“Get the pricing wrong, and you’re going to see all those other things cascade.”

In this episode of Greater than the Sum, Mark welcomes Ryan Lazanis, who successfully scaled and sold a seven-figure accounting firm and is now providing support to fellow accountants through his work as a CEO of Future Firm.

As an experienced accountant, Ryan knows firsthand the tradeoffs that come with the risk-averse training of the profession. But if you want to run a business, you must be open to growing, learning, and innovating. And that often requires thinking outside of the box and taking calculated risks.

Ryan breaks down all the lessons learned from his entrepreneurship journey, from an accountant-specific point of view. He highlights the importance of pricing your offerings smartly and avoiding the pitfalls of undervaluing yourself.

He also shares some tried-and-true strategies for negotiating strong business deals, recognizing the areas where you need to grow, and continuously educating and bettering yourself as a firm owner.

This episode focuses on:

• Common mistakes that accounting firm owners make
• The essential tips for overcoming the knowledge gap as a business owner
• The importance of getting pricing right – and how it can impact everything else
• Ryan’s proven three-tier pricing approach to make discussions with clients straightforward and tension-free

Greater than the Sum helps small business owners and the accountants who serve them remove the guesswork from their business finances and gain back the time to focus on what really matters.

You can check out Plooto.com for resources, tips, and advice on how to get control over your cash flow.

Links from the episode:

Future Firm Accelerator Program: https://futurefirm.co/accelerator/

Ryan’s recommended books for accountants: https://futurefirm.co/best-books-for-accountants-to-read/

Spark Hire recruitment software: https://www.sparkhire.com/

Vervoe: https://vervoe.com/

Future Firm newsletter: https://futurefirm.co/newsletter/

Ryan’s LinkedIn: https://www.linkedin.com/in/ryanlazanis/

Chapter Markers:

[1:01] Introduction: Ryan’s business mission and purpose

[1:46] Advice for my past self: Reverse-engineer your business

[3:20] Lessons from entrepreneurship: Starting a business as an accountant

[5:40] Challenges of starting a business: The importance of a pricing strategy

[8:30] Cloud accounting then vs. now: Winning customers’ trust

[11:42] Common mistakes SMBs make: Pricing, marketing, talent acquisition

[13:43] Tactics for negotiating pricing: A three-tier framework

[17:42] Resources for improving your skills as a business owner

[19:22] The critical role of your pricing strategy on business

[22:21] How to find tools to transform your business

In this episode of Greater than the Sum, we’re joined by Tim Lynn and Jonah Tetz, co-founder and operations lead at Startup TNT.

Startup TNT – named after the company’s “Thursday Night Tradition” happy hours – is a non-profit that connects investors with Canadian startups.

The pair join our host Mark to talk about the company’s mission, history, and future, as well as venture capital funding and investment opportunities for local startups. They talk about

the importance of retaining talent in Canada, the unique ways they connect local investors with local startups and entrepreneurs, and how they support Canadian startups with both community and capital.

Startup TNT has just closed its first venture capital fund, and Tim and Jonah tell us about their approach to raising investment and how they plan to distribute it across their network of startups.

Finally, the conversation turns to the future of Startup TNT and how new technologies like Plooto maximize efficiencies in a scalable way.

This episode focuses on:

• The challenges of running a startup in Canada
• How Startup TNT stands out from other similar angel investors
• The opportunities for entrepreneurs in Canada, now and in the future
• The importance of culture and community, and how it can help avoid burnout

Greater than the Sum helps businesses and the accountants who serve them remove the guesswork from their finances and gain back the time to focus on what really matters.

You can check out Plooto.com for resources, tips, and advice on how to get control over your cash flow.

Links from the episode

Check out the resources mentioned in the interview with Tim and Jonah:

Startup TNT Website

Happy Hour events across Canada

Tim on LinkedIn

Jonah on LInkedIn

Chapter Markers

[0:49] Introduction to Tim and Jonah and to Startup TNT

[4:00] Common misconceptions about the venture space: Is it right for all businesses?

[4:55] The Startup TNT approach: What sets them apart from their competitors?

[7:08] The struggles Canadian startups face: How to raise capital at home

[08:07] Beyond funding: Education and mentorship through Startup TNT

[09:35] Their first venture capital fund: The game plan

[11:58] Secrets of a strong team culture: It starts at the very start

[13:13] Raising a million dollars: How to manage capital sustainably

[18:18] Trust and new technologies: How Plooto helped Startup TNT scale

[21:45] Canada loves startups: Government support across Alberta

[23:49] The future for Canadian startups: AI driving the future of UI

[27:02] Avoiding burnout: Culture and understanding from the top down

[30:25] Where to find out more about Startup TNT

“As we automate: the cost of delivering our service decreases, and that’s passed on to the [end] client.’”

In this episode of Greater than the Sum, Omar Visram, co-founder of bookkeeping firm Enkel, and Mark explore the unique challenges facing Enkel’s SMB and NPO clients. With the longstanding approvals and manual check-signing protocols that some still use, there’s an opportunity to inject efficiency into this payment process.

Omar talks us through some common mistakes NPOs are making and how new technologies are helping to drive efficiency, better cash control, and growth. Omar also discusses some of the success stories he has seen from businesses implementing new technologies and provides advice for those looking to take the first steps.

This episode focuses on:

• The challenges facing the financial health of SMBs and NPOs
• How new technologies are improving efficiencies for NPOs and SMBs
• How Omar is continuing to drive the evolution of NPO processes
• The benefits of consolidating your tech stack

Greater than the Sum helps small businesses – and the accountants and bookkeepers who serve them – remove the guesswork from their business finances and gain back the time to focus on what really matters.

Check out Plooto.com for resources, tips, and advice on how to support your clients in getting better control over their cash flow.

Links from the episode

Enkel’s website

Omar on LinkedIn

Dext

Payworks

The successful bookkeeper podcast

How I built this podcast

Chapter Markers

[1:05] Introduction: Getting to know Omar and Enkel

[2:17] Advice for my past self: Remember to enjoy life

[4:14] Unique challenges for SMBs and NPOs: Overhauling the process

[8:12] Identifying new technologies: Using automation for greater efficiency

[12:08] Knowing the numbers: The common mistakes NPOs make

[14:30] New technologies + experienced professionals = Efficiency, cash control and growth

[16:53] Modern bookkeeping for SMBs: Better outcomes for the end-client

[19:55] Consolidate your tool stack: Don’t waste time on multiple solutions

[24:20] Quickfire advice: Start small to grow smart

[25:28] When clients are slow to respond: Backlog zero

“It's the fear of, ‘What if I actually am not making money? Does that mean this is not a viable business?!’”

On this episode of Greater than the Sum, we sit down with Jami Monte, a self-employed CPA and founder of Chillbooks.

During this episode, Jami discusses the common misconceptions and mistakes that SMBs can make when they first start out in business. As an entrepreneur, she provides first-hand experience and advice on a smart approach to bookkeeping and financial planning.

Host Mark Assini talks with Jami about the role accountants and bookkeepers play with entrepreneurs, both professionally and personally. Jami shares recommendations for how accountants can rebrand themselves to attract clients, and she also goes on to provide practical advice on those early-day financial plans, including controlling one’s cash flow and overcoming the fear of failure.

Zero profits does not mean your business isn’t viable when you’re first starting out!

This episode focuses on:

• Actionable financial advice for early-stage SMBs
• Why bookkeeping should be seen as a skill rather than admin
• How to categorize your outgoings to keep track of your financial movements
• The best resources Jami uses to keep her business flowing

Greater than the Sum helps small business owners and operators remove the guesswork from their business finances and gain back the time to focus on what really matters.

You can check out Plooto.com for resources, tips, and advice on how to get control over your cash flow.

Links from the episode

Check out the resources mentioned in the interview with Jami:

Follow Jami on Instagram

Chillbooks

Guide to future-proofing small business cash flow

Project Management system Asana

Bookkeeping tool: QuickBooks

VideoTax.com as a place for resources

Chapter Markers

[1:01] Introduction: Jami and her business goals

[3:01] Advice for my past self: Create a healthy emergency fund when starting your own business

[3:36] Biggest bookkeeping misconceptions: It is not a “simple admin task”

[4:33] The common hurdles of a CPA: How to train someone who doesn’t think they need any more training

[6:39] The role of Accountants: Overcoming the jargon

[8:45] Practical ways to control cash flow: Forecasting & planning the future

[11:40] The importance of separating bank accounts: Understanding the separation of business and personal finances

[15:28] The fear of failure: Anxious thoughts holding back your business

[18:35] The benefits of categorization: Identifying your outgoings

[20:52] What the neighbors are doing: How AI and automation are improving your competitors products

[25:52] Quickfire advice: Streamlining payment support processes

[27:47] Managing burnout: Take time for yourself

“You need to have an unwavering belief in yourself and what you're doing that doesn't come from outside sources or validation.”

In this installment of Greater than the Sum, we were joined by Sean Freedman, Founder and President of logistics company Freightzy. Host Mark Assini digs into his business journey as a disruptor in the space, with Canada’s first carbon-neutral program for shippers, as well as his original approach to customer experience that you might not expect in logistics.

With the company’s launch coinciding with a major global pandemic, Sean discusses the need to think smarter for success. He gives his insight into the importance of scalable payment processes and cash flow as the cornerstones of expanding the business.

We get Sean’s perspective on technology adoption as he explains why strong integration with Freightzy’s existing Transportation Management System (TMS) is a prerequisite and why people and partners play a crucial part in successful adoption.

The interview is packed with advice for businesses targeting growth, as Sean shines a light on Freightzy’s intentional approach. A unique mix of conservative and quirky, it certainly gives those looking to disrupt mature markets food for thought.

This episode focuses on:

• Taking control of cash flow and payments
• Maintaining business as usual when integrating new technology
• How automation can transform operations
• Advice on sustainable business growth
• The value of strong partners and a professional network

Greater than the Sum is the interview series from Plooto that helps small business owners and operators – and the accountants who serve them – remove the guesswork from their business finances and gain back the time to focus on what really matters.

You can check out Plooto.com for resources, tips, and advice on how to better understand and get control over your cash flow.

Links from the episode:

https://www.freightzy.com/

https://www.freightzy.com/freightzy-merch

Chapter Markers

[0:59] Launching in 2020: Getting off the ground in uncertain times.

[2:51] Addressing emission missions: Carbon offsetting for shippers.

[4:10] Mastering cash flow: Navigating the peaks and valleys of new business finances

[7:47] Ditching manual, outdated payment processes: Building a better customer experience.

[10:21] Integrating new technology: Select the right products and people.

[14:38] Getting rid of bottlenecks: The impact of smooth payment processes.

[17:08] Protect your business: Surround yourself with a good professional network.

[18:41] Cash flow is king: The key to sustainable business growth.

[22:19] Quick fire questions: Automation, AI predictions, and advice.

[24:52] Surprising moments of delight: Injecting fun into a mature industry.

“The biggest lesson I've learned is don't plan for tomorrow; plan for next year and the year after that.”

In this episode of Greater than the Sum, we’re joined by Noah Maislin, President and CEO of Minutes Solutions. He sits down with host Mark Assini to walk through his entrepreneurial journey: the successes and challenges he faced building the organization from the ground up.

Around 70% of people will experience imposter syndrome in their lives. Noah talks about dealing with this head-on and focusing on building expertise in his field to overcome it.

We explore the key steps on Noah’s journey from start-up to established business: from starting to think long-term to gaining better control of financial operations.

Noah outlines the importance of networks for him as an entrepreneur as a way to temperature-check ideas, partners, and technologies.

We discuss the importance of finding the right banking and accounting providers and why being seen as a partner, not just a customer, makes a big difference.

Finally, in our pursuit to extract as many actionable insights as possible from our guests, we put Noah in the hot seat for some quick-fire questions on everything from integrating financial technologies to avoiding burnout.

This episode focuses on:

• Starting an entrepreneur journey and becoming an expert
• Using financial technology to streamline and claw back time
• Finding the right banking and accounting partners to support small business growth
• Thinking long term and being ready for the unforeseen
• Tapping into networks to stay across new financial technologies

Greater than the Sum is the interview series from Plooto that helps small business owners and operators – and the accountants who serve them – remove the guesswork from their business finances and gain back the time to focus on what really matters.

You can check out Plooto.com for resources, tips, and advice on how to get control over your cash flow.

Links from the episode:

Minutes Solutions https://minutessolutions.com/

Chapter Markers

[1:01] Creating Minute Solutions: Getting started as a start-up.

[3:47] Overcoming impostor syndrome: Establishing yourself as the expert.

[5:35] Building an exceptional team: Creating a robust training program for minute takers.

[6:51] Streamlining payment processes: Managing over 100 contractors per week.

[8:57] Taking control of finances: Finding the right banking partner to support growth as a small business.

[10:56] Evolving financial management: Moving away from a ‘scrappy start-up’ mentality to think strategically.

[11:58] Selecting the right accounting firm: The value of being seen as a partner.

[14:38] Forward thinking: Being prepared and planning to deal with the unexpected.

[16:42] Adopting new financial technologies: Vetting options available and ensuring value-add for your business.

[22:48] Managing small business operations: Quickfire advice on topics including financial management, integrating technologies, and avoiding burnout.

“It is important to make decisions early that do scale, even when that point of scaling seems incredibly far off in the future.”

In this episode of Greater than the Sum, we are joined by Canadian fintech expert and writer of the Canadian Fintech newsletter, Tal Schwartz.

Tal gives his perspective on the innovative financial technologies that are reshaping the landscape for small businesses. Together with Plooto’s Mark Assini, he explores the challenges SMBs face when it comes to financial management. They look at the importance of embracing technology and why all small businesses, from ambitious start-ups to “Mom and Pop entrepreneurs,” should prioritize choosing fintech solutions that will allow them to scale when the time comes.

Tal also gives recommendations on the best fintech solutions for SMBs and the considerations when selecting and implementing them. We gaze a little into the future and the market disruptors coming down the pipeline, like AI and open banking, and the impact they will have on both the ecosystem and small businesses.

This episode focuses on:

• The innovation coming from the Canadian fintech sector
• Why SMBs need to consider scaling from day one
• How better financial controls result in better outcomes
• Choosing the right fintech solutions for your SMB
• Emerging trends like AI, open banking, and automation

Greater than the Sum is the interview series from Plooto that helps small business owners and operators – and the accountants who serve them – remove the guesswork from their business finances and gain back the time to focus on what really matters.

You can check out Plooto.com for resources, tips, and advice on how to get control over your cash flow.

Links from the episode

Check out the resources mentioned in the interview with Tal:

Mapping the best finops stack for your business

The Canadian FinTech newsletter

The Five Dysfunctions of a Team by Patrick Lenciconi

Chapter Markers

[1:13] Uncovering Canadian fintech: Tal’s mission to showcase Canada's thriving financial services technology industry.

[2:56] Banking oligopoly disruption: How new players are challenging the dominance of six major banks.

[4:15] SMB financial challenges: Common pitfalls faced by Canadian small businesses and overcoming them.

[6:26] Fintech tools for success: The technologies empowering SMBs to take control of their finances.

[11:16] Fewer mistakes and better decisions: The benefits of implementing strong financial controls.

[12:33] Navigating the ecosystem: Considerations and misconceptions when selecting fintech tools for your SMB.

[20:02] AI revolution in accounting: The impact of Artificial Intelligence on financial management for SMBs.

[23:34] The rise of open banking: How small businesses can capitalize on the opportunities.

[28:03] Automation in payment operations: Streamlining processes to drive business growth.

[28:48] Advice for aspiring entrepreneurs: What it takes to build a business in the Fintech space.

“If you don't have good finances and financial management, you actually don't have a business.”

Welcome to the first episode of Greater than the Sum. We were honored to have Christine Pilkington, serial entrepreneur and founder and CEO of Crisp, as our first guest.

During this episode, Christine reflects on the early days of Crisp – a business helping entrepreneurs thrive with the support of fractional marketing services – plus how the company has evolved and the lessons she has learned along the way. Our host, Mark Assini from Plooto’s marketing team, quizzes Christine on the financial aspects of running your own business and how that has changed as the company has expanded. Christine reflects on the early misconceptions she had about financial operations and how addressing them catapulted the success of her business. Finally, Christine and Mark discuss the lightbulb moment for achieving financial control of the business and what was needed to get there.

This episode focuses on:

• How Crisp is helping start-ups scale
• The early pitfalls of financial management as an entrepreneur
• The importance of taking financial management seriously
• How technology can take the weight off a founder’s shoulders
• The biggest entrepreneurial lessons Christine has picked up during her career

Greater than the Sum helps small business owners and operators remove the guesswork from their business finances and gain back the time to focus on what really matters.

Chapter Markers

[1:01] Introduction to Crisp: Scaling start-ups with fractional marketing leadership

[2:54] Advice for My Past Self: The importance of acquiring financial business acumen

[4:05] Biggest Marketing Misconceptions: Cutting through noise to do what is best for your business

[6:21] The Journey of a Serial Entrepreneur: How Crisp has evolved

[10:01] Approaches to Start-up Financial management: Finding your footing as a start-up

[12:55] Technology Adoption: Selecting software that serves your business needs

[15:11] Achieving Financial Control: The turning points for the business

[18:25] Learning from Business Failures: The difficulty of being undercapitalized

[22:41] It takes a (financial) village: The importance of hiring the right people

[25:44] Quickfire Advice: Streamlining payment support processes

About Plooto

You can check out more about Plooto on Plooto.com for resources, tips, and advice on how to get control over your cash flow.