Who's Really the BOSS?

Five KPIs Every Accounting Firm Should Be Tracking

Marcus and Rachel break down the five essential KPIs that drive firm value, using real data from over 200 accounting firms. They reveal how the average firm in their network decreased owner production hours by 12% while growing revenue by 10%, and share the exact backwards mapping framework they use to identify which levers to pull for improvement. Marcus also walks through DBA's 2024 price increase strategy that netted a 4% revenue gain despite losing $12,000 in monthly recurring clients.Introducing Collective by DBAhttps://collective.cpahttps://www.linkedin.com/company/collectivebydbaLearn More About Dillon Business Advisorshttps://www.dillonadvisors.comhttps://www.linkedin.com/company/dillonbusinessadvisorsSign up to get free CPE for listening to this podcasthttps://earmarkcpe.comDownload the Earmark CPE AppApple: https://apps.apple.com/us/app/earmark-cpe/id1562599728Android: https://play.google.com/store/apps/details?id=com.earmarkcpe.app(00:00) - Introduction and Life Updates (06:28) - Transition to Business Discussion (07:32) - Key Performance Indicators (KPIs) Overview (12:36) - Gross Revenue Insights (17:15) - Monthly Recurring Revenue (MRR) (23:33) - Revenue per Full-Time Equivalent (FTE) (27:39) - Earnings Before Owner Compensation (EBOC) (28:50) - Understanding EBOC and Valuation (30:09) - Profitability Trends and Analysis (31:10) - EBOC and Market Attractiveness (33:25) - Owner Production Hours and Efficiency (37:47) - Leveraging KPIs for Business Improvement (38:49) - Real-Life Examples of Business Levers (40:07) - Price Increases: Strategy and Impact (50:18) - Backward Mapping for KPI Improvement (53:56) - Final Thoughts and Encouragement

Planning Team Retreats That Actually Drive Results

Rachel and Marcus break down their year-end team retreat planning process, from the leadership framework they used to set 2026 goals to the logistics of bringing 25+ remote team members together. They share what they celebrate with their team, why financial transparency has built trust, and how they structure two days to focus on relationships rather than technical content. After doubling revenue through two acquisitions and organic growth, they explain why their 2026 focus shifts from "growth, not comfort" to "lead change, create impact."Introducing Collective by DBAhttps://collective.cpahttps://www.linkedin.com/company/collectivebydbaLearn More About Dillon Business Advisorshttps://www.dillonadvisors.comhttps://www.linkedin.com/company/dillonbusinessadvisorsSign up to get free CPE for listening to this podcasthttps://earmarkcpe.comDownload the Earmark CPE AppApple: https://apps.apple.com/us/app/earmark-cpe/id1562599728Android: https://play.google.com/store/apps/details?id=com.earmarkcpe.app(00:00) - Welcome to Who's Really the Boss (00:58) - Team Retreat Overview (04:15) - Leadership Planning Framework (13:08) - Retreat Logistics and Preparation (22:45) - Additional Retreat Activitiesy (32:31) - Spouses and Team Bonding (35:02) - Cost-Effective Team Events (35:53) - Leadership Team Goals and Transparency (39:01) - Retreats and Team Structure (40:16) - Team Changes and Vision Alignment (42:14) - Future Direction and Goals (54:06) - Wrapping Up and Looking Ahead

Niching Down and Scaling Up

Nick Liguori shares how he transformed his New Hampshire accounting firm into a med spa specialist, growing to seven employees and approaching $1 million in revenue within five years. He discusses the strategic decision to niche down despite losing legacy clients, implementing Team of Three for better delegation and scalability, and cutting client onboarding time from 60 days to 30 days. Nick also reveals his pricing evolution from $200/month packages to $2,000+ premium services, plus how industry specific conferences can generate better ROI than traditional marketing.Introducing Collective by DBAhttps://collective.cpahttps://www.linkedin.com/company/collectivebydbaLearn More About Dillon Business Advisorshttps://www.dillonadvisors.comhttps://www.linkedin.com/company/dillonbusinessadvisorsSign up to get free CPE for listening to this podcasthttps://earmarkcpe.comDownload the Earmark CPE AppApple: https://apps.apple.com/us/app/earmark-cpe/id1562599728Android: https://play.google.com/store/apps/details?id=com.earmarkcpe.app(00:00) - Welcome to Who's Really the Boss (01:03) - Nick's Background and Firm Overview (01:49) - Best Advice Ever Received (04:06) - Finding a Niche in the Med Spa Industry (09:42) - Marketing Strategies for Med Spa Clients (15:47) - Service Tiers and Team Structure (24:47) - The Role of Keeper in Streamlining Processes (28:41) - Future Goals and Revenue Targets (30:29) - Reducing Client Onboarding Time (35:43) - Reflections on Starting a Firm (37:02) - Pricing Evolution and Onboarding Fees (40:20) - Benefits of Working with Collective by DBA

Leading Change, Creating Impact: Highlights from Gather 2025

Marcus and Rachel recap Gather 2025, their fall event that brought 105 firm owners, leaders, and team members together in Grapevine, Texas. They walk through the four Ps framework for change management (purpose, picture, plan, and part) and share highlights from sessions on KPIs, firm valuation, AI agents, and collaborative problem-solving.Introducing Collective by DBAhttps://collective.cpahttps://www.linkedin.com/company/collectivebydbaLearn More About Dillon Business Advisorshttps://www.dillonadvisors.comhttps://www.linkedin.com/company/dillonbusinessadvisorsSign up to get free CPE for listening to this podcasthttps://earmarkcpe.comDownload the Earmark CPE AppApple: https://apps.apple.com/us/app/earmark-cpe/id1562599728Android: https://play.google.com/store/apps/details?id=com.earmarkcpe.app(00:00) - Welcome to Who's Really the Boss (01:45) - Event Details and Attendees (04:05) - Feedback and Highlights (09:10) - Upcoming Events (10:57) - Opening Session Insights (18:22) - Change Management Framework (23:14) - The Four Ps of Leading Through Change (24:53) - Importance of Defining Roles in Change (25:50) - Reflecting on Past Change Management (27:46) - Challenges for Leaders in Communicating Change (28:49) - Personal and Team Leadership in Change (29:36) - Event Recap: Setting the Stage for Success (32:48) - Diving into KPIs and Firm Performance (35:40) - Case Studies and Mastermind Groups (40:38) - Firm Challenges and Collaborative Solutions (44:24) - Innovative Use of AI and Technology (49:27) - Concluding Thoughts and Future Plans

$50K to $1.1M: Building a Firm with Your Spouse

James and Cindy Buss join Rachel and Marcus to share their 20-year journey building Buss CPA in Hartford, South Dakota, from surviving the 2008 recession to transforming their business model around fixed-fee engagements. The conversation covers their transition from hourly billing to monthly recurring revenue, navigating price increases, building a committee-based client acceptance process, and what it's really like when the operations manager gives her retirement notice years in advance. Both couples offer candid insights about communication, community support, and why treating clients well matters more than perfect execution.Learn More About Buss CPAhttps://busscpa.us/Introducing Collective by DBAhttps://collective.cpahttps://www.linkedin.com/company/collectivebydbaLearn More About Dillon Business Advisorshttps://www.dillonadvisors.comhttps://www.linkedin.com/company/dillonbusinessadvisorsSign up to get free CPE for listening to this podcasthttps://earmarkcpe.comDownload the Earmark CPE AppApple: https://apps.apple.com/us/app/earmark-cpe/id1562599728Android: https://play.google.com/store/apps/details?id=com.earmarkcpe.app(00:00) - Welcome to Who's Really the Boss (00:38) - Meet James and Cindy Buss (02:55) - James Introduces the Firm (06:50) - Cindy Shares Personal Life (19:41) - Cindy's Retirement Plans (23:21) - Evolution of the Firm (30:16) - Budgeting and Fee Structures (31:47) - Impact of Economic Downturns (33:25) - Goals and Initiatives (44:22) - Onboarding Fees and Client Management (49:35) - The Importance of Community and Peer Networks (59:31) - Conclusion and Final Thoughts