Part of the Power of Focus Mini-Series

What really separates great accounting firms from the rest?

That question is what led Brannon Poe and Ian Brennan to put together this mini-series. And after years of working with firm owners across the country, lifting up the hood on hundreds of practices, the answer kept coming back to the same thing: focus.

Welcome to the Power of Focus, a mini-series produced in partnership with Accounting Practice Academy. Throughout the series, you'll hear from APA alumni, members of our Poe Group team, and other industry voices sharing real-world perspectives on what happens when firm owners get deliberate about where they put their energy. Whether that's focusing on the right clients, the right staff, the right type of work, or simply on where you as the owner add the most value, the firms that get this right see results that compound over time.

THE CONVERSATION COVERS:

Why 80% of accounting firms are underperforming, and what the top 20% are doing differently
Two distinct models for a highly profitable practice (high complexity/high value vs. high volume/high efficiency) and why most firms get stuck between them
The "closet analogy": why pruning before you can grow is the move most owners resist
How client selection may be the single biggest lever in your practice
The fear behind price increases, and why most firm owners are sitting on more pricing power than they realize
What it looks like when a younger, entrepreneurial owner grabs hold of these concepts and runs with them

Timestamps:
00:00 Introduction and episode overview
01:49 Where Brannon's thinking on focus began: the 80/20 Principle
02:50 What the Pareto Principle is and why it shows up everywhere
04:43 How reviewing hundreds of CPA firm financials revealed the pattern
06:24 A real-world example: $2.3M revenue, $1M owner cash flow, 3 months off
08:06 Two models for a highly profitable CPA firm
10:40 Niching down as a focus strategy, and why it scales faster
12:01 Delivering value as the core of everything
13:04 The closet analogy: you can't add until you prune
16:19 APA alumni spotlight: Bill and Chris Murphy and the first domino
20:09 Why creating capacity through price increases often doesn't work the way you'd hope
21:52 The shortage of CPAs and what it means for your pricing power
23:45 How to identify your right clients (the answer is already in your practice)
25:24 Asking your staff who they love working with
27:40 The mindset obstacle: the belief that you already know it all
28:25 Why change usually waits for a crisis, and how to change before one arrives
29:26 Greg Toner: what happens when a younger owner grabs the vision and runs

Download Now: https://poegroupadvisors.com/accounting-practice-academy/increase-letter/

Price increases are nothing to fear. The real challenge is effectively informing clients of these changes. Our templates will help you demonstrate your value and help clients understand the increases necessary to keep your firm afloat.

*Download now and receive:*
- (1) Major Fee Increase Letter Template
- (1) 20% Fee Increase Letter Template

What Makes an Accounting Firm Prosper? Key Insights from Helping Hundreds of Firm Owners

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What Makes an Accounting Firm Prosper? Key Insights from Helping Hundreds of Firm Owners