Scaling a firm from a one-person operation to a thriving team of more than 50 in just five years isn’t for the faint of heart. The journey is filled with challenges, pivots, and most importantly, opportunities for growth and learning. At The Charity CFO, we’ve carved out a unique space in the accounting world by disrupting how nonprofits get their financial support—offering specialized expertise to a niche market.
In this blog, I’m sharing 10 hard-won lessons from my experience scaling our firm. Whether you’re a small firm owner or looking to take your business to the next level, these insights can help you build a solid foundation for growth and set your firm apart in a crowded marketplace.
1. Commit to a vision and stick to it
Scaling starts with a crystal-clear vision of where you want to take your firm. From day one, I knew we wanted to be the go-to accounting solution for nonprofits, a group often overlooked by traditional firms. This singular focus allowed us to become experts in our field and build a reputation as a trusted partner for our clients. Without a vision, growth can feel aimless and reactive.
2. Accountability is key
Implementing systems of accountability is one of the most critical components of growth. What you measure, you improve. That’s why we implemented EOS (Entrepreneurial Operating System) early on. Setting clear goals (or “Rocks,” as EOS calls them) and holding our team accountable to these metrics ensured we stayed on course, even as the team grew larger.
3. Say no to bad-fit clients—quickly!
One of the hardest lessons I learned is that not all clients are worth keeping. When we held on to bad-fit clients, it took a toll on team morale and profitability. As soon as we realized a client wasn’t aligned with our values or business model, we began the process of moving on—faster than before. Not every opportunity is a good one, and knowing when to say “no” is crucial.
4. Narrow your focus: Less is more
Especially when growing, it can be tempting to offer every service under the sun. We learned that focusing on fewer, specialized services made it easier to train staff, maintain high-quality work, and deliver exceptional value to our clients. Keeping our service offerings narrow has been one of the main drivers of our efficiency and reputation.
5. Build your middle management team early
As your firm scales, you’ll need more than just a great front-line team. Building out a competent mid-management layer took longer than I anticipated, but it’s one of the most important investments I’ve made in the firm. Middle managers help maintain the firm’s standards and keep operations running smoothly, even as the leadership team focuses on growth.
6. Invest in technology to drive efficiency
You can’t scale without the right tools. Early on, we adopted QuickBooks Online and other technologies that allowed us to streamline workflows and improve communication—internally and externally. Investing in technology not only boosted our efficiency, but also helped us serve more clients without increasing our headcount.
7. Always be recruiting
A firm is only as good as its people. Growing from one employee to 50 didn’t happen by accident; it required a deliberate focus on recruiting the best talent. Even when we didn’t have an immediate opening, we were always keeping an eye out for potential hires. Building a strong team was just as important as finding new clients, and we never stop recruiting.
8. Non-client communication is a non-negotiable
As we scaled, we realized that communication with our clients had to be a top priority, especially as our client base grew. Keeping clients in the loop with clear updates, monthly reports, and regular check-ins ensured they felt cared for, even as our team expanded. Poor communication is a quick way to lose clients, so we made this a non-negotiable part of our process.
9. Be prepared for growing pains
Growth doesn’t come without some discomfort. As we scaled, we encountered roadblocks, whether it was refining our processes, restructuring teams, or ensuring that our client service didn’t slip. But every challenge presented an opportunity to improve, and we embraced these growing pains as part of the journey to becoming a stronger firm.
10. Stay committed to your mission
Through all the lessons, one thing remained constant: our commitment to serving the nonprofit community. Staying mission-driven ensured that every decision we made, every client we took on, and every new team member we hired aligned with our purpose. It’s this commitment that has allowed us to stand out in the market and grow consistently.
One step at a time
Scaling a firm like The Charity CFO didn’t come without its challenges, but each lesson we learned shaped us into the company we are today. If you’re looking to grow your firm, focusing on accountability, narrowing your services, and saying no when it matters are key.
The most important part? Stick to your vision and invest in your team. Growth is possible when you align your operations with your mission and keep moving forward, one step at a time. We’ve found our path, and it’s made us a firm to watch in the nonprofit accounting space.
