Are you using the same tax software you picked five years ago, even though your practice has completely changed? Still telling yourself it's too late in the year to evaluate alternatives? You're choosing software for the firm you had, not the firm you're building. Kristen Keats learned this the hard way. She built a firm around her ideal client, not the clients she had yesterday. 

In this episode of Deduct This with Carrie and Lexi, Kristen Keats, owner of Sherwood Tax and Accounting, breaks down how to evaluate tax software for your future, not your past, and why "crawl, walk, run" beats betting the farm every time.

Kristen started with ProSeries when she was running a small practice out of her house. It worked perfectly for straightforward returns and a limited number of clients. But when she bought Sherwood Tax and Accounting, everything shifted. She had staff in Mexico. She had complex multi-state clients. She had consolidations that ProSeries couldn't handle. She asked herself a different question: 'Who do I actually want to serve in the next few years?' The answer wasn't yesterday's clients. It was tomorrow's clients. So she leveled up to Lacerte. That decision didn't just change her software. It built the firm she wanted, rather than trapping her in the one she inherited.

This wasn't just a software choice. This was Kristen's philosophy on everything: crawl, walk, run. You don't bet the farm on new technology. You test a few clients in ProConnect while keeping Lacerte as your safety net. You ask your best client to be your guinea pig. You build confidence gradually instead of risking everything during your busiest season. The beautiful part? ProConnect's interface looks just like Lacerte, so even her most change-resistant tax manager found the transition natural.

Kristen opens up about:

• Her mission to bring joy to accounting by making it fulfilling for both accountants and clients
• How the tax roadmap system stops April 10th panic emails and client anxiety from spiraling
• The crawl, walk, run philosophy: test gradually, don't bet the farm on new technology
• Her firm growth strategy: evaluate software for your ideal client three years from now, not the clients you serve today
• How to let go of clients who don't value you before tax season starts, not after
• Why January is when new clients are looking for preparers (not when to shut down marketing)
• Being intentional about client selection creates capacity for relationships that actually matter
• How diagnostics catch errors before the IRS does, letting your team focus on advisory work
• Why new tax legislation is the ultimate test of whether your software keeps up with compliance
• Her fully remote tech stack: Carbon, QuickBooks Online, and hosted Lacerte in Mexico
• How to frame advisory work you're already doing and charge for the value you bring all year
• Why intentionality in 2025 means being selective about what you take on and what you let go."

Are you stuck with tax software that worked five years ago but limits where you're trying to go? See how cloud-based solutions with intuitive interfaces let you test gradually while building the practice you actually want.
Explore Intuit Professional Tax Software to start: https://accountants.intuit.com/tax-software/

Connect with the hosts:
🎙 Carrie Hammond: https://linkedin.com/in/cahammond
🎙 Lexi Bonicard: https://linkedin.com/in/lexibonicard

Follow Kristen Keats:
LinkedIn: linkedin.com/in/kristenkeats 

#JoyToAccounting #CrawlWalkRun #IdealClientProfile #TaxRoadmap #IntentionalBusiness #ChangeManagement #FireYourClients #ClientCommunication #TaxSoftwareSelection #RemoteTaxFirm #ProConnectTax #LacerteTax #IntuitTax #DeductThisPodcast

Are you charging $700 for a 1040 while working 70-hour weeks? Still telling yourself your market can't support higher rates? Megan Leesley's response: Stop it. The only real constraint isn't your market. It's your mindset. And when she challenged that belief, she doubled her revenue while cutting her client load in half. In this episode of Deduct This with Carrie and Lexi, Megan Leesley, Director of Tax at Dark Horse CPAs, reveals how advisory-first firms are charging $1,500 base rates, working normal hours, and proving that the only real constraint is your own mindset.

At Intuit Connect, Megan met a firm owner who charged $700 and worked 60-70 hours a week, convinced that higher rates were impossible in her market. Megan's response? 'Our base rate is $1,500. And we work normal hours.' The woman's reply: 'I can never do that in my market.' Here's the truth: 76% of clients want advisory services and will pay more for them. But only a small percentage of firms actually offer it. The gap isn't demand. It's a firm positioning.

Megan tested this herself. When transitioning to Tax Director, she raised rates across her entire practice, expecting significant client losses. She calculated she'd end the year at $48,000 in annual recurring revenue with her reduced client load. The actual result? $100,000 in ARR with significantly less work, tax firm profitability is also about value.. Double her target. The clients who wanted advisory services were already there. She just wasn't charging for them. She was her own bottleneck, putting constraints on clients that they never actually expressed.

Dark Horse went fully advisory-first two years ago, not as a marketing position but as an existential business strategy. Here's why: AI is rapidly absorbing compliance work. The firms staying compliance-focused are building businesses with shrinking futures. The shift to advisory isn't about adding services on top. It's about recognizing that compliance is now table stakes; the software handles it. Your differentiator is what humans do: build relationships, understand goals, demonstrate impact. That's where advisory-first wins.

Megan opens up about:

• Why a majority of CPA time is spent gathering and inputting data adds zero client value
• How Dark Horse's $1,500 base rate includes advisory touchpoints, not just compliance
• Why 67% of CPA time spent on data entry adds little client value, and how to eliminate it
• The "stop it" moment when she realized her market excuse wasn't real
• Why only a small percentage of firms offer the advisory services most of your clients want
• How ProConnect Tax and Intuit Tax Advisor eliminated context switching and SaaS soup
• Why AI builds data while empathy builds impact, and how the human element is your competitive advantage in an AI-first world
• Why April 15th is "false news" and how to schedule clients for actual work-life balance
• Her framework for Opportunity Season, instead of busy season survival mode
• How intuitive software with fast learning curves freed her team to focus on advisory work
• How to reframe 'busy season' as 'opportunity season,' a mindset shift that changes your entire approach to January through April
• Why the profession needs to shift perception from grind culture to a rewarding partnership

Are you working 70-hour weeks for $700 returns while other advisory-first tax and accounting firms charge double and work half the hours? Stop asking if your market supports higher rates. Start asking how you can shift to advisory-first and reduce your client load while doubling your revenue.
Explore Intuit Professional Tax Software to start: https://accountants.intuit.com/tax-software/

Follow Megan Leesley:
LinkedIn: https://linkedin.com/in/megan-leesley-cpa-25b67a9 
Website: https://darkhorse.cpa/ 

Your team keeps burning out. You've upgraded your software, hired more people, adjusted workloads, but the tax accountant burnout cycle repeats. What if the real bottleneck isn't your tools or your headcount? In this episode of Deduct This with Carrie and Lexi, investor and finance expert Brandon Adjei, founder of Bargraph Solutions, reveals why personal development and mindset shifts drive success more powerfully than any technology purchase alone.

Brandon has seen every evolution of the accounting industry, from the Enron audits to AI adoption today. And he's discovered something most firms miss: the professionals who thrive aren't just the ones with the best software. They're the ones who've cultivated what he calls the "muscle emoji mindset," a deliberate practice of converting fear into fuel and building teams that operate from purpose rather than burnout.

Brandon opens up about:

• Why personal development for tax and accounting pros is the real competitive advantage most firms overlook
• His "purpose over fear equals progress" equation and how to apply it daily
• The "I am enough" exercise and why it's critical for overcoming imposter syndrome
• His proven approach to scaling tax and accounting firms nationwide during COVID by investing in mindset before technology
• Why accountants experience PTSD, which they call burnout, and how to break the cycle
• How documented workflows paired with confident teams create scalability
• His perspective on AI as a servant, not a replacement, for human intelligence
• How the 'muscle emoji mindset' builds the strength to overcome fear and lead teams through transformation
• Practical ways to help your team see their capabilities instead of their limitations

Is your team stuck in cycles of burnout while your software sits underutilized? See how building confident, purpose-driven people transforms your technology investments into actual competitive advantages.
Explore Intuit Professional Tax Software to start: https://accountants.intuit.com/tax-software/

Connect with the hosts:
🎙 Carrie Hammond: https://linkedin.com/in/cahammond
🎙 Lexi Bonicard: https://linkedin.com/in/lexibonicard

Follow Brandon Adjei:
LinkedIn: https://www.linkedin.com/in/brandon-adjei-79522717
Website: https://cpa-asap.com/

#PersonalDevelopmentForCPAs #AccountingMindset #PurposeOverFear #TeamBurnoutSolutions #FirmCulture #LeadershipInAccounting #RemoteAccounting #MindsetShift #ScalableProcesses #CloudBasedAccounting #TaxPro #IntuitTax #ProConnectTax #DeductThisPodcast

Still buried in paper? Still printing, scanning, storing files, or worrying about security risks in a home office? You’re not alone. In this episode of Deduct This with Carrie and Lexi, business strategist Kari Culumber breaks down how she built a 100% digital, paperless accounting firm, and why modern firms can’t afford not to make this shift.

Kari launched her firm at the height of the pandemic and quickly learned that going digital wasn’t just about convenience. With a background in project management and business analysis, she built her practice the way great products are built, through clear requirements, tight processes, and zero surprises. Today, her systems allow her team to scale, stay compliant, eliminate manual data entry, and deliver a better client experience from anywhere.

Kari opens up about:

• Why going paperless started as a necessity but turned into an advantage
• How documenting every workflow unlocked accuracy, consistency, and scalability
• The tech stack that powers her paperless practice and keeps client data secure
• Why process discipline frees her up to focus on client relationships
• How SOPs, training videos, and a clear system design accelerate onboarding
• Why modern firms must eliminate manual data entry to reduce errors
• Her step-by-step advice for firms overwhelmed by the shift to digital

Is your firm drowning in paper while staying stuck with manual processes? See how building a fully digital, documented system not only secures client data but also becomes your biggest competitive advantage.
Explore Intuit Professional Tax Software to start: https://accountants.intuit.com/tax-software/

Connect with the hosts:
🎙 Carrie Hammond: https://linkedin.com/in/cahammond
🎙 Lexi Bonicard: https://linkedin.com/in/lexibonicard

Follow Kari Culumber:
LinkedIn: https://www.linkedin.com/in/kariculumber

#PaperlessAccounting #DigitalFirm #ProcessDesign #FirmSystems #CPAWorkflow #WorkflowAutomation #AccountingTech #ProcessDocumentation #FirmEfficiency #SystemsThinking #TaxPro #IntuitTax #ProConnectTax #DeductThisPodcast

Can’t hire fast enough? Losing great people? Feeling the talent pipeline shrinking more every year? You’re not alone. In this episode of Deduct This with Carrie and Lexi, CPA and career strategist Mike Manalac, known online as Mike from Accounting, breaks down exactly what today’s accounting talent is looking for, why they’re leaving, and how firms can evolve to keep their best people.

With experience across Big Four, Fortune 500, and high-growth firms, and having mentored hundreds of young accountants, Mike reveals the shifts shaping the modern accounting career and the firms winning the talent game.

Mike opens up about:
• Why talent isn’t “disappearing”, it’s choosing better workplaces
• What Gen Z actually expects from firms and leadership
• How to build an authentic employer brand that attracts the right hires
• The new leadership skills managers must develop for hybrid teams
• Why mobility, mentorship, and psychological safety drive retention
• How AI is reshaping roles and reducing burnout when used well

Ready to build a firm with stronger systems and better client outcomes?
Explore Intuit Professional Tax Software: https://accountants.intuit.com/tax-software/

Connect with the hosts:
🎙 Carrie Hammond: https://linkedin.com/in/cahammond
🎙 Lexi Bonicard: https://linkedin.com/in/lexibonicard

Follow Mike Manalac:
Website: https://mikefromaccounting.com
LinkedIn: https://www.linkedin.com/in/mikefromaccounting
Instagram: https://www.instagram.com/mikefromaccounting

#TaxPro #AccountingCareers #FirmLeadership #TalentRetention #CPAWorkflow #IntuitTax #ProConnectTax #DeductThisPodcast

FAQ

Which tax software is best for accounting firms?

Match your software to how your practice actually works. Your client mix and service model determine the right platform, not marketing claims.

ProConnect Tax works for firms offering year-round advisory:
Full cloud deployment means your team accesses returns from any location without VPN headaches or desktop licensing complexity. The platform integrates intake, planning, and filing into a single workflow, which is crucial for managing ongoing client relationships beyond just filing season.

Multi-state pricing advantage: ProConnect includes state returns in the main return price, with no additional per-state fees, reducing costs for multi-jurisdiction clients. When preparing returns across 15 states, this structure saves substantially compared to competitors who charge per-state supplements on every filing.

Lacerte Tax serves established practices wanting maximum customization with modern deployment:
Cloud hosting options give you desktop power with cloud accessibility. You're not choosing between capability and convenience.

ProSeries Tax delivers desktop reliability for practices where traditional workflows and local data control remain priorities.

All three platforms integrate with QuickBooks and major accounting systems. You eliminate duplicate data entry between bookkeeping and tax prep. Strategic practices calculate which platform delivers the strongest ROI when factoring in total staff time, not just software licensing costs.

When COVID hit, Joey Albertson didn't plan to start a firm. She just wanted to help small businesses drowning in chaos. That impulse to serve turned into The Profitability Project and Bookflow, two thriving businesses built on one non-negotiable rule: always be home for dinner.

In this episode of Deduct This with Carrie and Lexi, Joey reveals how she turned pandemic panic into a seven-person team that serves clients without sacrificing family time. If you're stuck in the 120-hour burnout cycle, questioning whether you can love accounting again, or wondering if growth means giving up your life, this conversation will show you another way forward. Joey shares the granular process mapping that unlocked freedom, the recurring revenue model that stabilized cash flow, and why ruthlessly prioritizing changed everything.

You'll discover how to build systems that scale without losing yourself, attract top talent by creating cultures people actually want to join, and use automation to reclaim time you thought was gone forever.

Ready to build a firm with smarter systems and better client outcomes?

Explore Intuit Professional Tax Software: https://accountants.intuit.com/tax-software/

Connect with the hosts:

• Carrie Hammond: linkedin.com/in/cahammond
• Lexi Bonicard: linkedin.com/in/lexibonicard

Follow Joey Albertson:

• LinkedIn: https://www.linkedin.com/in/joeyalbertson
• Podcast: The Profitability Podcast

#AccidentalEntrepreneur  #TaxFirmGrowth  #FamilyFirstFirm  #WomenInAccounting #CPAWorkflow  #IntuitTax  #ProConnectTax  #DeductThisPodcast

Which tax software is best for accounting firms?

Match your software to how your practice actually works. Your client mix and service model determine the right platform, not marketing claims.

ProConnect Tax works for firms offering year-round advisory:
Full cloud deployment means your team accesses returns from any location without VPN headaches or desktop licensing complexity. The platform integrates intake, planning, and filing into a single workflow, which is crucial for managing ongoing client relationships beyond just filing season.

Multi-state pricing advantage: ProConnect includes state returns in the main return price, with no additional per-state fees, reducing costs for multi-jurisdiction clients. When preparing returns across 15 states, this structure saves substantially compared to competitors who charge per-state supplements on every filing.

Lacerte Tax serves established practices wanting maximum customization with modern deployment:
Cloud hosting options give you desktop power with cloud accessibility. You're not choosing between capability and convenience.

ProSeries Tax delivers desktop reliability for practices where traditional workflows and local data control remain priorities.

All three platforms integrate with QuickBooks and major accounting systems. You eliminate duplicate data entry between bookkeeping and tax prep. Strategic practices calculate which platform delivers the strongest ROI when factoring in total staff time, not just software licensing costs.

Ever get that gut feeling when a client’s name pops up, and your stomach drops? You’re not alone. In this episode of Deduct This with Carrie and Lexi, firm owner and tax strategist Nick Boscia of The Balanced CPA shares how learning to offboard clients changed his firm’s culture, profitability, and sanity.

Nick opens up about:

• Overcoming the fear of losing revenue when letting go of clients
• Reviewing the “Five Worst Clients” list weekly to protect team morale
• Setting clear expectations to prevent burnout and resentment
• How offboarding the wrong clients made space for the right ones
• Turning guilt into growth by leading with empathy and clarity

Ready to build a firm with stronger systems and better client outcomes?
Explore Intuit Professional Tax Software: https://accountants.intuit.com/tax-software/

Connect with the hosts:
🎙 Carrie Hammond: linkedin.com/in/cahammond
🎙 Lexi Bonicard: linkedin.com/in/lexibonicard

Follow Nick Boscia:
Website: https://thebalancedcpa.com
LinkedIn: https://www.linkedin.com/in/nickboscia
YouTube: https://www.youtube.com/@thebalancedcpa

#TaxPro #ClientManagement #FirmGrowth #CPAWorkflow #IntuitTax #ProConnectTax #DeductThisPodcast

Compare cloud vs desktop accounting?

ProConnect Tax represents Intuit's cloud-first approach with anywhere access, real-time collaboration, and automatic updates without user intervention (plus eliminating desktop infrastructure costs).

ProSeries Tax and Lacerte Tax offer proven desktop reliability with local data control and familiar workflows. Lacerte includes optional cloud hosting that bridges both worlds, combining desktop power with cloud accessibility.

When comparing cloud vs desktop, consider which matches your firm's operational reality:

Cloud advantages:

• Distributed teams work from any location
• Automatic updates ensure current-year compliance without manual installations
• No hardware investments or IT infrastructure management
• Built-in redundancy and systematic backup protection

Desktop advantages:

• Traditional workflows have been developed over years of professional practice
• Local data storage for practices prioritizing on-premise control
• Familiar interface for established teams resistant to workflow changes

Lacerte Tax bridges both approaches through cloud hosting options, providing desktop-level customization with modern deployment flexibility. You get maximum control while embracing cloud team collaboration.

Strategic firms choose deployment based on how they actually serve clients, rather than adhering to philosophical preferences about cloud versus desktop. The correct answer depends on your team structure, client service model, and whether your current infrastructure enables or constrains your growth.

What if protecting your health wasn’t just a personal priority but a professional strategy?

In this powerful episode of Deduct This, CPA and podcast host Randy Crabtree opens up about his own health crisis and the wake-up call it delivered to his career, his firm, and his mindset. If you've ever worn burnout like a badge of honor or felt like stepping back wasn’t an option, Randy’s story will hit home.This isn’t just about wellness, it’s about rethinking how we define value in our firms, how we lead with vulnerability, and how we model healthy, sustainable success.
 
You’ll learn:

• What changed after Randy’s health scare, and how it reshaped his boundaries, leadership, and workload
• Why tracking hours creates invisible pressure and how to start shifting toward an outcome-based culture
• Easy ways to set in-season boundaries that actually stick (and reduce churn)
• How to check in with yourself (and your team) before things spiral
• The real ROI of modeling self-care as a leader in this profession

If you're a firm owner, solo CPA, or team lead navigating the relentless pressure of busy seasons, this episode is for you. You are not alone, and you don’t have to choose between excellence and well-being.
 
Ready to build a smarter, healthier firm; one that works with you, not against you?
Explore Intuit Professional Tax Software: https://accountants.intuit.com/tax-software/

Connect with the hosts:

Carrie Hammond –linkedin.com/in/cahammond

Lexi Bonicard –linkedin.com/in/lexibonicard

Follow Randy Crabtree:
LinkedIn:linkedin.com/in/randycrabtreecpa
Podcast: The Unique CPA

#TaxPro #MentalHealth #BurnoutRecovery #LeadershipMatters #CPAWorkflow #OutcomeBasedBilling #TheUniqueCPA #DeductThisPodcast #TaxFirmCulture #WorkLifeBalance #ProfessionalBoundaries

What should you measure to grow a profitable, durable firm without burnout or busywork? In this episode, entrepreneur and fractional CFO Bob Wang shares the KPIs that move the needle, how to align pricing and compensation with outcomes, and what buyers look for when valuing firms.

You’ll learn:
• Why output-based compensation can outperform billable hours
• How to align incentives across pricing, team pay, and technology adoption
• The balanced scorecard Bob used to reward both volume and quality
• Recurring vs. one-time revenue and why retention beats churn for valuation
• Red flags buyers discount for, including customer concentration and weak margins
• Practical rollout tips to test changes with new hires and let data guide decisions
• How to plan backward from a target exit number using revenue and EBITDA multiples
• Culture lessons that reduce drama and increase accountability

Ready to build a firm that scales on the right metrics, not more hours?
Explore Intuit Professional Tax Software: https://accountants.intuit.com/tax-software/

Connect with the hosts:
• Carrie Hammond: https://linkedin.com/in/cahammond
• Lexi Bonicard: https://linkedin.com/in/lexibonicard

Follow Bob Wang:
• LinkedIn: https://www.linkedin.com/in/bob-wang-604a3a11/

#TaxPro #AccountingFirm #FirmGrowth #KPI #RecurringRevenue #ClientRetention #ProConnectTax #IntuitTax #FractionalCFO #DeductThisPodcast

Want to scale your firm without losing your sanity or your personal touch?

In this energizing episode of Deduct This, CPA and firm owner Yuri Kapilovich (aka The Fun CPA) shares how to use tech not to replace relationships but to enhance them. From $100/hour bus rides to building a “lifestyle firm” with a $2,000 minimum fee, Yuri reveals how he streamlined his practice with cloud-based tools, scaled client value, and preserved the high-touch service his clients love.

You’ll learn how to:

• Build a modern firm that runs on your schedule (not your clients’)
• Use tech like Anchor, TaxDome, and AI note-takers to reduce friction
• Attract higher-value clients through authenticity not advertising
• Fire bad-fit clients without burning bridges
• Adopt automation gradually without losing your human edge

If you’re ready to stop hustling and start thriving, this episode gives you the roadmap.

Want to build a tech-powered firm that still feels personal? Explore Intuit Professional Tax Software: https://accountants.intuit.com/tax-software/

Connect with the hosts:
🎙️ Carrie Hammond – linkedin.com/in/cahammond
🎙️ Lexi Bonicard – linkedin.com/in/lexibonicard

Connect with Yuri:

• Website: thefuncpa.co
• LinkedIn: linkedin.com/in/ykapilovich
• Instagram: @thefun_cpa

#TaxTech #LifestyleFirm #CPAWorkflow #AccountingAutomation #CloudCPA #TheFunCPA #ClientAdvisory #ProConnect #IntuitTax #AIForCPAs #FirmGrowth #AdvisoryServices #TaxSoftware