associates in Rockville, Maryland.

In addition to being a CPA, Edward is a Certified Valuation Analyst, a Master Analyst In Financial Forensics, a Certified Fraud Deterrence Analyst, and carries the designation Certified In Financial Forensics. Ed has appeared in Circuit, U.S. Bankruptcy, and other Federal courts to serve as an expert in business disputes, divorce and tax matters. In addition, he has issued business valuation reports on more than 100 entities.

Check out our conversation here: https://itun.es/us/32T9db.c

Here are some of the topics we covered:

  • The benefits to being proactive
  • How to find the right experts to solve clients’ needs
  • When growth can hurt a business
  • How advisory services have helped SKMB generate over 7 figures in additional compliance work
  • Secrets to why SKMB wants to stay under 15 professionals
  • The best way to find the right people for your firm
  • How SKMB has grown by utilizing non-traditional value-added services

Edward is a frequent guest speaker, and has presented programs for the Attorney CPA Association, the National Association of Certified Valuators and Analysts, the Society of Financial Professionals, and numerous law firms.

He is an instructor for the National Association of Certified Valuation Analysts and is the former president of the Maryland/DC Chapter of the National Association of Certified Valuators and Analysts.

The Accounting Success Podcast is available on iTunes and airs Wednesdays at 11:00 am. You can listen anytime by going to https://itun.es/us/32T9db.c and downloading the latest episode. Or, you can tune in on YouTube on The Accounting Success channel at: https://www.youtube.com/channel/UCf8iui-YUVIhTxVCSItxV0w

HaydenRock Solutions was profiled in a recent article in AccountingWEB.

Written by Melinda Camp of Sageworks, the article is entitled “Adding Advisory Services Starts With Your Clients,” and is an extensive interview with HaydenRock partners Bryan Eberle and Ian Welham.

Eberle and Welham were the main presenters in the Sageworks webinar, “How to Develop Predictable, Repeatable and Scalable Revenue Streams.” The article reviews the main points of the webinar, and is aimed at accountants who are exploring adding advisory services to their firm.

Camp explores the background and basis of The HaydenRock System™ and touches on the value of proven and tested processes and systems.

Here’s the link to the article: http://www.accountingweb.com/community/blogs/melinda-crump/adding-advisory-services-starts-with-your-clients

Sageworks is a financial information company that provides financial analysis and valuation applications to accounting firms.

This week’s guest is John Bly, the founding partner, CEO and leading visionary of LBA Haynes Strand in Greensboro, North Carolina.

LBA Haynes Strand has been built through a series of mergers and acquisitions. The firm made Inc. 5000’s list of the nation’s fastest growing privately held companies for 3 consecutive years, and ranks as one of the Top 25 CPA Firms in the Charlotte Region with three locations and over 70 professionals on staff.

Check out our conversation here: https://itun.es/us/32T9db.c

John shared some great stories and offered insights on:

  • How to grow a firm through 13 mergers and acquisitions
  • Why he’s more entrepreneur than CPA
  • The benefits to clients and accountants of simplified, all-inclusive pricing
  • An underused growth strategy that’s less risky and provides a quicker payout than more common strategies
  • What John considers his best business decision in his career
  • How outside experts can push your growth forward

John is a graduate of the Entrepreneurial Masters Program at MIT, a past recipient of the “Managing Partner Elite” Award from Accounting Today, and sits on the Global Board of Directors for the Entrepreneurs’ Organization. John is also the co-founder and Managing Director of LBA Haynes Strand Capital Advisors, which focuses on the capital needs of small to mid-sized companies.
In his spare time John is an author. He wrote the acclaimed book, Cracking the Code: An Entrepreneur’s Guide to Growing Your Business Through Mergers and Acquisitions for Pennies on the Dollar.

The Accounting Success Podcast is available on iTunes and airs Wednesdays at 11:00 am. You can listen anytime by going to https://itun.es/us/32T9db.c and downloading the latest episode. Or, you can tune in on YouTube on The Accounting Success channel at: https://www.youtube.com/channel/UCf8iui-YUVIhTxVCSItxV0w

This week, we travel to America’s heartland – to Great Bend, Kansas, hard by the Arkansas River. Visiting with us on the Accounting Success Podcast is Brian Staats, the Managing Partner of Adams, Brown, Beran & Ball, also known as ABBB.

Founded in 1945, ABBB has 150 employees, 14 partners and 14 office locations throughout the state of Kansas. Brian was born and raised in Garden City, Kansas, and joined the firm in 1988, right out of university. As managing partner, he oversees all aspects of firm management while also servicing clients. His areas of focus are in the agricultural industry, small business taxes, and estate planning.

Check out our conversation here: https://itun.es/us/32T9db.c

Brian and I discussed his 30-year journey with ABBB and:

  • Why more and more businesses are moving to Cloud accounting – and what it means to the modern CPA firm
  • What elder care has to do with a successful CPA firm in 2017
  • Ways to attract clients away from Big 4 accounting firms
  • Where the growth in outsourced CFO services is coming from
  • How to replace diminishing compliance work with more interesting and more profitable services
  • Reasons why he’s focusing on higher value-add services rather than traditional services

ABBB firm specialties include Agriculture, Construction, Manufacturing, and Oil & Gas, among others.

The Accounting Success Podcast is available on iTunes and airs Wednesdays at 11:00 am. You can listen anytime by going to https://itun.es/us/32T9db.c and downloading the latest episode. Or, you can tune in on YouTube on The Accounting Success channel at: https://www.youtube.com/channel/UCf8iui-YUVIhTxVCSItxV0w

Visiting with us this week on the Accounting Success Podcast was Andrew Argue, one of the most creative and right brain CPAs you’re going to meet, and an up-and-coming voice in the accounting profession.

Andrew began his accounting career at PwC, started racing up the corporate ladder, making senior partner at a young age, then made a complete 180-degree pivot and career change when he found his true calling. Today he’s the founder of AndrewArgue.com and runs a successful training program teaching CPAs, bookkeepers and Enrolled Agents how to develop and strengthen their sales and marketing skills so they can start to have a successful and growing practice.

Check out our conversation here: https://itun.es/us/32T9db.c

In the last 6 months alone, Andrew has helped 112 accounting firms in 5 different countries learn the fundamentals of sales, while also understanding how it relates to today’s modern economy with social media and the digital world. Many of his clients see rapid improvement in new client fees and are able to confidently shed clients that are a drag on the firm.

And here’s the juiciest part: Andrew’s approach goes against much of the conventional wisdom from bloggers and tweeters and shiny object promoters out there.

Here are some of the highlights of our conversation:

  • How to make sales and marketing less intimidating
  • How to establish value for the services you offer
  • Why he says, “The better your website, the less likely you are to be successful.”
  • How to create an effective marketing plan just by asking simple questions
  • The reason why some bookkeepers make more money than many CPAs
  • Beware your CPA license – it could be costing you business
  • The theory behind, “If you want better clients you need to be a better client”
  • How one client tripled growth in less than 18 months

The Accounting Success Podcast is available on iTunes and airs Wednesdays at 11:00 am. You can listen anytime by going to https://itun.es/us/32T9db.c and downloading the latest episode. Or, you can tune in on YouTube on The Accounting Success channel at: https://www.youtube.com/channel/UCf8iui-YUVIhTxVCSItxV0w