One of the most powerful drivers of business value isn’t revenue or profit margins. It’s owner independence—the ability of a company to operate without its founder being involved in every decision and detail.
According to Value Builder Analytics, companies that can run without the owner for at least 90 days are twice as likely to receive an acquisition offer above 6x EBITDA. That’s not just a better sale—it’s transformational wealth.
Whether you’re running your own accounting firm or advising business owners who may want to sell one day, this lesson is clear: the more a business can thrive without the owner at the center, the more valuable it becomes.
From Hands-On to High-Value: Kristie’s Story
Let’s take the example of Kristie Shifflette, a master franchisee with Orangetheory Fitness.
When she opened her first location, she did it all—marketing, payroll, hiring, even overseeing construction. She was the engine driving the business forward. That approach worked for a single location. But by the time she opened her third studio, the cracks started to show.
The business could only grow as fast as Kristie could work.
That’s when she made a crucial shift: she stopped focusing on being the operator and started acting like the owner. She:
- Documented every system, from marketing to member check-ins
- Created a compensation model that rewarded studio managers based on performance
- Empowered team leaders to run their own locations like mini-CEOs
- Linked bonuses to measurable outcomes like net member growth and revenue
By the time she exited the business, she had 13 Orangetheory locations generating over $10 million annually, with some studios pulling in $2 million and 40% EBITDA margins.
That’s not just a profitable business—it’s a valuable one. And it didn’t happen by working more. It happened by building a system that worked without her.
What This Means for Accounting Professionals
Whether you’re a tax preparer growing your firm, a bookkeeper running a virtual team, or a business consultant helping entrepreneurs succeed—this lesson is directly relevant.
Let’s break it down.
If You’re Building Your Own Firm
Ask yourself this question:
What would break if I stepped away for 90 days?
If the answer is “everything,” you’re not alone—but you’re also stuck. Even if you’re pulling in six figures, you’re not building something you can sell, scale, or step back from.
To fix that, take a page from Kristie’s playbook:
1. Systematize Your Practice
Document your client onboarding, month-end close process, communication standards, tax season workflows, etc. Use software and checklists so your team isn’t guessing.
2. Incentivize Accountability
Tie your staff’s bonuses to measurable performance metrics—client retention, timeliness, error rates, or profit margins. Create ownership, not just employment.
3. Empower Others to Lead
Train a manager or senior team member to make client-facing decisions, manage junior staff, or handle operations. Stop being the single point of failure.
4. Test Your Absence
Try a mini sabbatical—two weeks with minimal communication—and see what needs improvement. Then fix it. Then extend your absence to 30, 60, or 90 days over time.
If You’re Advising Business Owners
Your clients often see you as just a tax pro or a bookkeeper—but you can offer so much more.
Help them realize that business value isn’t just about how much they earn. It’s about how they earn it. If their company can’t function without them, their value at sale will be discounted—heavily.
Use these questions to guide advisory conversations:
- “Could your business run without you for 90 days?”
- “What systems do you have documented?”
- “Do your managers have decision-making authority or just tasks?”
- “Is your compensation structure driving the right behaviors?”
Then recommend actions—like building SOPs, incentivizing leadership, or even walking them through a Value Builder Assessment.
Final Thought: Step Back to Level Up
If you’re still the one “opening and locking the doors” of your business every day—figuratively or literally—it’s time to ask yourself: Is this business built to run… or built to depend on me?
Whether you’re running your own accounting practice or guiding clients through growth and succession, this one principle will drive value like few others:
The less essential you are, the more valuable the business becomes.
Call to Action:
Want to create a more valuable business—for yourself or your clients?
Call 435-344-2060 to talk with a Universal Accounting Advisor and learn how the Profit and Growth Expert program can help you build (or advise on) a business that runs independently, commands higher valuations, and gives you more freedom.
