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Revenue per employee is one of the most honest indicators of how well an accounting firm is truly performing. In this episode of the INSIDE Public Accounting podcast, Rob Brown is joined by Chelsea Summers to unpack why this metric cuts through the noise of growth headlines, chargeable hours and surface-level productivity measures.

Drawing on IPA’s 2025 data, Chelsea explains how revenue per FTE captures the full workforce—onshore, offshore, chargeable and non-chargeable—and reflects how effectively a firm translates people into revenue. The conversation explores year-over-year trends, inflation-adjusted performance and why recent gains still reflect firms running slightly uphill.

Rob and Chelsea also dive into firm size comparisons, highlighting the widening gap between small firms, middle-market firms and the largest organizations. They discuss why premium billing rates, pricing confidence and intentional operating models matter more than simply working harder or adding headcount.

The episode closes with practical guidance for firm leaders: how to use revenue per FTE as a diagnostic tool, what questions it should prompt and why it deserves a central place in strategic decision-making—especially as firms navigate rising compensation costs, evolving staffing models, and increasing pressure to do more with less.