Throughout my career journey, I have embraced constant learning and growth, always being open to change. In the mid-1990s, I decided to build my own CPA practice. Working for other CPA firms provided me great experience and knowledge; however, continuing that path would have led to a future based on the evaluations and decisions of others.

I started with zero clients, and it surprised me how quickly I could gain small business clients through simple networking. My ability to communicate accounting and tax rules in a way clients could easily understand, allowing them to make better business decisions, helped me achieve early success.

I spent the early part of my career in the financial services industry, and I used my experience in that area to create a niche practice in mortgage lending. I quickly discovered I could build a nice audit and tax practice, starting with mortgage brokers who needed audited financial statements for HUD approval and, of course, tax return work. My efforts to attend mortgage association events, provide articles, and make presentations at conferences quickly made me an “expert” and a go-to for mortgage companies, and I rapidly grew within my niche. I added the private lending niche in the early 2000s.

Over the years, I learned some very valuable concepts, or what I call pearls, that I still use today and continue to acquire.

Because audit and tax is annual recurring work, it was obviously essential to retain clients. Over and above providing quality products, being responsive to clients was essential to keeping them—whether with producing the work product, replying to emails, returning calls, or answering questions quickly. Quality work product and a responsive approach are standards Spiegel Accountancy continues to adhere to today.

As the size of my practice grew, I developed as an entrepreneur and successfully grew the business by offering more than audit and tax services. I learned to add value to clients by finding business solutions and suggesting new ideas for them. It was easy for me to listen to what a client was trying to achieve and then determine a solution (within the rules or structure) to achieve their desired result. This, combined with my ability to communicate information and rules in a way clients can understand, was key to helping them make informed decisions while understanding the risks associated with them.

Invariably, mistakes do occur. Corrections are required and, in some cases, penalties are assessed. My approach to this type of situation or any adverse situation is to take the high road—always. I will always have my team’s back and take responsibility for issues that arise, regardless of whether it was something we did or did not do. This approach always creates respect and integrity and, ultimately maintains our great reputation. It’s important to not burn any bridge.

I certainly plan to continue learning and growing as an entrepreneur, and I hope to have more opportunities to share my insights and approaches with others.