Eric Majchrzak is chief marketing officer of BeachFleischman PC, one of Arizona’s largest locally owned CPA firms. He joined BeachFleischman in 2012 and is responsible for the firm’s overall marketing initiatives, including institutional firm branding, innovation, client satisfaction, firm growth initiatives, niche marketing and digital marketing.

Eric has been acknowledged as one of the accounting profession’s pioneers in digital marketing and social media and has been named as one of the ‘Top 100 Most Influential People’ in the accounting profession by the editors of Accounting Today magazine. Most impressively, he won the prestigious “Marketer of the Year” award last year, presented by Inside Public Accounting.

Having a marketing maven on the Podcast was a bit of a change, but Eric enlightened me on a number of topics, such as:

  • Why marketing is no longer a one-way conversation
  • The importance of selling outcomes vs. selling time
  • If your selling message leads with compliance services, you’re doomed to be judged on price
  • Is it more important to market to your current clients or to prospective clients?
  • How in the future, your biggest competition might not be other CPA firms
Check out our conversation here:

Eric has been profiled in dozens of media outlets, including Accounting Today, CPA Practice Management Forum, AAM Growth Strategies, AICPA’s Insider, MarketingSherpa, Mashable (firm), Success Magazine, Chief Marketer Magazine, and WCEO-HQ’s “CEO Hour”.

BeachFleischman, PC is a part of Leading Edge Alliance (LEA Global) and has multiple niche markets including healthcare, construction, real estate, hospitality, manufacturing, and not-for-profit, to name a few. The firm also offers Strategic Operations and Advisory Resources (SOAR), which provides full-service 360-degree consulting and outsourcing options for business owners.

The Accounting Success Podcast is available on iTunes and airs Wednesdays at 11:00 am. You can listen anytime by going to and downloading the latest episode. Or, you can tune in on YouTube on The Accounting Success channel at:


The editors of Accounting Today magazine describe Tom Hood this way: “If there is a conversation going on about the future of the profession, you’re bound to hear Tom Hood’s name mentioned as one of the people leading the way there. The relentlessly forward-thinking Hood is a constant force dragging the profession (yes, with some kicking and screaming) into the future.”

This week’s podcast is all about the future. I am very excited to have had Tom Hood on the podcast with us. Tom is President and CEO of the Maryland Association of CPA’s and the Business Learning Institute. He’s ranked the #2 most influential person in all of accounting, according to Accounting Today’s Top 100 Most Influential People list. This year marks Tom’s 11th appearance on the Top 100 list.

Check out our conversation here:

If you own a computer, you’re bound to run into Tom online. He is very prolific in social media. In fact, he’s one of LinkedIn’s Top 150 Thought Leaders and was named to the Top 25 Influencers in Learning by HR Examiner.

In addition, Tom and his team have led over 100 strategic planning sessions for the Top 100 CPA firms, the AICPA Leadership Academy and the Maryland Competitiveness Coalition. And oh, by the way, Tom was recently named to the CPA Practice Advisor “Accounting Hall of Fame.”

During our conversation, Tom and I discussed not only his vision for the future of accounting, but how to actually get your firm there. Through the Business Learning Institute, Tom and his team help CPA firms get future ready with training, strategic planning, and other tools.

Some of the topics we covered:

  • What it will mean to be a CPA in the future
  • Where the biggest opportunities will be going forward
  • What new skill sets accountants need to master in order to not just survive, but thrive
  • The gravitational pull of the past—how it may be affecting your firm & how to fix it

The Accounting Success Podcast is available on iTunes and airs Wednesdays at 11:00 am. You can listen anytime by going to and downloading the latest episode. Or, you can tune in on YouTube on The Accounting Success channel at:


It was a real treat speaking to Steven Bankler, Founder of Steven Bankler, CPA, Ltd., in San Antonio, TX. Steven has almost 40 years of experience in the accounting industry. He was employed by the United States Senate as sole investigative accountant to provide tax and accounting services to the Special Whitewater Committee. He was also a pro bono consultant to the United States Senate Banking Committee’s inquiry into Swiss banks’ involvement in holding Holocaust victims’ assets.

For more than two decades, major media outlets have published and broadcasted Steven’s insights on a wide range of forensic accounting and tax topics, and he has been an on-the-record accounting expert for The Wall Street Journal, TIME Magazine, The Washington Post, NBC Nightly News and Tax Notes Today.

Check out our conversation here:

Throughout our discussion I learned that Steven is a not your traditional accountant.  For one thing, he’s not afraid to turn away prospective clients that do not match his niche.  Here are some other things I learned:

  • Why most business owners see accounting as a “necessary evil,” and how you can change their mind by becoming a revenue source
  • 3 questions that set you apart from every other CPA firm
  • When to turn potential clients away – and why
  • The mistake many CPA firms make when doing value-based billing
  • How he manages to only complete under 20 individual tax returns a year

Steven’s expertise lies in consulting, planning and tax and financial statement services for closely held businesses, litigation support, sophisticated tax and business planning, business negotiations, and estate planning.

The firm also offers forensic investigative accounting and accounting expert witness services to assist lawyers, judges and juries in the court of law with complicated accounting and tax matters.

 The Accounting Success Podcast is available on iTunes and airs Wednesdays at 11:00 am. You can listen anytime by going to and downloading the latest episode. Or, you can tune in on YouTube on The Accounting Success channel at:

Peter Reilly

This week on The Accounting Success Podcast I had the chance to visit with Peter B. Reilly, CPA, CVA, President and Managing Partner of Councilor, Buchanan & Mitchell, P.C. CBM has been an audit, tax, accounting, and business advisory firm serving clients in the Washington, DC-Baltimore metropolitan area since 1921. This year the firm celebrates its 95th Anniversary!

Peter has over 30 years of audit and tax experience. He serves on the Executive and Quality Assurance committees, and as a Director of the Construction and Real Estate practices. He performs business valuation services and represents the firm in business valuation and litigation matters. In addition, Peter has extensive experience with family owned and operated businesses, and co-authored the book “Minding Your Family Owned & Managed Business.” In 2015, Peter received the Greater Washington Society of CPA’s “Outstanding Member in Public Practice” Award.


Check out our conversation here:

During our chat you’ll find the firm has some interesting history. In 1930, CBM hired Edna Nick — one of the first women to be employed by an accounting firm. She was also the first woman ever to pass the CPA exam in Virginia. Eventually, Edna was named a senior partner, and enjoyed a 51-year career with the organization.

With such a vibrant and historic past, Peter encourages the firm and its employees to remain ahead of the curve. CBM recently developed, “Project Clear Path” which pairs junior staff with more experienced senior members, enhancing their personal and professional development. We asked Peter to note how things have changed through the generations, and also discussed:

  • How intimate knowledge of niche industries can lead to organic growth
  • Why client service should remain a cornerstone both 90 years ago and today
  • How technology can be used as an efficiency builder
  • Why it’s OK to talk about your weaknesses with your team

The Accounting Success Podcast is available on iTunes and airs Wednesdays at 11:00 am. You can listen anytime by going to and downloading the latest episode. Or, you can tune in on YouTube on The Accounting Success channel at:


This week on The Accounting Success Podcast I have the privilege of interviewing Daniel Burrus—global futurist, business strategist, NY Times & Wall Street Journal best-selling author, speaker, and founder and CEO of Burrus Research.

Daniel, who started his career as a Biology and Physics teacher, went on to found and manage six businesses — three of which were national leaders in their first year. In 1983, he sold four of the businesses and decided to start a research company investigating global innovation in all areas of technology. He became the first and only technology futurist to accurately identify the 20 technologies that would become the driving forces of business and economic change for decades to come.

Since then he has established a worldwide reputation for his exceptional record of predicting the future of technology-driven change and its direct impact on the business world. As a business strategist, he has helped hundreds of clients profit from new opportunities and develop successful competitive business strategies based on the creative application of leading-edge technologies.

Check out our conversation here:

Daniel Burrus is a strategic advisor to executives from Fortune 500 companies helping them to develop game-changing strategies based on his proven methodologies for capitalizing on technology innovations and their future impact. He is the author of six books, including the New York Times and The Wall Street Journal best-seller Flash Foresight as well as the highly acclaimed Technotrends. His client list includes Deloitte… Ernst & Young… KPMG… PricewaterhouseCoopers… and Fortune 500 Companies from AT&T to Microsoft to Xerox – not to mention the Social Security Administration, the US Department of Defense, and US Secret Service.

Here are some of the topics we covered:

  • How the three digital accelerators- computing power, storage, and bandwidth are exponentially advancing the pace of technology and how to keep up
  • Why focusing on your competition prevents you from innovating and why you should actually be more focused on competitors you don’t even know exist
  • How to use hard trends and soft trends to predict disruptions
  • Why accountants need to stop spending so much time in the past and help clients navigate through this changing future
  • Why you need to ask yourself, “Are you changing as fast as your customers?”
  • How to spot game-changing opportunities before your competitors do

The New York Times has called Daniel one of the top three business gurus in the highest demand as a speaker. He has successfully delivered more than 2,700 keynote speeches worldwide and has been the subject of several PBS Television Specials and has appeared on CNN, CNBC, Fox Business, and Bloomberg.

He has also developed The Anticipatory Organization™ Learning System. This program educates organizations to “Know What’s Next” by using hard and soft trends to accurately anticipate disruptions in their business.

The Accounting Success Podcast is available on iTunes and airs Wednesdays at 11:00 am. You can listen anytime by going to and downloading the latest episode. Or, you can tune in on YouTube on The Accounting Success channel at:

Jody Grunden

This week we welcome to The Accounting Success Podcast Jody Grunden, managing member of Summit CPA Group. Jody has thrown out the old CPA playbook and replaced it with a thriving and dynamic new model that appeals to employees and clients alike.

Based in Fort Wayne, IN, Jody has clients from all over the country – yet he’s never met most of them in person. Meanwhile, his staff rarely works more than 40 hours a week – even in the middle of tax season.

How does he do it?

Check out our conversation here:

Jody is a true visionary who has developed a brilliant concept with Virtual CFO Services. He meets with business owners regularly – and virtually – to assist them with Cash Flow Management, Forecasting, Budgeting, Debt Restructuring, and Tax Planning.

On this fast-paced interview, Jody shares his out-of-the-box ideas, as well as:

  • How to attract at least one new client every month without ever sitting down with them face to face
  • The big idea that allowed the firm to shift from traditional accounting services to “virtual CFO” services
  • The advantages of developing a niche vs. trying to be all things to all people
  • 3 big insights to attracting top employee talent that brings in 10 resumes a day with no advertising
  • How to charge 3-4 times more than a typical CPA firm and have the client be grateful

A graduate of Indiana University with a bachelor’s degree in accounting, Jody passed the CPA exam on his first attempt and later went on to obtain his Series 6 and Series 63 license. He works extensively with the QuickBooks accounting software where he has been a QuickBooks ProAdvisor since 2002, and a member of the Sleeter Group, where he teaches QuickBooks to small business owners.

He is also a member of the American Institute of Certified Public Accountants and the Indiana CPA Society.

The Accounting Success Podcast is available on iTunes and airs Wednesdays at 11:00 am. You can listen anytime by going to and downloading the latest episode. Or, you can tune in on YouTube on The Accounting Success channel at:

Alan Long

This week on The Accounting Success Podcast my guest is Alan Long, managing partner of Baldwin CPAs, a top regional accounting firm based in Kentucky. Alan has been a CPA for more than 34 years. He’s served as a president of the Kentucky Society of CPAs, a member of the tech task force and peer review board for the AICPA, and on the State Board of Accountancy.

He has built a reputation for visionary and leadership skills and (along with his partners) is building one of the largest and most prestigious CPA firms in the state of Kentucky.

Check out our conversation here:

Alan was one of only 10 CPAs across the country awarded Managing Partner Elite status by “Accounting Today.” The list recognizes outstanding leaders who are “tackling big issues and making a difference in the accounting industry.” Recognized as “future-focused,” Long was chosen for being an early adopter of new technology and ensuring that his firm is on the cutting-edge of industry practices. From integrating iPads, portals and video-conferencing to launching a formal training and learning program, Long has led his company to be a premier accounting firm. His leadership has helped Baldwin CPAs to earn strong revenue growth and improved employee retention. Balancing his long track record with the changing accounting world, we asked Alan to share his thoughts on:

  • Why Accounting is not a numbers business, it’s a people business
  • How Advisory services has become the fastest growing segment of their firm
  • Why managing change is the most difficult challenge for not just Baldwin CPAs but all accountants today
  • How doing peer reviews has led to firm growth and acquisitions
  • Why successful accountants should treat their practice like a business and the benefits of doing so
  • How to utilize employee “champions” to inspire and promote change

The Accounting Success Podcast is available on iTunes and airs Wednesdays at 11:00 am. You can listen anytime by going to and downloading the latest episode. Or, you can tune in on YouTube on The Accounting Success channel at:

This week on The Accounting Success Podcast I’m crossing over to the other side — the client side, that is. My guest is Murray Beaulieu, the Senior Global Operations Finance Manager at Analog Devices.  His specialty is cost accounting, and Murray’s group sets the costs for over 100,000 parts and tracks all the associated manufacturing spending for Analog Devices. In other words, he manages the second line on the P&L statement: the Cost of Goods Sold.Analog Devices is an American multinational semiconductor company headquartered in Norwood, Massachusetts. The company had $3.5 billion in sales last year.  They recently merged with Linear Technology to create an industry powerhouse.

Check out our conversation here:

Murray gave us the inside scoop on what it’s like to be an accountant for a Fortune 500 company, and talked about:

  • How finance application of manufacturing can be a true art form
  • Why systems and data are key in applying spending in the most efficient way
  • What it’s like to measure costs to the 4th decimal place!
  • The role overhead plays in pricing parts
  • How technology is changing the design of parts and associated costs
  • The significance of cost improvement

The Accounting Success Podcast is available on iTunes and airs Wednesdays at 11:00 am. You can listen anytime by going to and downloading the latest episode. Or, you can tune in on YouTube on The Accounting Success channel at:


This week on The Accounting Success Podcast, I interview Ron Baker — the legendary author, speaker, educator, CPA — and enthusiastic crusader against hourly billing. Ron started his CPA career in 1984 with KPMG’s Private Business Advisory Services. Today, he is the founder of VeraSage Institute—the leading think tank dedicated to educating professionals internationally—and the author of 7 best-selling books, including the Professional’s Guide to Value Pricing, The Firm of the Future: A Guide for Accountants, Lawyers, and Other Professional Services, and his latest book, The Soul of Enterprise: Dialogues on Business in the Knowledge Economy, co-authored with Ed Kless.
Check out our conversation here:

Year after year Ron has been voted one of Accounting Today’s Top 100 Most Influential People in the profession. He has also been named as one of LinkedIn’s Influencer Bloggers, appointed to the American Institute of Certified Public Accountant’s Group of One Hundred, and is the host of an excellent radio talk-show, “The Soul of Enterprise: Business in the Knowledge Economy.” Ron Baker’s work has taken him around the world spreading his value-pricing message to thousands of professionals. He has been an instructor with the California CPA Education Foundation since 1995 and has authored 15 courses for them, winning the 2003 Award for Instructor Excellence. With his wealth of knowledge and experience, we picked Ron’s brain on some burning topics:

  • Why the billable hour is a lousy customer experience
  • The biggest paradigm shifts in the accounting industry
  • Why it’s crucial for CPAs to realize value based billing is a complete business model change not just a pricing change
  • How niches and finding the best human talent will keep your firm at a competitive advantage
  • How technology is already changing the profitability of accounting firms
  • Why Blockchain technology may become the ultimate empowerment of the individual and what that means for accountants
  • How the future of the profession is shaping the way we do business today

The Accounting Success Podcast is available on iTunes and airs Wednesdays at 11:00 am. But you can listen anytime by going to and downloading the latest episode.

Today we are going to go through a short history lesson — the history of competitive advantage. This lesson will lead us to what is important today — and what that means for the 21st Century CPA looking to become the most relevant advisor.

Once upon a time, (mid 19th Century) — location really mattered. If your pub was located in the middle of the Klondike then it did really well. If it was located 50 miles away, it did really badly. Today location is of low importance to your business competitive advantage.

By the late 19th Century we were in a period of rapid innovation. If you were Thomas Edison and invented the light bulb, then your business did really well. Today we are all ‘innovators’ (which is another way of saying few businesses are truly innovative).

By the early 20th Century we were in the era of mechanization. If you were Henry Ford and were able to knock out X vehicles/day relatively cheaply, then your business did very well. Today, being mechanized is not a competitive advantage.

By the mid-20th Century businesses were really focused on leveraging people/management structures. If you were IBM you gained a strong competitive advantage from leveraging vast armies of people through effective deployment of the organizational chart. Today that approach does not offer a competitive advantage. In fact, probably quite the reverse.

By the 1980’s (when I was first entering the workplace) we seemed to be in an era of management fads. In those days lots of new ideas were starting to be heard — ‘just-in-time’, ‘total quality management’, ‘management by walking about’ (a personal favorite :-). The winner was quality.

By the late 1980’s / early 1990’s quality was a clear area of competitive advantage. The likes of Japanese car manufacturers were building things that actually worked (and lasted). Previous to that, whilst you were annoyed when your car didn’t start in the morning, it was hardly a shock.

Today, quality is no longer a competitive advantage. Quality is expected. You won’t sell anything by saying ‘buy this — it’s built with quality and works well!’. It is obviously important — but it is just an expect not a value item (and you would be really unhappy if your car didn’t start in the morning).

Today we have left the Industrial Era and moved into the early stages of the Knowledge Era. Your competitive advantage will almost certainly be built around something ‘intangible’. Words like – ‘creativity’, ‘design’, ‘brand’, ‘knowledge’, ‘solutions’, ‘systems’, ‘technology’ are used a lot. They all have one thing in common — they are very difficult to touch.

However, there are 3 types of business intangibles:

– Gases — when the intangible idea is just in your head.

– Fluids — when you use intangibles to solve individual problems — ‘one at a time’. These ‘fluids’ generally create revenue but not capital value.

– Solids — when your intangibles become more real and ‘replicable’ — e.g. a strong brand or replicable process embedded in the business fabric. ‘Solid’ intangibles create long-term capital value for the business owner.

If you are a 21st Century CPA and want to maximize your potential, you need to recognize 2 key things:

You need to ensure that your competitive advantage (value promise) is positioned for the 21st Century and is not still rooted in the words of the late 20th Century.

You need to work on ‘solidifying your intangibles’ if you are to build a firm with long-term capital value.