Why CPAs Get Left Out of Growth Conversations—and How to Reclaim Their Seat

Business expansion conversations often begin long before tax planning does—and that’s exactly why many CPAs miss opportunities to create additional value for their clients.

In this episode of Let’s Talk Tax, host Dave McGuire is joined by Ben Worrell, MBA, and Brian Szymanski, CPA, from McGuire Sponsel’s Location Advisory Services team to discuss why CPAs are frequently brought into growth conversations too late and how asking a few strategic questions can change the outcome.

The discussion explores how business expansions, relocations, capital investments, hiring plans, and equipment purchases can unlock significant credits and incentives—but only when advisors are involved early enough in the decision-making process. Ben and Brian explain why “but-for” requirements make timing critical, what trigger points every CPA should be watching for, and how proactive conversations can strengthen client relationships while uncovering substantial savings.

Whether you’re advising manufacturers, multi-location businesses, or growing companies, this episode provides practical strategies to help position your firm as a more proactive business advisor.

In this episode, you’ll learn:

-Why CPAs are often left out of client growth conversations
-How “but-for” requirements impact credits and incentives
-The key questions every CPA should ask clients throughout the year
-Common growth triggers that create planning opportunities
-Why early involvement can significantly increase incentive value
-How proactive advisory conversations help differentiate CPA firms

Location Advisory Case Studies

Missouri Acquisition & Expansion Incentives for Metal Fabrication Company
Indiana Expansion Incentives for Clean Technology Manufacturer
Iowa Expansion Incentives
Logistics Solutions Leader Arkansas Expansion