If you’re an accounting professional, you’re not just a bookkeeper or tax preparer—you’re a trusted advisor. Clients turn to you for more than compliance. They count on you to spot opportunities, mitigate risk, and help them grow their wealth.
That’s why there’s one question more of us should be asking our business-owner clients:
Why sell the potential of a business when you—or someone else—could realize it instead?
This isn’t just a thought experiment. It’s a mindset shift that could help your clients dramatically increase their wealth—and elevate your role from technician to strategic consultant.
What You Can Learn From a Reluctant Private Equity Investor
Brent Beshore didn’t come from Wall Street. He didn’t study finance. In fact, he once googled “do diligence.” But after building a successful marketing firm, a founder approached him with an opportunity: buy their business. That deal became the foundation of Permanent Equity, one of the most respected long-term investment firms in the U.S.
Unlike traditional private equity, Beshore’s model is different:
- No debt at close
- No short-term flipping
- No gutting teams for quick returns
Instead, they raise 30-year funds and invest in people to grow long-term value. And often, they spot the kind of upside that founders miss.
The Missed Opportunity Hiding in Plain Sight
One example? A pool company Beshore bought in 2015 had no way for customers to contact them on their website. No form. No phone number. No call to action. His team fixed that—and got 16 qualified leads on day one. Over time, the business doubled in size.
That kind of growth wasn’t due to magic. It was sitting there all along—waiting for someone to spot it and act.
As an accounting professional, you’re in the perfect position to help clients see these missed opportunities, whether they’re looking to sell, buy, or simply increase the value of their business before making a big move.
Consultants: Help Your Clients Choose the Right Path
When clients think about exiting their business, they often assume it’s a binary decision: sell now or wait. But there’s a more strategic way to frame it:
- Sell now, leaving upside on the table for the buyer.
- Make key improvements now, then sell at a higher multiple—or keep the business and grow your wealth over time.
The second option requires energy, planning, and a longer-term outlook. But it also puts your client in control of the business’s future—and the value it can create.
Here’s where you come in.
5 Ways to Help Clients Think Like Investors
You don’t need to be a private equity firm to help clients unlock business value. Start with this:
1. Review KPIs that Affect Valuation
Look at gross margins, recurring revenue, customer concentration, and owner dependence. Where can the client improve before exiting?
2. Identify Low-Hanging Operational Wins
Is the website capturing leads? Are sales systems in place? Can the business run without the owner present?
3. Spot Strategic Acquisition Targets
Encourage clients to look beyond their business. Could they acquire a smaller competitor, vendor, or complementary service firm and grow through acquisition?
4. Build a Timeline for Value Creation
Not every client wants to sell now. Help them craft a 2-3 year plan for increasing value, reducing risk, and maximizing the eventual sale price.
5. Position Yourself as a Value-Add Partner
Offer ongoing advisory services—not just bookkeeping and tax prep. When you help clients grow their business value, you become indispensable.
A Wealth-Building Question Worth Asking
Beshore says it best:
“If you’re really convinced the business is about to triple, the dumbest thing you could do is sell it to me.”
So when your clients are eyeing a sale, remind them to think like investors. Could they realize the value themselves—or even buy businesses with hidden potential?
As their accounting professional, you have a unique window into their business. That insight can become action—and that action can create wealth.
Call to Action:
Want to help your clients unlock business value and build wealth through strategic acquisition or smarter exits?
Call 435-344-2060 to speak with a Universal Accounting advisor and learn how our Value Builder program and business coaching resources can equip you to offer high-impact consulting services—no Wall Street experience required.
