Acumen Accounting, Inc.

Company History

To any rational outside observer, Jacqui Surber and I could not have picked a worse time to start a business than the beginning of September, 2008. Consider the factors:

We were at the height of the deepest economic crisis this country has faced since the Great Depression. Strike one.
We started a business with no clients, no equipment, no systems, and almost no money.
Not to hyperbolize and over-dramatize, but I was dying. Strike three.

Despite those strikes against us, Acumen Accounting was born on September 4, 2008.

Before Acumen, I was working at another accounting firm that I founded in 2002. During that time, I was suffering from Primary Sclerosing Cholangitis (PSC), a genetic, degenerative and deadly liver disease. The only treatment (if cancer does not develop) is a transplant. I lived every day with the proverbial sword over my head.

Jacqui joined the old firm early in 2008. She immediately impressed me with her knowledge, insight, energy, and discipline. Meanwhile, my condition deteriorated rapidly, leading to monthly hospitalizations for several days at a time. In June, 2008, a scheduled living donor transplant was canceled just hours before surgery due to an unforeseen complication with some blood tests. Just to make things worse, I did not know from day to day whether I would be able to work. That made it a wee bit hard to adequately serve clients. Thankfully, we were able to rely on Jacqui to keep things running, and although it was a huge burden on her, she gladly did whatever was necessary to take care of our clients.

By late last summer, I had to face the cruel reality: I could no longer manage the firm. I was hurting the business more than I was helping. Night after sleepless night staring at the ceiling led to the same conclusion. Hours-long discussions with family and friends pointed the same way, but with the encouragement that families always have to say: "Somehow, we will get by." They had more confidence than I did.

I was not even sure I would be alive in six months.

I had to walk away.

Even a year later it is tough to write that sentence.

That was also when I first realized the extent of the blessing I received when Jacqui cold-called the old firm with resume in hand. After what must have been far too many long talks with her, she convinced me that not only could a new, successful firm be built on the same values and standards that made the old firm prosper, but she would happily leave her steady job at the old company to join in creating something new and wonderful. Her encouragement, faith, and confidence were inspiring.

It did not matter that the deck was stacked against us.

It did not matter that we were starting with absolutely nothing.

It did not matter that I might not survive to see a new firm grow. Jacqui was willing to put everything on the line for this.

If she could do it, then I could, too.

Jacqui and I started Acumen Accounting together on September 4, 2008.

Almost immediately, many clients from the old firm moved their business to our new company. We are still awed by the number of people who value the work that we do. Their confidence in these two accountants is humbling and served to deepen our commitment to providing world-class service.

My health continued to decline. End stage liver disease is ugly. The yellow-gray skin, jaundiced, sunken eyes, frailty, and the 65-pound weight loss showed. I was visibly sick and getting worse. Yet somehow, we gained new clients. I did the best I could to keep my strength up, but Jacqui was doing the heavy lifting.

Just before Thanksgiving, 2008, I received the life-changing call. Another living donor had been approved, and the transplant would be performed in early December. Someone from my church, a gentleman whom I barely knew, stepped forward and enthusiastically risked his life for me. Another very emotional event, and this time there was nothing to stop the surgery.

The mad scramble began. With less than two weeks to prepare, I had to get ready emotionally, spiritually, and mentally. At the same time, we had to put some contingency plans in place to keep the firm running during the three or four weeks that they told me I would be "off the air". The burden would once again fall on Jacqui. I struggled mightily with that aspect, but Jacqui reminded me that she signed up knowing that this day would come someday. That day was now.

I received a living donor liver transplant at Georgetown University Hospital on December 4, 2008. A complete journal of my experience may be found at http://www.caringbridge.org/visit/thomasbutler.

The estimated two-to-three week hospital stay turned into nearly eight, as I fought multiple serious complications. Jacqui single-handedly kept the business going during that time. I do not know how she did it. I do know that I will never be able to adequately express my thanks to her.

At times during my recovery, Jacqui would bring work to the hospital-mainly questions she had about certain client issues. She worked from one side of the cramped room, and I struggled to work from my bed. I actually did bill a couple hours during my stay!

The recovery was slow, but by the time tax season started to peak, I was able to work nearly full days. Good thing. We projected preparing 100 tax returns for the 2008 tax year. At last count, we were over 150.

My recovery continues today, and outside of periodic brief hospitalizations, I am in the best condition of my life. Blood tests are great and any lingering physical issues are under control. Best of all, I don't look like a dying man anymore.

Acumen Accounting continues to grow. Jacqui and I are the best team I've ever seen, and our energy, excitement, friendship, and high standards send a loud and clear message to our clients: We love what we do, and we're great at it. In August, 2009, we entered into a partnership with the Internal Revenue Service to offer educational seminars to the small business community throughout Loudoun and Prince William Counties. We are keeping the curricula fresh, and those seminars began in November, 2009.

Business Philosophy, Company Mission, and Goals. We do not have a complicated business model. Much of it comes from simple professionalism and common courtesy. We understand small business because we ARE a small business.

It starts with morals, values, and ethics. No one should ever go into business with those who do not share the same standards. One of the keys to Acumen is that both Jacqui and I share these critical elements. Here are the keystones:

Responsiveness. There are no gatekeepers blocking access to us. Our direct phone numbers are on our business cards. Our goal is to respond to phone calls and e-mails reliably and consistently. Clients always have access to a principal owner of our company. Our clients always have two points of contact. No other firm offers that level of accessibility.

Knowledge. Jacqui and I each have over 20 years of experience in small business accounting and business and individual taxation. We know the rules and the IRS hot buttons. Good news for our clients, since IRS is hiring new auditors at a breakneck pace. To us, accounting is more than simply massaging data in an accounting package and spitting out financial statements. Our clients' success is critical to us. We use our experience and technical tools to proactively discuss our clients' unique accounting and tax issues without a lot of useless jargon. In addition, in 2007 I was elected a Fellow in the National Tax Practice Institute, one of only 2,000 tax professionals nationwide with this advanced certification. I am also one of fewer than 200 Tax Professionals with a Certified Tax Resolution Specialist rating from the American Society of Tax Problem Solvers.

We have experienced nearly everything that can happen to a small business. Not because we are bad, but because we are good. Our clients know that we have helped hundreds of others through both good times and bad, and they know that we will be there for them, regardless of the circumstances.

Dedication. Our clients will not find stronger advocates for their businesses than us. Our attitude is that absolutely everything we do for our clients may one day need to be defended. So, we treat our clients' accounting and tax reporting functions as if they were our own. We will never fake our way through anything or put our clients in an indefensible position. We will never waste our clients' money, and we will never be anything less than completely open and honest.

Joy. This company is not worth owning if we do not transmit a sense that we love what we do. Who would you rather deal with? Someone who shows no energy and enthusiasm for providing services to you, or someone who demonstrates day after day that theirs is the greatest job in the world?

Ethics. Jacqui and I trust each other with absolutely every aspect of our business, and our clients trust us in the same way. We value the highest work standards, building close relationships with clients, and incorruptible spirits.

Our mission. It is quite simple, really. We do great accounting and tax. And we do it with passion.

What sets Acumen Accounting Apart? Sometimes, it's about more than offering something that is in great demand, a great product, or outstanding service.

Sometimes, it's about more than making money.

It is about relationships...building friendships with our clients that will last a lifetime. It is about being there not only when times are good, but in times of trouble as well.
It is about the taxpayer forced to leave her job due to disability, who later is wrongfully hit with penalties due to the early withdrawal of her retirement plan. We proved that the withdrawals were truly due to the disability, saving the taxpayer thousands of dollars.
It is about the small business owner overwhelmed by piles of unsorted checks and receipts with a looming tax deadline. Her tears of relief when we laid out a plan to help her provide a level of satisfaction that cannot be described.
It is about being there to counsel clients who have been devastated by the recession. We listen. We will even provide a shoulder, if necessary.
It is about working from a hospital room or late into the night, if necessary, to fulfill a promise made to a client.
It is about treating people the way we would want to be treated.

Here are examples of what some clients have said:

"Tom and Jacqui have been key advisers to me, and have consistently stepped up for us in ways that have made us a more intelligent competitor in a crowded marketplace. I initially hired Tom many years ago in the role of part-time CFO, and he came in weekly and handled our entire accounting function. As we grew and were able to hire a bookkeeper and eventually a full time CFO, Tom and Jacqui have become more valuable both as mentors and monthly reviewers. Without their expertise and steady hand, we would not be the company we are today. I cannot recommend their professionalism and knowledge more highly. Tom and Jacqui would be an asset to any team in any environment."

"Tom has been my accountant since writing our initial business plan. I have been very pleased and was very lucky to find him."

"They handled all aspects of our finances since our inception with consummate professionalism. Their adept comprehension of corporate finance and common sense business knowledge have proved invaluable in the success of our financial strategies."

Perhaps the greatest commentary on our relationships comes from the reaction of our clients and the community during my hospitalization. We were flooded with cards, phone calls, meals, and countless other gifts. A group of Loudoun Chamber members contributed to an account at Let's Dish in Ashburn so that my family would have meals. I do not have an adequate vocabulary to properly articulate what that means to me.

Business Challenges. Nothing beats a life-threatening illness as a business challenge. Without regard to the physical aspects of illness, consider the situation from the viewpoint of the client: Will Tom and Jacqui be there when I need them? What happens if the dude croaks? Who covers if Tom is incapacitated?

Our response actually puts Acumen Accounting in a unique position in our industry. Our clients are free to contact either Jacqui or me when they have questions. There are no "Jacqui's Accounts" or "Tom's Accounts". They are OUR accounts. To be sure, one of us normally has more in-depth knowledge of particular clients. However, we take great pains to make sure that both of us know about every client. Having multiple points of contact puts to rest fears our clients may have, and it underscores our dedication to responsiveness and accessibility.

Then, too, starting and growing a business is not for the faint of heart. For a tiny business running on a shoestring, it is particularly difficult because Jacqui and I need to have expertise in all aspects of the business. We are the general managers, sales executives, production persons, accountants, and evangelists of Acumen Accounting. It has been an exhausting process, with seemingly never enough time, energy, or money to accomplish everything we want to achieve. We spend countless sleepless nights wondering how we juggle an endless array of projects with limited available funds. Just getting attention and notice in a cluttered, crowded market is a huge challenge.

Although Acumen is still a young company, Jacqui and I have been doing this a long time. After decades of fighting the good fight, there are common strategies that we employ to keep up our morale and spirit. These will help overcome any situation that comes along:

Energy. No one ever said that the road to success is easy. If it was, everyone would do it. Sometimes, we need to dig deeply just to have the strength to get out of bed in the morning. We continuously remind ourselves that diving into our vocations energetically overcomes many hurdles. We also try to keep work and life in balance. It is a huge challenge to do so, but it is vital.

Don't just sit there, do something. Not only is taking even the smallest steps the only way to start addressing our challenges, it also does wonders for our morale and spirit.

Optimism. A great attitude is infectious. Clients like to see the excitement and passion in our attitudes, and it makes us do a better job for them. It also does wonders for the old energy level.

No negative words. Hurling epithets and stomping around with a big chip on my shoulder is about the most fun I can have. It also does nothing positive for me. Eliminating negative language is amazingly effective at overcoming hurdles.

Discipline. No one enjoys absolutely every aspect of their job. We get that. But it will not stop us from doing those tasks that we find distasteful. Deadlines mean deadlines. Returning calls promptly means doing so. Commitment has meaning. Discipline gets you through anything.

Learn to give. Nothing restores one's spirit like helping others. It could be as simple as me assisting Jacqui through a struggle, Jacqui doing the same for me or Jacqui covering for me while I go to one of my many doctor appointments. Or, it could be serving others in our community. No matter how bad you may believe your situation is, there is usually someone worse off than you may be. Jacqui and I are keenly aware of that, and serving others is a core value; not only in our business lives, but in our personal lives as well.

None of this is original. Thousands of books going all the way back to the Bible have recommended the same principles. Why? Because they work.

Community Service. Service to others is one of our core values. It is more than just words. It is action.

Jacqui is always on the lookout for those who need our services, but because of their circumstances, cannot afford to pay us. As a result, we do a substantial amount of work at little or no charge. The gratitude on the face of someone who has been kicked to the curb by life but helped by us is worth more than the most expensive tax returns we prepare.

I am very active in the cause of organ donation. I am in the speaker's bureau for the Washington Regional Transplant Community. In addition, as a result of my CaringBridge blog (referenced above), I have counseled people worldwide who are facing similar circumstances. Eventually, I plan on publishing my journal along with other useful information as a resource for patients. There is very little available now that is written from the patient's viewpoint. I wish such a resource was available to me. While the care I received was outstanding, there was too much for which I was not adequately prepared. My goal is to overcome that by sharing my experience with those facing transplant.

Recently, Jacqui and I entered into a partnership with the Internal Revenue Service. It may be because of the recession or in spite of it, but hundreds of new small businesses are started in this area every week. The problem is that too many people go into business not knowing their tax obligations under the law and are getting burned as a result. Furthermore, IRS only has two employees providing educational services throughout the entire Commonwealth of Virginia. They needed our help, and we responded by writing a curriculum to educate small business owners in the area. We don't mention our company name in the seminars or try to sell anything. Instead, the goal is to educate business owners and prevent them from going down some very unsavory paths.

Entrepreneurship. Jacqui and I occassionally wonder whether we would ever be able to work as employees of another company. The answer is always a resounding no. We love the feeling of building a business, serving others, and enjoying both the tangible and intangible rewards.

A true entrepreneur goes into business knowing the challenges and has the energy, persuasive skills, optimism, and discipline to start and grow the company. We founded Acumen truly not knowing if I would be alive to see it prosper. But we did it anyway.

When I called clients or sent e-mails from my hospital bed, clients were shocked. It was nothing unusual to me. I felt well enough to work in short bursts, and there was nothing on TV during the day anyway. So it was merely normal behavior for me-nothing out of the ordinary. But it sends a message: I am passionate about our clients and our work.

When Jacqui drops what she is doing to answer an urgent client question, it is the norm. If you were to check her e-mail history, you would find hundreds of time stamps at 9, 10, or 11 pm. It is all part of building the business by going out of our way to serve our clients.

If a deadline causes us to work 12 hours or more in a day, we are more than happy to do so because we are working for our own company. Frankly, I, myself may be far less inclined to do so if I was employed by someone else.

At times, we may get frustrated by the many hats we're required to wear, but actually we thoroughly enjoy it! We like to sell. We like writing copy for our web site. We like giving presentations. We love all aspects of accounting from basic bookkeeping to payroll to complex tax returns. The fact that we do this for our families and ourselves just reinforces our passion to approach everything energetically.

Jacqui and I have learned to appreciate that each day is a blessing, filled with opportunity. Our story is filled with ups and downs. Our first years of business were laden with more than our share of tribulations. But the fact that we not only survived but have become even closer friends is truly remarkable. We can't wait to see how the coming years will be...hopefully quieter!

Respectfully submitted,

Thomas C. Butler, EA Back to Top

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