September 10, 2025

Build The Business You Really Want

1 hour 2 minutes

Justine Lackey thought she wanted to build a million-dollar bookkeeping firm – until she recognized the roadmap to get there was literally causing her physical pain. She realized that chasing revenue without building systems creates a "runaway bus" business, and rebuilt her company to harness sustainable growth and serve clients better. She shares the difference between vertical growth (more clients, more money) and lateral growth (better processes, stronger foundation) and reveals the mindset shift that helped her see her firm as a sellable asset… and why she now teaches other women to define success on their own terms.

Sponsors
Forwardly - https://www.forwardly.com/shecounts
Justine Lackey's The Incubator - https://justinelackey.com/register
Keeper - https://keeper.app/shecounts/

(00:00) - Welcome to She Counts

(02:58) - The Accidental Virtual Bookkeeper

(05:38) - Learning What You Actually Want

(08:08) - The Biggest Mistakes: Lack of Clarity and External Pressure

(12:08) - The Road to 3 Million and Physical Pain

(16:38) - Ethical Leadership and Hard Conversations

(21:02) - Client Relationships and Being Nice

(25:12) - Lateral Growth vs Vertical Growth

(30:52) - What Happens When You Skip the Foundation

(36:13) - Every Firm Owner Wants Help

(40:13) - Technology as People: Finding Your Fit

(46:13) - Building an Asset You Can Sell

(53:10) - The Modern Firm Challenge

(58:50) - Where to Find Justine and Final Thoughts

Resources:

Justine Lackey on LinkedIn - https://www.linkedin.com/in/justinelackey/
The Modern Firm Challenge with Justine Lackey
- Redesign How You Work, Think, and Earn With This 5-Day, High-Touch Guided Experience September 15th - September 20th, 1-2pm ET on Zoom
- Register here - justinelackey.com/register
  - Day One The 5-Star Client Experience - Systemize the 4 steps to pristine, polished bookkeeping no matter what your client’s business is, or what their books look like
  - Day Two Client Onboarding Secrets - My secrets for getting every client started on the right foot so they pay, stay, and do things YOUR way
    Day Three The Month-End Close Workflow - Learn to nail your month-end deadlines so you can stress less, and earn more.
  - Day Four Pricing Confidence – Discover how to raise your rates without fear, attract clients who respect your value, and talk about pricing with ease.
  - Day Five YOUR Business Breakthrough LIVE – Bring your top business challenge for rapid-fire 1:1 coaching. PLUS, discover my Two-Minute Tool to crush overwhelm and create a clear, step-by-step action plan—no matter what you’re facing.
‘Ask a CPA’ free “Bookkeeper’s Guide to Annual Reviews” - https://www.thedancingaccountant.com/bookkeepers-guide-to-annual-reviews/
Melissa Miller-Furgeson: “Defining & Attracting YOUR Ideal Client” - https://youtu.be/3TQl5jpGYjk?si=4c9pf3YOQCPjUGnz&t=989
“Built to Sell: Creating a Business That Can Thrive Without You” by John Warrillow - https://www.goodreads.com/book/show/10075698-built-to-sell

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Connect with Nancy

https://www.thedancingaccountant.com/

https://www.linkedin.com/in/nancy-mcclelland-cpa

Connect with Questian

https://www.reqoncilefinancials.com/

https://www.linkedin.com/in/questian-telka-ea-78383666

Thank you to our sponsors!

https://www.forwardly.com/shecounts

https://keeper.app/shecounts/

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This podcast is a production of Earmark Media

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By Questian Telka, EA & Nancy McClelland, CPA

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