In this episode of The Art of Succession podcast, host Barrett Young interviews Nesha Pai, founder of Pai CPA and international public speaker. Nesha shares her journey of building a successful CPA firm and her decision to turn down an acquisition offer despite receiving her asking price, revealing important lessons about business value beyond financial metrics.
Building a Valuable Business
After being denied a raise due to a "mom gap" in her resume, Nesha quit her job at a local CPA firm in 2011 and started her own practice. Over 14 years, she built a firm serving 75 clients with monthly bookkeeping and advisory services. With remote operations, recurring revenue, and established processes, her business became an attractive acquisition target, especially after experiencing significant growth during the pandemic.
The Decision to Stay
When approached by a broker in early 2024, Nesha received her asking price of two times revenue but declined when the deal required a 10-year seller financing note. Shortly after, personal tragedies—her sister's sudden death and a breast cancer diagnosis—transformed her perspective. Her business became her anchor during these difficult times, providing stability when pursuing her speaking career alone would have been unsustainable.
Renewed Vision and Strategy
Nesha now plans to invest 8-10 more years in growing her firm before considering selling again, focusing on expanding advisory services and ending her three-year hiring freeze. Her experience taught her to trust her gut when evaluating buyers and prioritize culture fit over the highest offer. She's found balance between running her firm and pursuing speaking opportunities, recognizing that sometimes the best succession decision is choosing to stay and build further value.
Listeners can learn more about Nesha Pai by connecting with her on LinkedIn, following her on Instagram, or visiting her website at www.neshapai.com.
