When the time comes to consider selling, it’s easy to feel buried in uncertainty and daily chaos. How do you prepare your business for sale?

In this episode, Tom Wadelton and Adam Hale from Summit Virtual CFO by Anders walk you through what it really takes to prepare your business for sale. They share straightforward insights into how to think beyond putting out daily fires and start making strategic moves that increase the value of your business.

Adam and Tom break down key valuation metrics like EBITDA, what buyers are really looking for, and how documenting your business’s financial story today can add real dollars to your sale price down the road.

You'll also hear real talk about succession planning, seller financing, and how to remove yourself from the center of your business so it runs smoothly without you.

Tune in now and start building a business that’s ready for whatever comes next.

▶️ Preparing Your Business for Sale

Episode resources:

● Summit Virtual CFO by Anders website: https://www.summitcpa.net/

● If you have questions or would like to be a guest on the show, email us at mcpasuccessshow@anderscpa.com

● Check out the Virtual CFO Playbook Course: https://vcfoplaybook.summitcpa.net/

Quotes

• Tom Wadelton: "Having clear financial benchmarks and industry comparisons can significantly enhance the perceived value of your business when preparing it for sale."
• Adam Hale - “To effectively prepare for a sale, businesses must proactively document their financial narratives and regularly track unusual items, ensuring clarity when potential buyers examine financial statements.”

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The Modern CPA Success Show is the go-to podcast for accounting firm owners eager to enhance profitability and master Virtual CFO services. This podcast leverages combined expertise in delivering top-tier Virtual CFO services across North America.

Website: https://the-modern-cpa-success-show.simplecast.com/

Facebook: https://www.facebook.com/vcfobyanders

Linkedin: https://www.linkedin.com/company/vcfobyanders/

Instagram: https://www.instagram.com/vcfobyanders

YouTube: https://www.youtube.com/@vcfobyanders

X: https://x.com/vcfobyanders

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Tom Wadelton is a Virtual CFO at Summit Virtual CFO by Anders, bringing over 20 years of financial expertise from his tenure at a Fortune 500 company. He has extensive experience spanning financial management, accounting operations, and information technology integration. Tom specializes in delivering strategic Virtual CFO services, helping businesses optimize their financial performance through advanced accounting solutions.

Website: https://www.summitcpa.net/

LinkedIn:

Many firms find themselves delivering outsourced accounting but struggling to break into true advisory work.

In this episode of The Modern CPA Success Show, Amy Bridges, Senior Manager of CAS Professional Services at CPA.com, shares how firms like yours can build a thriving CAS practice that’s scalable, efficient, and impactful.

Amy's journey into the world of CAS is anything but ordinary. With a background in mathematics, software, and education, she brings a unique perspective to how firms can leverage technology and structured methodologies to optimize their services.

At CPA.com, she has played a pivotal role in shaping the CAS landscape, helping firms implement frameworks that streamline their offerings and improve client outcomes.

Tune in now to hear actionable strategies and learn how CPA.com is shaping the future of Client Advisory Services!

▶️ How CPA.com Revolutionized CAS with Amy Bridges

Episode resources:

● Summit Virtual CFO by Anders website: https://www.summitcpa.net/

● If you have questions or would like to be a guest on the show, email us at mcpasuccessshow@anderscpa.com

● Check out the Virtual CFO Playbook Course: https://vcfoplaybook.summitcpa.net/

Quotes

• Amy Bridges - “Initially, we focused on cloud-based accounting, but CAS has evolved significantly. Now, CPA.com is helping firms transition from basic bookkeeping to proactive, valuable advisory services.”
• Tom Wadelton: "The educational tools provided by CPA.com ensure firms can deliver consistent advisory services, reducing confusion and enhancing client satisfaction."

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Amy Bridges is a seasoned professional in practice development, curriculum design, and client advocacy within the accounting industry. As a Senior Manager of Practice Development at CPA.com, she plays a pivotal role in shaping educational programs that empower CPAs for the digital age. With expertise in assessment, learning strategy, and client training, she leads the development of the Client Advisory Services (CAS) Roadmap Workshop. Her passion for innovation and strategic enablement has been instrumental in revolutionizing CAS at CPA.com.

Website: https://www.cpa.com/

Facebook: https://www.facebook.com/CPAdotcom

Youtube: https://www.youtube.com/user/CPA2BizVideo

LinkedIn: https://www.linkedin.com/in/amylynnbridges/

https://www.linkedin.com/company/cpa-com/

X: https://x.com/cpacom

Client Advisory Services Whitepapers: https://www.cpa.com/resources?filter=Whitepapers

DCPA Conference Dec 7 – 10, 2025: https://www.cpa.com/digital-cpa
2024 CAS Benchmark Survey https://www.cpa.com/cas-benchmark-survey

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In our year end wrap up: Jody, Brett, Tom, Hannah, and Jamie share favorite moments from the show, podcasting resolutions and holiday gift wishes. the hosts reflect on personal anecdotes and provide their aspirations for the upcoming year. They also introduce a new behind-the-scenes team member.

"If we have the ability to make our clients feel like heroes, that’s a complete home run. For me, that was very impactful and has changed the way we present things." – Tom Wadelton

The finer details of this episode:

• Personal anecdotes and reflections on podcasting experiences.
• Highlights of memorable podcast episodes and guests..
• Resolutions and goals for the upcoming year in podcasting.

Episode resources:

● Summit Virtual CFO by Anders website: https://www.summitcpa.net/

● If you have questions or would like to be a guest on the show, email us at mcpasuccessshow@anderscpa.com

● Check out the Virtual CFO Playbook Course: https://vcfoplaybook.summitcpa.net/

Timestamps:

Timestamps by PodSqueezeWelcome to the Modern CPA Success Show (00:00:00)

Introduction to the podcast's mission and focus on accounting insights.

Jodi's Productivity Comment (00:00:22)

Jodi humorously notes low productivity due to the team gathering for the podcast.

Brett Congratulates Indiana University (00:00:48)

Brett celebrates Indiana University's sports victory while discussing online gambling.

Introduction of Christine (00:01:38)

Jodi introduces Christine, highlighting her contributions to the podcast team.

Minna Joins the Team (00:04:11)

Minna shares her background and new role in the podcast.

Podcast Ranking Discussion (00:04:48)

Discussion about the podcast ranking as number four among accounting firms.

Minna's Podcasting Resolution (00:05:46)

Minna expresses her goal to improve scheduling for future podcast episodes.

Brett's Podcast Experience (00:07:01)

Brett shares insights from his podcast, "The Cannabis Access Show," and its educational value.

Hannah's Favorite Episode (00:10:07)

Hannah reflects on her favorite episode featuring guests from analytics discussing AI and innovation.

Tom's Storytelling Insights (00:13:44)

Tom discusses the importance of storytelling in consulting and how it relates to clients.

Jodi's Favorite Moments (00:16:12)

Jodi shares her enjoyment of hosting the podcast and connecting with guests.

Podcast Episode Timestamps

Jodi's Reflection on Past Guests (00:18:18)

Jodi shares memorable moments from past podcast episodes, including insights from John and Zeta Marion.

Podcasting Resolutions and Christmas Lists (00:19:03)

The speakers discuss their podcasting resolutions and what they want for Christmas.

Brett's Conference Experience (00:19:50)

Brett reflects on the impact of their podcast during conferences and the joy of audience interactions.

Tom's Podcasting Goals (00:21:26)

Tom shares his aspirations for exploring storytelling and AI in future podcast episodes.

Hannah's Community Focus (00:23:33)

Hannah emphasizes the importance of creating a fun and inviting atmosphere through their podcast.

Brett on Cannabis Regulation (00:26:00)

Brett discusses the challenges cannabis businesses face due to IRS regulation 280E and its implications.

Christine's Personal Listening Goals (00:31:26)

Christine aims to minimize distractions while listening to podcasts to enhance her engagement with the content.

Gift-Giving Preferences (00:30:00)

Brett a

Title:

Why Did the Accountant Cross the Road? To Connect with Clients on a Deeper Level!

Quote:

"My clients had and still have amazing reputations in what they do. Most of them don't need huge numbers of new clients; it's more about reputation management and keeping the marketing ticking over." -Chantal Cornelius

Summary:

In this episode of the Modern CPA Success Show, the host and Tom Walton, a virtual CFO at Anders CPA and Advisors, engage with Chantal Cornelius, founder of Appletree Marketing and author of "Stand Out Strategies." The discussion centers on innovative marketing strategies for accounting firms, emphasizing the importance of emotional connections in client relationships. Chantal shares her unique journey into marketing and introduces her five standout strategies: certainty, connection, contribution, growth, and significance. The episode highlights the need for understanding client emotions, gathering feedback, and tailoring marketing messages to resonate emotionally, ultimately fostering stronger client relationships.

Finer Details:

• Innovative marketing strategies for accounting firms
• Importance of emotional connections in client relationships
• Chantal Cornelius's journey into marketing and her expertise
• Concept of "standout strategies" for business differentiation
• Five key emotional strategies: Certainty, Connection, Contribution, Growth, and Significance
• The role of client feedback in improving services
• Challenges of soliciting client feedback in the accounting industry
• Importance of specialization and niche marketing for businesses
• Practical tips for implementing emotional marketing strategies
• Resources for further learning, including Chantal's books and tools for identifying standout strategies

Episode resources:

● Summit Virtual CFO by Anders website: https://www.summitcpa.net/

● If you have questions or would like to be a guest on the show, email us at mcpasuccessshow@anderscpa.com

● Check out the Virtual CFO Playbook Course: https://vcfoplaybook.summitcpa.net/

● Take Chantal's StandOut Strategies test: https://appletreeuk.com/take-the-test/

● Check out Chantal's book "StandOut Strategies" : https://appletreeuk.com/products/stand-out-strategies/

Timestamps:

Welcome to the Modern CPA Success Show (00:00:00)

Introduction to the podcast's mission and focus on innovative insights for accounting firms.

Introduction of Guest (00:00:22)

Tom introduces Chantal Cornelius, highlighting her unique emotional approach to marketing strategies.

Chantal’s Background (00:01:17)

Chantal shares her unexpected journey from animal agriculture to founding a marketing business.

Release of "Stand Out Strategies" (00:04:10)

Discussion on Chantal's upcoming book, "Stand Out Strategies," set to be printed soon.

Definition of Standout Strategies (00:04:31)

Chantal explains the concept of standout strategies and their importance in crowded marketplaces.

Five Standout Strategies Overview (00:06:38)

Chantal outlines five key strategies for businesses to differentiate themselves emotionally.

The Strategy of Certainty (00:07:55)

Clients desire a sense of safety and reliability from their service providers.

The Strategy of Connection (00:08:39)

"As an owner of a business, it’s really nice to have control, knowing what’s coming in, what’s going out, and how much cash I have." -Adam Hale

Summary:

In this episode of the Modern CPA Success Show, hosts Tom and Adam discuss their firm's cash flow management service. They highlight the critical role of cash flow in business health, distinguishing it from financial forecasting. Their service includes a 13-week cash flow forecast, regular cash flow meetings, and detailed tracking of accounts receivable and payable. Emphasis is placed on the importance of reconciling bank accounts, maintaining communication, and ensuring accountability. The episode underscores how these practices help business owners stay informed, manage expenses, and make proactive financial decisions.

Finer details of this episode:

• Importance of cash flow for businesses
• Distinction between financial forecasting and cash flow management
• Overview of the cash flow management service offered by the firm
• Benefits of regular cash flow meetings for business owners
• Process of tracking cash inflows and outflows
• Role of bank account reconciliation in cash flow management
• Structure and efficiency of cash flow meetings
• Importance of communication and accountability in financial processes
• Best practices for handling invoices and payments
• Proactive approach to collections and managing outstanding invoices

Episode resources:

● Summit Virtual CFO by Anders website: https://www.summitcpa.net/

● If you have questions or would like to be a guest on the show, email us at mcpasuccessshow@anderscpa.com

● Check out the Virtual CFO Playbook Course: https://vcfoplaybook.summitcpa.net/

Timestamps:

Introduction to the Podcast (00:00:00)

The host introduces the Modern CPA Success Show and its mission to support accounting firms.

Discussion on Cash Flow Service (00:00:22)

Tom and Adam begin discussing the cash flow service offered by their firm.

Importance of Cash Flow (00:00:35)

Adam emphasizes the critical nature of cash flow for business survival and its management.

Distinction Between Cash Flow Services (00:01:01)

Adam explains the difference between financial forecasting and the cash flow management service.

Overview of Cash Flow Management (00:01:56)

Adam discusses the detailed aspects of cash flow management, including tracking income and expenses.

Weekly Cash Flow Meetings (00:02:35)

Tom highlights the value of weekly meetings for business owners to monitor cash flow.

Bill Payment Process (00:03:16)

Adam discusses the bill payment process and the importance of client oversight.

Clarification During Meetings (00:05:24)

Tom and Adam talk about the benefits of asking questions during cash flow meetings for clarity.

Meeting Duration and Frequency (00:06:33)

The speakers outline the typical duration of cash flow meetings and their frequency.

Best Practices for Invoice Management (00:07:51)

Tom emphasizes the importance of using a centralized system for managing invoices.

Accountability in Collections (00:08:38)

Adam stresses the need for accountability in following up on overdue payments.

Preparation for Cash Flow Meetings (00:09:36)

Adam explains the importance of preparation and reconciliation before meetings.

Maintaining the 13-Week Cash Flow Forecast (00:10:21)

Tom discusses the critical nature of maintaining a 13-week cash flow forecast for business p

"If you want to understand your pricing, I need to know what your service packages are. If you want to understand how you're going to onboard a client, I need to know what your service package is." - Adam Hale


The finer details of this episode:
● Importance of service packages for accounting firms, focusing on clarity in offerings, pricing, and alignment with target client segments to enhance relevance and value.

● Structuring service packages using a "small, medium, large" model to cater to different client needs, manage resources, and improve client onboarding and communication.

●Overcoming challenges in creating service packages, including transitioning existing clients, ensuring pricing transparency, and utilizing technology like AI tools for development.

Episode resources:
● Summit Virtual CFO by Anders website: https://www.summitcpa.net/
● If you have questions or would like to be a guest on the show, email us at mcpasuccessshow@anderscpa.com
● Check out the Virtual CFO Playbook Course: https://vcfoplaybook.summitcpa.net/

Timestamps
Welcome to the Modern CPA Success Show (00:00:00)
Introduction to the podcast's mission and focus on innovative accounting insights.

Discussion on Service Packages (00:00:22)
Tom and Adam explain the importance of service packages for CAS and CFO services.

Clarity in Deliverables (00:00:50)
Emphasis on the need for clarity in service delivery through defined service packages.

Marketing and Client Attraction (00:01:51)
Aligning service packages with target client demographics for effective marketing.

Access and Time Considerations (00:02:46)
Discussion on the importance of access frequency in determining service package pricing.

Team Understanding of Packages (00:04:48)
How defined packages help team members understand client onboarding and service delivery.

Pricing and Scope Management (00:05:04)
The role of service packages in managing client expectations and pricing structures.

Refining Onboarding Processes (00:06:40)
Importance of revisiting service packages during onboarding to clarify responsibilities.

Promoting the Virtual CFO Playbook (00:07:02)
Advertisement for the Virtual CFO Playbook and its benefits for accounting firms.

Psychology of Package Creation (00:07:44)
Discussion on why many firms hesitate to create service packages and how to overcome this.

Overcoming Writer's Block (00:08:39)
Tom and Adam share insights on getting started with service package development.

Client-Centric Package Development (00:10:05)
Strategies for brainstorming and organizing service packages based on client needs.

Learning from Other Firms (00:11:05)
Encouragement to review other firms' packages for inspiration without copying directly.

Transitioning to New Packages (00:12:11)
Advice on implementing new service packages without alienating existing clients.

Testing New Packages (00:12:41)
The importance of prospectively evaluating service packages and client relationships.

Initial Pricing Transparency (00:13:52)
Benefits of presenting clear pricing options during the initial client call.

Utilizing AI in Package Development (00:16:13)
Exploration of using AI tools to brainstorm and refine service packages.

Continuous Package Improvement (00:16:47)
Encouragement to regularly update service packages to meet evolving client needs.

Closing Remarks (00:17:04)
Final thoughts on the importance of service packages and an invitation for further discussion.

In this special episode of The Modern CPA Success Show, four speakers with Halloween-themed personas—Jamie Nightmare, Hannah Hexed Hood, Adam Haunted Hale, and Joey Killing Kenny—engage in a lively draft-style discussion about their favorite Halloween movies. Jamie, the enthusiastic host, sets the stage and outlines the draft rules. Hannah humorously admits her limited horror movie experience, while Adam and Joey share their deep knowledge and personal anecdotes. The conversation is filled with playful banter and passionate debates as they each select and defend their top horror film picks, creating an engaging and entertaining Halloween-themed episode.

"They swapped out ‘accounting’ for ‘advisory’ in CAS, but I still believe it’s 'client accounting and advisory services.' At scale, especially with small businesses, it’s hard to separate the two. You need a foundational understanding of their accounting model to help architect it in a way that truly tells their story." – Adam Hale

The finer details of this episode:

• The shift from compliance work to advisory roles in accounting.
• Differences between traditional accounting firm structures and mature CAS practices.
• Importance of leveraging resources and delegating tasks within accounting firms.
• Financial metrics and profitability considerations in CAS practices.
• The concept of selling access rather than time in service pricing.
• The role of regular meetings in managing client expectations and scope creep.
• Adoption of a corporate-like structure for improved efficiency and adaptability.
• The impact of a subscription model on client relationships and service delivery.
• Strategies for accounting firms to remain competitive in a changing industry.

Episode resources:
● Summit Virtual CFO by Anders website: https://www.summitcpa.net/
● If you have questions or would like to be a guest on the show, email us at mcpasuccessshow@anderscpa.com
● Check out the Virtual CFO Playbook Course: https://vcfoplaybook.summitcpa.net/

Timestamps:
Welcome and Introduction (00:00:00)
The host introduces the podcast and its mission to provide insights for accounting firms.

Overview of CAS (00:00:22)
Tom and Adam discuss Client Accounting Services (CAS) and advisory services, highlighting their significance.

Defining CAS (00:00:46)
Adam explains the evolution of CAS from "Client Accounting Services" to "Client Accounting and Advisory Services."

Importance of Accounting in CAS (00:01:02)
Adam emphasizes understanding accounting models for effective advisory services, especially for small businesses.

Traditional vs. CAS Structures (00:01:52)
Discussion on differences between traditional accounting firms and mature CAS practices, focusing on corporate structure.

Leveraging Resources in CAS (00:02:06)
Adam talks about the importance of leveraging resources and delegating tasks for scaling CAS practices.

Transitioning from Traditional Models (00:03:29)
Tom shares challenges faced by accounting firms transitioning from traditional models to more scalable structures.

Financial Metrics in CAS (00:04:35)
Adam discusses financial metrics, contrasting traditional firm profitability with CAS models and their structures.

Understanding Profit Margins (00:06:19)
Tom and Adam analyze profit margins in CAS compared to traditional firms, aiming for higher profitability.

Building Client Relationships (00:09:24)
Tom highlights the importance of long-term relationships with clients for smoother operations and better service.

Delegation and Offshoring (00:10:06)
Discussion on the necessity of delegating work and utilizing offshore teams to enhance efficiency.

Measuring Performance in CAS (00:11:59)
Adam explains the shift from traditional hourly metrics to responsibility-based performance measures in CAS.

Book of Business Targets (00:12:57)
Tom and Adam discuss the importance of setting clear book of business targets for team members.

Compensation Structure in CAS (00:13:39)
Adam outlines how compensation structures differ in CAS, focusing on book of business rather than hours worked.

Efficiency Over Hours (00:16:32)
Tom advocates for valuing efficiency and client satisfaction over the n