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How a Small Accounting Firm Hit 10 Million Without Selling
Season 2
Episode 53
Published 1 month ago
Description
Episode 53 of Scaling Up with Fexingo. Lucas and Luna break down how a three-person tax and bookkeeping practice in Tulsa grew to $10 million in annual revenue without a single salesperson or marketing campaign. They walk through the specific referral mechanics — a 47% organic referral rate, a tiered pricing model that incentivised word of mouth, and a client-for-life retention system that kept churn below 3% annually. They also explore how the firm's founder, using zero outside capital, deliberately capped growth to avoid losing the firm's culture. This episode is a case study in inorganic, earned growth from a service business that most entrepreneurs overlook.