The Practicing Accountant

68. In this live coaching session, Doug sits down with Kisha Shabazz, CPA, who just wrapped her first full tax season after leaving corporate America. With 85 clients under her belt, Kisha is now facing the next challenge: how to transition into an advisory model that brings year-round value and pricing power without getting overwhelmed. We talk through packaging, pricing, onboarding, and the mind...

67. In this episode of The Practicing Accountant , Doug sits down with Andrew Hunzicker, CPA and founder of DOPE CFO, to unpack how he turned an unexpected niche—cannabis accounting—into a thriving business and national movement. Andrew shares how he went from burnout in oil & gas to becoming a leading expert in one of the fastest-growing, underserved industries in the U.S. They discuss nichin...

66. In this episode of The Practicing Accountant , Doug and Dan go back and forth on one simple—but powerful—thought experiment: if you had $10,000 to spend on your firm, how would you use it? They cover options that increase client quality, free up your time, strengthen your team, and boost your long-term marketing power. From firing a toxic client to hosting a niche event or investing in a badas...

65. Dan and Doug unpack the dangerous obsession with client volume and why it’s time to stop measuring success by how many people you serve. From Facebook group hot takes to real-world stories, they explore why having fewer, better clients leads to more freedom, better margins, and a business that actually serves you . Doug shares how one firm owner created pricing power by packaging services, set...

Episode 64: Over half of today’s accountants dream of starting their own firm—and nearly 80% of Gen Z accountants do too. But most new firm owners hit the same walls early on: pricing confusion, unclear offers, and the myth that you must “niche from day one.” In this episode, Doug and Dan reflect on what they'd do differently (and what they did right) in the early days of their firms. They sha...

Tired of chasing leads or pouring money into ads that don’t convert? This episode is all about co-firming —a simple, high-leverage strategy to get better clients by building referral relationships with other accounting firms. Doug and Dan break down what co-firming is, why it works (especially if you specialize), and how to put it into action this summer. If you're a bookkeeper, tax pro, or fracti...

Doug and Dan dive into a powerful client case study about concentration risk—when too much of your firm’s revenue depends on one client. In this episode, you'll hear real-world stories from Doug's coaching work with firm owners who are navigating everything from losing major clients to rethinking their entire offer. The guys also unpack the problem with generic service lists, why too many...

Doug’s been deep in it this week — coaching over a dozen accountants just days after the March 15th deadline. In this episode, he shares raw insights straight from the front lines: partner drama, people leaving to start firms, burnout, misaligned goals, and the surprising patterns showing up across firms of all sizes. We cover: Why partners are burning out and how staff are silently watching it un...

Busy season might be over, but the real work of building your firm starts now. In this episode, Doug and Dan talk about the hidden “aftershocks” of busy season — layoffs, client churn, and why now is the best time to crank up your business development dial. We dig into: Why “getting more clients” isn’t the real goal — it’s getting better clients. How networking (done right) can add ideal clients f...

What if offering fewer choices actually made clients say yes faster — and at higher prices? In this episode, Doug shares a real story of how cutting from three proposal options down to two led to better conversions, less confusion, and stronger positioning. We talk about how to make your value obvious, how to hold the line on pricing, and why “just dropping the price” is the fastest way to lose au...

In this episode of The Practicing Accountant , Doug and Dan unpack the results of a recent poll that asked: “If you could change ONE thing to improve your firm (or your life as a firm owner), what would it be?” The top answer? “Get more clients.” It’s the most common response—and also the one most likely to keep you on the hamster wheel. Doug and Dan break down: Why “more clients” might actually m...

In this episode of The Practicing Accountant , Doug and Dan dive into why value-based pricing is becoming essential—not just smart—in the age of AI. Doug shares a real-world coaching story of a firm shifting from hourly billing to fixed-fee pricing and how it paid off after just two months. They also break down how AI agents are already reshaping bookkeeping and monthly close workflows, and what s...

AI isn’t coming for your firm — it’s already here. In this episode of The Practicing Accountant , Doug shares a real story from inside a Top 60 firm that’s now using AI agents to fully automate the month-end close. He and Dan break down what this means for SOHO (single-owner, home office) firms and why most accountants are completely unprepared for what’s coming. If you think you still have years...

In this episode of The Practicing Accountant , Doug and Dan dig into the results of a recent poll that asked accountants: What's stopping you from raising your prices? The answers may not surprise you—but they should motivate you. They break down the top reasons firm owners avoid charging more: fear of losing clients, not knowing how to justify their price, feeling bad for charging more (serio...

March 15th (17th) is behind us, and April 15th is looming. In this episode of The Practicing Accountant , Doug and Dan break down two major conversations: how firms are transitioning from hourly to value-based pricing (with real-world results) and why now is the time to solidify your role as an advisor before AI disrupts transactional accounting work. What we cover in this episode: ✔️ Why moving t...

It’s crunch time—less than 40 days until the April 15th deadline. In this episode of The Practicing Accountant , Doug and Dan break down the biggest themes they’re seeing in the accounting world right now, from unproductive busy season habits to why pricing is the real root of your stress. What we cover in this episode: ✔️ Why so many accountants are stuck in an unproductive pace right now ✔️ How...

In this episode of The Practicing Accountant , Doug sits down with Raymond Guns, CPA , to discuss the evolving cannabis industry and how accounting professionals can carve out a niche in this rapidly growing market. Raymond shares his journey from public accounting to finance and ultimately to DOPE CFO , where he helps CPAs and cannabis business owners navigate this complex industry. What we cover...

We’re at halftime in busy season, and some accountants are losing their shit . The stress, long hours, and client demands are piling up, and it’s time to reassess what’s working and what isn’t. In this episode, Doug and Dan tackle a common struggle for growing firms: Clients resisting change when they no longer get direct access to the owner The tradeoff between high-touch service and scaling prof...

Doug and Dan dive into the idea of running your firm with a private equity mindset —not because you’re looking to sell, but because it’s the best way to build a profitable, sustainable business. With private equity firms rapidly acquiring accounting firms, those who want to remain independent need to think and operate like an investor. In this episode, they discuss: What a private equity mindset a...

In this episode of The Practicing Accountant , Doug and Dan dive into the ongoing debate between value-based pricing and subscription-based models, breaking down the pros and cons of each. They explore why hourly billing is becoming obsolete—especially with the rise of AI and automation—and discuss how firms can move toward more profitable and scalable pricing structures. Doug shares insights from...

In this episode of The Practicing Accountant, Doug and Dan tackle two critical topics for accountants: breaking the cycle of people-pleasing and mastering value-based pricing. They kick things off with a list of actionable strategies to help accountants reclaim their time and authority, from setting better boundaries to confidently communicating pricing without apology. The conversation then shift...

In this episode of The Practicing Accountant, Doug and Dan dive deep into the concept of value-based pricing—cutting through the clichés and getting to the actionable details. They explore why so many accounting firms struggle to embrace this transformative approach and discuss how shifting from time-based billing can open up significant opportunities for both profit and client satisfaction. Doug...

Busy season doesn’t have to mean putting business development on hold. In this episode of The Practicing Accountant, Doug and Dan share actionable strategies to maintain momentum during your busiest months. From carving out time for networking to experimenting with pricing models when demand is high, they explore how small, intentional actions now can yield better clients, higher fees, and more co...

In this episode of The Practicing Accountant, Doug and Dan dive into Accounting Today's latest survey exploring the challenges and opportunities for accounting firms heading into the new year. The discussion highlights the ongoing struggle between optimism and resistance to change in the profession. They unpack the relevance of these trends for firm owners, including: The importance of refining se...

In this episode of The Practicing Accountant, Doug and Dan discuss the growth and opportunities in Client Advisory Services (CAS), driven by insights from the latest AICPA survey. They highlight the shift away from hourly billing toward fixed-price models, the importance of niching for profitability, and the growing role of higher-level services like CFO and business insights. Doug challenges list...