Niching Down to One Industry: An Accountant's Playbook

Jackson Pace is the founder of Refractional CFO, a firm that works exclusively with eye doctors, offering bookkeeping, tax, and advisory services built specifically around how optometry practices run. He explains how that focus came about almost by accident, after taking a CFO role inside an ophthalmology practice and realizing nobody was properly serving that niche.   Jackson talks about growing without a formal growth plan at first, then setting concrete targets once his team asked for one, going from a "road to 100" clients to doubling that goal more than once. Growth has come almost entirely through word of mouth and staying active in the associations and communities where his clients already spend time.   He also gets into the tension between growing a firm and protecting family time, including using his kids' sports practices as a hard stop that forces him out the door, and how reaching out to more experienced firm owners for advice has shaped how he runs the business.   If you're weighing whether to niche down or stay broad, this conversation lays out what that decision actually looks like in practice.   Guest: Jackson Pace, Refractional CFO LinkedIn: https://www.linkedin.com/in/jcpace/   Host: Leonard De Beer Helping fractional executive firms get more clients through strategic outreach LinkedIn: https://www.linkedin.com/in/leonard-de-beer/