How to Get the Most From Your CPA: Beyond Billable Hours

Most CPAs are trained to record history, not create strategy. In this episode of The Lyon Share Podcast, Ed Lyon is joined by Aleksey Kaplan, CPA—an entrepreneur-turned-CPA who built and sold businesses before ever sitting for the CPA exam. Together, they dig into why most accountants miss tax planning, why billable hours fail clients, and how entrepreneurs can demand real value from their advisors.If you’ve ever felt your accountant hands you numbers without strategy—or you want to know how to pick the right CPA—this conversation will change how you view the profession.🔑 Key TakeawaysBillable hours ≠ value: Most firms sell time, not results. Real entrepreneurs want outcomes, not clocks.Entrepreneur trapped in a CPA’s body: Aleksey’s business background makes him uniquely able to relate to client struggles—payroll, growth, and cash flow—not just compliance.CPA education gap: Neither accounting school nor the CPA exam teaches tax planning. CPAs are trained for reporting and compliance, not for saving clients money.Proactive vs. reactive: Most accountants are historians. Effective CPAs communicate, project, and plan year-round—not just at tax time.Qualified ≠ initials: CPA or EA after someone’s name doesn’t guarantee planning expertise. Vet them carefully, and interview multiple candidates.Team of professionals: Every entrepreneur needs a qualified circle—CPA, attorney, insurance pro, banker—that works together.⏱️ Timestamps (Approx.)00:00–03:00 — Introducing Aleksey Kaplan: entrepreneur before CPA03:00–07:30 — How life events pushed him into business ownership (and later the CPA path)07:30–10:00 — The leap to accounting school and the challenge of the CPA exam10:00–13:30 — Inside a mid-size firm: overbilling, inefficiency, and why Aleksey left13:30–17:00 — Billable hours vs. results: what clients really value17:00–21:00 — How Aleksey built a firm around planning, not compliance21:00–25:00 — Proactive communication and anticipating client needs25:00–30:00 — Why tax planning isn’t taught in school or exams—and why that matters30:00–36:00 — Education gaps and how business owners can avoid assumptions36:00–43:00 — Building the right team of professionals; choosing the right CPA📌 Memorable Quotes“A lawyer’s time and advice are his stock in trade. But value isn’t measured in hours—it’s measured in results.”“Most CPAs are historians. They record the past. Entrepreneurs need advisors who plan for the future.”“CPA after someone’s name doesn’t mean they know tax planning.”“Don’t settle for effort. Hire for results.”🧰 Concepts & TermsBillable Hours: Charging clients based on time spent rather than outcomes.Value Billing: Charging based on savings or results delivered, not effort.CPA Education Gap: No real tax planning training in school or exams.Proactive Tax Planning: Year-round strategy that reduces liability and aligns with business goals.✅ How to Apply This EpisodeInterview multiple CPAs before choosing. Don’t assume the first is the best fit.Ask about planning: How will they proactively lower your taxes—not just file returns?Demand clarity: Agree on scope, fee, and expected results upfront.Build your team: Surround yourself with qualified professionals across tax, law, insurance, and finance.👤 About the GuestsEd Lyon is a tax strategist, wealth advisor, author, and pioneer in proactive tax planning. He’s trained more than 4,000 CPAs and advisors nationwide.Aleksey Kaplan, CPA is an entrepreneur-turned-tax professional. After building and selling multiple businesses, he became a CPA to help clients from the perspective of someone who’s lived the entrepreneurial journey. He runs a firm focused on planning, results, and value—not billable hours.