Эпизоды
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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 mindset shifts required to evolve from tax preparer to trusted advisor. If you're sitting on a book of business and wondering how to go from reactive to intentional, this one’s for you.
🔗 Connect with Kisha: Website: futurefinancialdesign.com LinkedIn: Kisha Shabazz, CPA @futurefinancialdesign on Facebook, TikTok, and Instagram
🎙 Want live coaching on the podcast? Apply at www.thepracticingaccountant.com/podcast
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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 niching, pricing power, the looming federal legalization of cannabis, and how AI is reshaping low-value work.
Whether you’re stuck in the generalist grind or thinking about pivoting to a niche with serious upside, this episode shows what’s possible when you go deep, not wide.
Learn more about Andrew at www.dopecfo.com, email him directly at HERE
More episodes and resources at www.thepracticingaccountant.com
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Пропущенные эпизоды?
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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 badass assistant, this episode explores real ways to grow a better firm with intentional choices—not just more hustle.
Want the simplest path to pricing power and fewer clients? Grab the free guide at www.thepracticingaccountant.com/vbp
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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, setting boundaries, and building a business on his terms. Plus: what Baskin-Robbins, hot dogs, and value-based pricing have in common.
If you're stuck in the volume game, this is your permission to get out.
🎯 Free value pricing guide: thepracticingaccountant.com/vbp
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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 share advice for new firm owners—like how to land early clients without getting stuck in bad pricing, when to niche, and why founder pricing might be the fastest path to pricing power.
✅ Free guide: How to set pricing that grows with you — thepracticingaccountant.com/vbp
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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 fractional CFO trying to grow your firm the smart way, don’t miss this conversation.
🔗 Download our free value pricing guide: thepracticingaccountant.com/vbp
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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 firms ignore long-term planning, and how shifting your offer to focus on outcomes—not tasks—can help you stand out and grow smarter.
👉 If you're ready to rethink your pricing and communicate real value, grab our free value pricing guide at thepracticingaccountant.com/vbp
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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 unfold
The post-deadline mistakes firms make that kill momentum
Why business development dials are stuck on zero when they should be heating up
A contrarian take on AI: stop obsessing and start fixing your pricing
This episode is a wake-up call — not just to debrief the season, but to break the hamster wheel before next year’s hits.
📘 Ready to take pricing seriously? Download our free value pricing guide at thepracticingaccountant.com/vbp
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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 faster than social media.
Where accountants are wasting time marketing (and what to do instead).
Why intentional business development now creates pricing power later.
Ready to build pricing power and future-proof your firm? 👉 Download the free Value Pricing Guide here: thepracticingaccountant.com/vbp
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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 authority.
🎯 Want to price with more confidence? Grab our free value pricing guide at thepracticingaccountant.com/vbp
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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 make things worse
The real reason most firms feel stuck (hint: it’s not client volume)
How to finally fix the underlying pricing and positioning problems that cause overwhelm
The overlooked “power moves” that increase profitability without adding work
Why niching down gives you instant pricing power—and a referral flywheel
What CPAs can learn from a study on employee retention in Alaska (!)
Whether you’re overwhelmed, underpaid, or just want to build a firm that supports your life, this episode will help you stop solving the wrong problem—and start building a better one.
👉 Get smarter pricing strategies + practical tools at www.thepracticingaccountant.com Then forward this to the one firm owner you know who really needs to hear it.
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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 small firm owners need to do right now to avoid falling behind.
You'll learn:
The difference between fixed-fee and true value-based pricing (and why it matters)
How to handle “scope moments” and get paid for out-of-scope work without guilt
Why AI is already cutting hours—and revenue—out of traditional workflows
What small firms can do to adapt and thrive, including adding value through relationships and advisory services
🔧 Bonus: Doug and Dan also introduce their free Value-Based Pricing Calculator, built to help you stop guessing and start pricing with confidence.
👉 Download it now at www.thepracticingaccountant.com/vbp
If you found this helpful, please like, share, and follow for more episodes on how to run a more profitable, future-ready accounting firm.
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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 before AI affects your pricing, staffing, or margins — think again. Doug and Dan talk through the two paths forward: volume or value. Big firms will win the volume game. But SOHOs still have a massive opportunity — if they start acting now.
Topics covered:
What AI agents are and why they matter (now)
How much time (and margin) bookkeeping firms stand to lose
Why billing by the hour is a ticking time bomb
What it really means to become an “advisor”
How to start planning for a future where AI does the transactional work
The “Plan B” every small firm needs
👉 If your business relies on doing what AI is about to do faster, better, and cheaper… you’ve got decisions to make. The good news? There’s still time to shift.
📩 Get on the newsletter for resources, updates, and upcoming programs: https://www.thepracticingaccountant.com
🎧 Like this episode? Share it with someone who needs to hear it, and leave a review to help more firm owners find us.
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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 (seriously), and being too busy to even think about it. The guys explore why this happens, the psychological baggage accountants carry, and most importantly, how to overcome it.
They share real strategies to help you break the cycle:
Why "feeling bad" is holding back your business
How to stop being a commodity and start being valued
What to say when clients ask for an explanation
How to test higher prices (without risking your whole firm)
And the mindset shift that changes everything
🔥 Whether you’re buried in 1040s or managing a full client roster, this episode is your reminder that you have pricing power—if you know how to use it.
✅ Want to test pricing or rethink your model? We’re offering free coaching sessions recorded anonymously (or publicly) for the podcast. Sign up here
🔗 More resources at: https://www.thepracticingaccountant.com📱 Join our Facebook Group: Click Here
🎧 Like the episode? Subscribe, leave a review, and share it with a fellow firm owner who's undercharging.
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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 to fixed fee/value-based pricing is paying off for firms (real data from January & February)✔️ The biggest challenge when switching from hourly to fixed fees (and how to overcome it)✔️ Why realization rates don’t matter anymore—focus on profit instead✔️ The new challenge for accountants: How do you become an advisor?✔️ Why transactional services will be replaced by AI—and how to protect your firm✔️ The #1 way to solidify client relationships so they never leave✔️ The real meaning of “coaching” and why most “coaches” for accountants are full of 💩
💡 NEW! Get Free Coaching on the PodcastWe’re inviting firm owners to join us for a live coaching session (recorded for the podcast). Bring your biggest challenge—whether it’s pricing, scaling, client management, or something else—and we’ll work through it with you. If you're interested, click here to sign up
📢 Connect with Us:Join our Facebook group for firm owners
👉 Enjoyed this episode? Subscribe, leave a review, and share it with a fellow accountant!
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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 overwhelm leads to paralysis and what to do about it✔️ The easiest way to get out of the “thinking trap” and start taking action✔️ How to make sure you never experience this level of burnout again✔️ The ultimate pricing test—are you charging enough?✔️ Why raising your rates won’t scare away most of your clients (and will actually make your firm stronger)✔️ The hard truth—if you’re miserable this season, it’s because of the choices you made
💡 NEW! Get Free Coaching on the PodcastWe’re inviting firm owners to join us for a live coaching session (recorded for the podcast). Bring your biggest challenge—whether it’s pricing, scaling, client management, or something else—and we’ll work through it with you. If you're interested, click here to sign up
📢 Connect with Us:Join our Facebook group for firm owners
👉 If this episode hit home for you, make sure to subscribe, leave a review, and share it with your network!
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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 in this episode:✔️ How CPAs can transition into specialized industries like cannabis✔️ The unique challenges of cannabis accounting and tax compliance✔️ The importance of niching down and how it leads to pricing power✔️ The growth of the cannabis market and future opportunities for accountants✔️ Raymond’s insights on finance, entrepreneurship, and capital management in the cannabis space✔️ Why finding work that aligns with your authentic self is key to long-term success
Connect with Raymond Guns & DOPE CFO:🔗 Website for accountants: https://www.dopecfo.com/🔗 Website for cannabis business owners: https://www.dopecfo.us/📧 Email: [email protected]
For more episodes, insights, and resources for firm owners, visit The Practicing Accountant.
If you enjoyed this episode, be sure to subscribe, leave a review, and share it with your accounting community!
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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 ownerThe tradeoff between high-touch service and scaling profitablyWhy pricing should reflect the level of access clients receiveThe inflection point where accountants have to choose between working harder or working smarterHow to reset client expectations and implement pricing tiers that reward your timeIf you’ve ever felt torn between providing personal service and growing your firm, this one’s for you.
👉 Tune in and start building a firm that supports the business—and life—you actually want.
🔗 Download our free resource on Value-Based Pricing: www.thepracticingaccountant.com/VBP
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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 actually means for accountantsWhy firms that embrace efficiency, profitability, and advisory services will thriveThe dangers of running a firm without a strategy (aka saying yes to everything and hoping for the best)How small firms can take lessons from PE-backed firms—without the outside investorsWhether you're looking to scale, maximize profitability, or just run a better firm, adopting this mindset will set you up for success.
👉 Tune in and start thinking like an investor in your own business.
🔗 Download our free resource on Value-Based Pricing here: www.thepracticingaccountant.com/VBP
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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 a colleague who shifted from value pricing to a subscription model, explaining the challenges of continuously justifying value year after year. Meanwhile, Dan highlights how their firm blends both approaches, using value-based pricing for onboarding and cleanup while maintaining a subscription for ongoing services. They also discuss the importance of pricing transparency, efficiency, and ensuring clients see the real impact of their accountant’s work—not just a list of tasks.
If you’re ready to stop trading time for money and start pricing your services based on impact, check out our free white paper on value-based pricing at The Practicing Accountant.
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