This one is for the partners in public accounting. If you’re not a partner, you don’t have to stop reading, but I do have a favor to ask of the ones who are.

The favor is simple: before you sell, discuss personnel.

That’s it.

Why I’m Asking

There are two reasons behind this favor.

The first is the pipeline. The conversation about bringing people into public accounting and keeping them has been going on for a long time, and lately I’ve noticed the tone shift. It has become negative, sometimes almost angry. There are some rage farmers out there. I’d much rather be a hope farmer, and this favor is my way of planting something hopeful.

The second reason is that there’s an old model of public accounting and a new one.

Grow, Then Figure It Out

The old model goes like this: grow, and we’ll figure it out. Win the work, then sort out who will do it.

If you find yourself growing for the sake of growth and planning to figure it out later, you’re likely still working in the old model.

Figure It Out, Then Grow

The new model flips it: figure it out, then grow.

There’s a plan. There are intentions around the types of clients you want, the type of work you take on, and whether you have the resources to support that growth.

That’s the shift I’m asking for. Move a little more toward the new model, and frankly, a little more toward intention.

Talk About Capacity First

I know it’s selling season. It’s time to play golf, go to happy hours and networking events, and have lunches and breakfasts with referral sources you haven’t seen in months.

Great. Go sell.

But before you do, talk about personnel. Talk about your resources. Talk about your capacity, and what you actually have available in the coming season for people to do the work you’re about to sell.

Because the alternative is the experience public accounting keeps repeating: people working too many hours on work that never should have been sold.

We don’t have to keep going down that path.

That’s my favor. Before you sell, discuss personnel.

Grow With Intention

If you’re a CPA firm partner, owner or leader, executive coaching can help you decide what kind of growth you want, have the capacity conversation before the work arrives, and build a practice your team can sustain.

Explore coaching with The CPA Coach →

Related Perspectives

Continue exploring with The CPA Firm Leverage Problem, Preventing Burnout in CPA Firms: 6 Ways Leaders Can Improve the Team Experience, and CPA Firm Leaders: Your Team Is Watching What You Do.

Explore all Perspectives