Jason Ackerman, Co-Managing Partner at BNA Advisors, helped grow the firm from a $1.5 million firm to over $7 million organically, without acquiring a single practice. He joined his father's firm in 2012, scaled the team from 14 to 35 people, and built systems that allow the firm to handle more than 2,000 individual tax returns per year. His approach combines practical technology adoption, intentional pricing strategy, and a long view on people and talent.

This is the fifth episode in our Power of Focus series and Jason's story is a strong example of what is possible when a firm stops trying to do everything and starts doing the right things well. This episode digs into the specific tools and tactics Jason's team is using right now, during tax season. His firm is rolling out 8821 authorizations for every client so they can pull IRS transcripts through Tax Now, catching payment discrepancies and missed filings before they become problems. They are also using a payment platform called Remission to schedule quarterly estimated payments for clients in one place. They’re reducing the back-and-forth and keeping the firm proactive rather than reactive. Both moves are part of a broader philosophy: reduce what the client has to do, increase what the firm can see.

The through line of this conversation is intentionality. Jason is not automating things for the sake of automation, he’s not chasing every new AI platform, and he’s not pricing low to win volume. Every decision connects back to a clear standard: does this make the practice better, or does it just add noise? That kind of focus, applied consistently over more than a decade, is how a $1.5 million firm becomes a $7 million firm without a single acquisition.

This episode is for CPA firm owners curious about building scalable systems without outside capital, practitioners ready to revisit their pricing strategy before the next season, firm managers wondering how to develop staff into more business-aware team members, and accounting practice owners thinking ahead about talent and technology in a changing industry.

Timestamps

• 00:36 - Jason Ackerman introduces BNA Advisors: $7M firm, organic growth, and co-founding a software startup
• 01:08 - Growing a CPA firm from $1.5M to $7M without acquisitions since 2012
• 02:21 - Series context: practice management tactics for tax season 2026
• 03:23 - Why tax compliance still requires real expertise despite the shift toward advisory
• 05:07 - The 8821 strategy: pulling IRS transcripts proactively for every accounting client
• 06:46 - Using Remission to schedule and track quarterly estimated tax payments
• 08:24 - The biggest operational pain points BNA solved as the firm scaled to 35 people
• 09:22 - Why Karbon became a cornerstone of BNA's CPA firm practice management system
• 10:52 - How to approach technology adoption: change one thing at a time
• 12:15 - How Jason evaluates new software as an early adopter in the accounting industry
• 13:22 - A measured take on AI tools: waiting for the market to shake out
• 15:56 - How private equity is reshaping the accounting talent pipeline
• 27:42 - Why value pricing is the single biggest lever for CPA firm owners preparing to sell
• 29:21 - Why pricing high from the start attracts better accounting clients and protects your time
• 30:38 - Book recommendation: discussion of the Karbon co-founder book featuring BNA

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

Chip Summers worked 2,900 hours a year for over 25 years. Every Saturday. Some Sundays. Always behind. Then he made a series of decisions that transformed his firm.

He raised prices across the board. He moved on from high-maintenance, low-return clients. He gave up control and let his staff handle work from start to finish. He invested in technology that made everyone more efficient. And in December 2025, for the first time in over 25 years, he was caught up. He had almost nothing to do. It felt weird, but wonderful.

Today, Chip's eight-person firm in Orangeburg, South Carolina doesn't work Saturdays anymore. They close every Friday after tax season. During tax season, they're only open half days on Fridays. His staff isn't burnt out. His clients bring organized documents instead of shoe boxes. And he's serving as Vice Chair of the South Carolina Board of Accountancy while running a healthier practice than he ever thought possible.

This is the fourth episode in our Power of Focus series, where we explore how CPA firm owners use focus as a strategic advantage. Chip's story shows that transformation doesn't happen overnight, but when you touch every aspect of your practice with intentional changes, the results compound.

The conversation covers:

• How working 2,900 hours a year with no end in sight became the motivation for change
• Why pricing was only part of the transformation, giving up control mattered just as much
• The year they set minimums and lost fewer than five clients
• How technology investments made the team more efficient without increasing hours
• Why closing Fridays after tax season boosted staff morale and reduced turnover
• The decision to exit attestation work and focus entirely on tax planning and consulting
• How being upfront about pricing changes led to almost zero pushback from clients

Chip's biggest lesson? You can't do it all yourself. Most accountants want to touch everything from start to finish. But when you structure your staff to handle work properly, invest in the right technology, and price your services to match the value you deliver, you create capacity you didn't know was possible. And that capacity changes everything.

This episode is for firm owners working too many hours for the revenue they're generating, leaders curious about how to delegate without losing quality, practitioners wondering if it's possible to run a firm without weekend work, and anyone ready to transform multiple aspects of their practice at once.

Time Stamps:
00:14 - Introduction: Chip Summers, Orangeburg CPA since 1991
01:34 - Serving as Vice Chair of SC Board of Accountancy
02:36 - The CPA firm that said yes to everyone for 45 years
03:18 - Why being everything to everybody became impossible
04:01 - Working 2,900 hours a year with no end in sight
05:32 - Caught up for the first time in 25 years: how it felt
06:10 - You can't do it all yourself: restructuring Accounting staff workflows
07:17 - Technology investments that made everyone more efficient
07:29 - Discussing pricing upfront and what changed
08:39 - From shoe boxes to organized Tax clients
09:24 - A completely different CPA firm than four years ago
10:21 - No more Saturday work for staff
10:57 - Raising prices 5-10% every year and losing fewer than five clients
12:03 - The biggest change: giving up control
13:27 - When staff burn out, th

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

Greg Toner kept only his best clients, raised prices, picked one niche, and grew his practice 15X.

While many CPAs accept any business that comes their way, Greg found success by being highly selective. He looked at his client list, identified the bottom 10% who weren't getting value from his work, and let them go. Then he raised fees on the clients who remained. His team didn't complain. His revenue didn't drop. And the capacity he created allowed him to focus exclusively on serving veterinarians across Canada.

Today, Greg works with 360 vet practices from coast to coast. He doesn't prepare tax returns anymore. He doesn't do bookkeeping. His role has evolved into technical sales and high-level tax planning because he built systems that allow his team to handle the rest. When you niche down and get really good at solving the same 15 problems over and over, referrals fly and close rates skyrocket.

This is the third episode in our Power of Focus series, where we explore how CPA firm owners use focus as a strategic advantage. Greg's story proves that the riches really are in the niches, but only if you're willing to make the hard decisions first.

Timestamps:
01:55 - How firing the wrong Accounting clients changed everything
03:18 - The APA spreadsheet that made the decision obvious
04:14 - Why his team was happy to see clients leave
04:57 - No revenue loss, not even in the short term
05:19 - The dam holding back good clients
06:17 - Why he joined APA (opportunistic, not desperate)
07:01 - From sole Accounting practitioner to 15X revenue
07:28 - Evolving from doer to technical sales role
09:11 - The mental leap of hiring high-salary staff for your CPA firm
11:07 - Solve the same problem 100 times, become a hero
12:23 - Why niching down made CPA Firm growth rapid
13:26 - 10 leads a week, high close rate
13:50 - How 15 vet clients became 360 across Canada
15:18 - The horror film basement full of paper files
16:56 - Book: 10x Is Easier Than 2x by Dan Sullivan