Why That $350K Practice Isn’t Worth What You Think

Andres Costa and Emily Goodman have acquired four accounting practices since 2021, expanding from a single location to five offices with a team of ten. They break down their acquisition strategy, from finding deals and structuring payment terms to handling employee transitions and raising client fees. Roger and Annie dig into the hard realities of practice valuations, including why a $350,000 firm might only be worth $200,000 and what sellers need to fix before they can command top dollar

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Chapters

• (00:00) - Introduction and Greetings
• (00:52) - Meet the Special Guests: Andre and Emily
• (01:55) - The Importance of Acquiring Firms
• (02:46) - Starting the Acquisition Journey
• (07:11) - First Acquisition Experiences
• (13:16) - Evaluating Potential Firms
• (26:20) - Maintaining and Scaling Operations
• (33:22) - Structuring Acquisition Deals
• (33:59) - Client Retention Strategies
• (35:18) - Evaluating Firm Value
• (37:03) - Challenges with Small Firms
• (40:15) - Owner Financing Benefits
• (48:17) - Raising Client Fees
• (51:02) - Transitioning Clients and Employees
• (59:32) - Final Advice for Buyers and Sellers

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Annie Schwab

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