In an episode of On the Air with Accounting Today, Brannon joined editor-in-chief Dan Hood for a candid and insightful conversation about what it really takes for accounting firm owners to scale beyond the “scrappy startup” phase. The episode explores how to shift your mindset, make strategic decisions, and execute the tough trade-offs necessary to build a firm that’s both profitable and sustainable.
Recognizing the Ceiling of Complexity
Most firm owners reach a point where more hustle simply won’t continue to fuel growth. Brannon and Dan discuss this moment of reckoning—when a firm hits its “ceiling of complexity.” Often it’s when a firm grows to about six to eight team members and $1M–$1.5M in revenue. What has gotten an owner to that point (a do-it-all mentality) won’t get them any further. To continue growing, owners must shift from doing the work to designing better systems, pruning non-essential services, and thinking like business leaders, not technicians.
Letting Go to Grow
Brannon makes a strong case for “strategic letting go.” This means more than just hiring. It means empowering the right people, delegating meaningfully, and sometimes even saying goodbye to clients or service lines that no longer make sense. He shares a compelling story about a young firm owner on the brink of burnout who restructured his practice after taking a real vacation, rediscovering what made the work meaningful again.
Should You Really Take On a Partner?
When it comes to creating a structure for growth, Brannon challenges the default mentality that scaling always means bringing on more partners. Instead, he suggests that owners think carefully about decision-making authority, change readiness, and alignment of vision before bringing in another voice with veto power. Sometimes the best way to scale is with strong team members, not equity partners.
Marketing Isn’t Optional Anymore
Even for firms that aren’t aggressively trying to add clients, marketing plays a crucial role in attracting the right kind of work. Brannon emphasizes that great clients are still out there, but firms need clarity and intentional messaging to reach them. A simple website filter, like listing your minimum fee, can save hours of time and align you with the clients who value what you do best.
Your Firm Doesn’t Have to Be Hard
Above all, Brannon leaves listeners with this: “It doesn’t have to be that hard.” A firm can be both lucrative and low-stress if you’re willing to rethink how you lead, whom you serve, and how you structure your business. With clarity and courage, you can build a firm that works for you, not just because of you.
Listen to the full episode of Accounting Today’s On the Air here: https://www.accountingtoday.com/podcast/want-to-grow-your-accounting-firm-change-your-mindset
