In this episode of Canopy Practice Success, host KC Brothers interviews Ryan Lazanis, founder of Future Firm, about what it really takes for accountants to build scalable, tech-savvy practices while maintaining freedom and work-life balance.
Ryan shares his journey from launching one of North America’s earliest online accounting firms in 2013, to scaling it for acquisition in just five years, and then founding Future Firm to help others avoid the same early struggles he faced. His focus: designing a business model that works for you — not the other way around.
Here are the main highlights you won’t want to miss.
1. Start with the Business Model, Not Just Systems
Ryan emphasizes that while technology and processes are important, they’re not the magic bullet. Many firm owners assume better tools alone will solve burnout, but often the root problem is how the business is structured.
“Most firm owners I run into… feel that [tech and process] is the only thing they need to streamline their business and step away from their business… What was broken was the business model.”
If pricing and packaging aren’t set up to protect your time and margins, no amount of process improvement will create real freedom. Ryan encourages firms to first analyze how services are packaged, how they’re priced, and whether client mix is sustainable.
2. Optimize Your Client List and Pricing
A major lever for freeing capacity is trimming or upgrading your client base. Ryan suggests setting minimum thresholds — like $500 for a tax return or $500/month for recurring services — and using a tiered package model to move clients up to higher-value engagements.
“Are you charging at least $500 for a tax return… If not, we probably have a pricing problem. Are you charging at least $500 a month for recurring business services… If not, we can probably make huge optimizations there.”
This isn’t just about charging more; it’s about serving fewer clients better, reducing workload, and increasing profitability at the same time. Dropping low-value clients frees up both time and energy to focus on A and B clients who fit your ideal profile.
3. Delegate Strategically to Remove Bottlenecks
Many firm owners end up as the bottleneck in every business function, from client service to operations. Ryan advocates treating your firm like a corporation by installing leaders in key roles — like operations or client service — even if they aren’t CPAs.
“That’s how we eliminate bottlenecks — by installing people to handle certain functions so that you can focus on what you really are good at and what you want to be doing.”
Delegating to the right people not only improves efficiency but also allows owners to focus on their strengths and step away when needed. This structure is critical for sustaining growth without sacrificing lifestyle.
If you want to hear more about these topics give the episode a listen.
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