I’ve bought five accounting practices over the past 12 years—up and down the West Coast, from Seattle to San Diego. Some deals were nearly flawless, while others were held together by duct tape and adrenaline. Along the way, I’ve developed a real appreciation for what makes a successful transition—not just for me, but for the sellers, their teams, and their clients.
If you’re wondering how to sell an accounting practice, I can tell you this: the decisions you make early on shape everything that comes after. I’ve seen sellers get it right and walk away with dignity, profit, and peace of mind. I’ve also seen others get stuck in months of stress because they didn’t ask the right questions or get the right support.
The best transitions always start long before the business is listed. In my experience, the most attractive practices are those with clean books, recurring revenue, documented processes, and client relationships that aren’t overly dependent on the founder. If everything hinges on you, that makes it harder for a buyer to feel confident. On the other hand, if you’ve empowered your team and documented your workflows, I’ll know right away that the business has legs beyond your last day.
A few years ago, I bought a practice in the East Bay from a seller who had been planning her exit for nearly two years. She hired a broker early, got a valuation done, and gradually introduced her clients to the idea of a future transition. When I stepped in, the hand-off felt natural. Clients were warm, her staff was ready, and the business didn’t skip a beat. She didn’t panic when the papers were signed—because she knew she had built something that could stand on its own.
Compare that to a deal I nearly walked away from in Oregon. The seller had strong numbers, but the whole operation lived inside his head. No written processes. No cross-trained staff. Clients who called his personal cell for every question. He was a brilliant technician, but when I asked about transition plans, he said he’d “figure it out as we go.” I didn’t want to gamble on that.
The truth is, selling a practice is not about disappearing overnight. It’s about staying present for long enough to ease the transition. Buyers don’t expect you to hand us the keys and vanish. What we do appreciate is clarity. Clarity around timelines, support periods, and expectations. The smoother that plan is, the more valuable your practice becomes.
If I could give one piece of advice to every seller, it would be this: partner with someone who knows the industry. Too often I’ve seen sellers get advice from general business brokers who don’t understand client retention rates or the value of recurring services in this field. If you work with someone like ProHorizons, who specializes in accounting practice sales, you’re stacking the odds in your favor.
They know how to price a practice realistically—not too low, not too high—and they help you avoid common mistakes, like promising to stay involved longer than you’re comfortable with or underestimating the due diligence process. They also understand confidentiality, which is crucial. You don’t want your team or clients to find out too soon, or from the wrong source.
When I look at listings today, the first thing I check is whether the seller worked with a professional firm that understands this niche. If I see a listing from someone trying to go it alone, I get nervous. Because selling a firm is emotional, and emotions can cloud judgment. Having a broker buffer that process makes it easier for both sides.
One more thing: buyers like me are always looking at long-term potential. We’re not just buying your numbers, we’re buying your reputation and your systems. We want to know your clients trust the firm, not just the founder. That your team has stability. That you’ve got a plan to make introductions smooth, and that the business won’t fall apart when you head off into retirement or your next adventure.
If you’re ready to move on, do it right. Get a valuation. Create a timeline. Talk to your staff and key clients when the time is right. And most of all, work with someone who can represent your interests while making sure the buyer gets what they need too.
The deals that have gone well for me—really well—are the ones where the seller took the process seriously. We both walked away feeling respected, and the business kept thriving. That’s the goal. That’s what makes it worth doing.
Selling your accounting practice can be the most rewarding move of your career, but only if it’s done with care. Get the right help. Know your value. And make the transition something you can be proud of.
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