The Evolving Role of Private Equity
In this special episode of The Accountant’s Flight Plan, Brannon meets with Morry Brown, regional market leader here at Poe Group Advisors, formerly of Goldman Sachs, to share a timely update on how private equity is  impacting mergers and acquisitions in the accounting profession today.This was a live discussion with an informative Q&A at the end.  

Morry and Brannon dive deep into the steady rise of PE-backed deals and discuss the impact of outside capital on CPA firm sales. They unpack why it is funding partner buyouts and, therefore, reshaping the structure of firm operations themselves. Morry highlights why many of these investors view the accounting profession as a “sticky” industry, given its recurring revenue streams. This makes CPA firms especially attractive compared to other industries with less stable revenue projections.

Pros and Cons for CPA Firms
Brannon highlights that while PE firms often bring significant advantages (including technological advancements and recruitment capital), the deal structures they propose can be unrealistic when compared to traditional sales. Morry reflects that the earnouts and layered incentives within these deal proposals are becoming increasingly common. This can, unfortunately, create complications for sellers who are looking for a cleaner transition than private equity can provide. Brannon and Morry both emphasize the importance of owners thinking carefully about what they want. Especially, considering that a straightforward deal that looks less flashy on paper might be better in practice than a larger quote that relies on a complex earnout structure that would lead to a messy exit.

What CPA Firm Owners Need to Know for the Future
So what do the next 12–18 months look like for the industry? With interest rates and capital funds shifting consistently, Brannon and Morry believe that not all private equity buyers will remain active to the same degree. For firm owners, this simultaneously creates opportunities and reasons to be cautious. Before deciding your next steps in the future of your firm, get clear on what your own goals are outside of the changing tide within the industry. Whether you want to maximize your firm’s value, ensure continuity for your staff, or simply exit without complexity, knowing your goals will help you make them a reality.

Timestamps:
02:00 – Introductions of Morry and Brannon

06:30 – Why private equity is interested in accounting firms' sales

10:15 – PE-backed deals vs. traditional sales: what’s the difference?

14:45 – Earnouts, incentives, and PE’s risk of overcomplication

20:10 – Possible benefits of PE investment: talent and technology upgrades

26:00 – Market shifts: Interest rates and deal pace 

31:30 – Practical advice for firm owners considering PE offers

43:58 – Question and Answer period from firm owners like you!