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Friday, Mar 29, 2024

The Top 25: CPAs Go Beyond Balancing Books

& nbsp; & nbsp; & nbsp; & nbsp; & nbsp; Mel H. Abraham Director Kaplan Abraham Burkert & Co. The clich & #233; goes that public speaking is the only thing people are more afraid of than death. But whoever first came up with that was clearly not referring to Mel H. Abraham, one of the nation’s most prominent experts in the valuation litigation field. “When I first got started in this industry, I didn’t have any testimony experience and attorneys kept on telling me that without experience, they couldn’t hire me,” Abraham said. “I figured that by giving speeches and lectures on valuation, they’d be able to see the way in which I was able to give answers, and it worked to the point of where I was able to build up a national business and a national reputation.” Indeed, in addition to his $1 million-plus yearly book of business he has created at his firm, Abraham is an author and nationally recognized award-winning lecturer, addressing professional conferences at the local, state and national level, speaking on everything from valuation, to health, to safety issues to self-empowerment. As the public speaking has increased his stature in the industry, Abraham has been able to capitalize, taking on higher profile and more complex projects. “I get out there. I write a lot, I speak a lot, I teach a lot and have educational products in the pipeline,” Abraham said. “I’ve tried to become a resource for my clients and the people that I do business with. I do a lot of telecom seminars too, write for different journals and send out a lot of releases. A lot of CPAs don’t necessarily do that, but I believe in the power of marketing.” But Abraham has relied on more than just speaking gigs to boost his reputation. The always forward-thinking CPA has relied on the Internet for business promotion since the early days of the Web. “We do a lot of Internet work. Many of my articles and educational products are Internet-based. We try to provide resources for the Web and every time there’s a new case it proves helpful,” Abraham said. “For my clients and the attorneys I work with, I often do mini-audio seminars and e-mail them out to my 9,000 person contact base. That way they can get knowledge and it keeps me constantly in front of them.” All the hard work and persistence has certainly paid off for Abraham, as others attest to his stellar reputation. “Mel’s probably the most highly regarded appraiser in the state of California,” Keith Schiller an attorney at the Orlinda, Ca.-based Schiller Law Group, said. “I come across a lot of appraisers in my line of work and few if any are better than Mel. His judgment is highly respected and I’ve heard very strong compliments from taxpayers, IRS officers, district council appeal officers and the representatives for taxpayers. He does an excellent job.” Jeff Weiss Sally Aubury Partner Singer, Lewak, Greenbaum & Goldstein LLP To call Sally Aubury a wunderkind is not much of a stretch. She’s the youngest partner at Singer, Lewak, Greenbaum & Goldstein, a feat she managed to achieve in 2005 at the age of 32. Now, 34, she has spent 17 years, or half of her lifetime, in public accounting. She spent her first decade in the field in England, a fact that brings to mind another distinction of Aubury. She was the first accounting professional to join the SLGG staff on an employee visa. “When I started out at my firm in England, I was doing bookkeeping work, and I worked my way up through the ranks,” she explained. “After doing bookkeeping work, they asked me if I wanted to do audit work. I did audit work and one day a week I went to college.” Upon establishing herself in that arena, she attracted the attention of an SLGG partner who had traveled to England in search of senior auditors. In the years following her recruitment, Aubury has had the opportunity to return to her home and recruit other accountants. Doing accounting work in the United States never phased her. “There are a few differences, but overall accounting is accounting,” she said. “You have existing clients you develop very good relationships with,” she explained of the achievement. “It’s repeat business and also new business. For example, you might do an audit for a client, and they might ask you to do an audit for another client.” In addition, Aubury makes sure to visit clients and make proposals to them. She exhibited equal drive in opening up the firm’s Woodland Hills office last year. “I determined which office we wanted to be in,” she said. “I also met with the architects. I also chose the furnishings and the d & #233;cor and helped move us in here.” Her efforts have impressed the firm’s managing partner, David Krajanowski. “Sally Aubury has played an integral role in the firm’s expansion into the San Fernando Valley,” he said in a statement. “She has brought not only her outstanding skills and experience as an accounting professional to our new office, but she has brought an enthusiasm to serve clients and develop business that has been contagious to the entire Valley office staff.” Aubury’s diligence in recruiting and retaining employees to the firm played a role in the firm being awarded the “Approved Employer Professional Development” accreditation for the Association of Chartered Certified Accountants. “She has done an outstanding job in setting up mentoring programs and training that help to make SLGG a great place to work for our new employees,” Krajanowski said. Because of her dedication the staff of the Woodland Hills office has nearly doubled from its initial number of 11. “We’ve only been open nine months,” she said. “We opened around Thanksgiving, and we’re already up to 20 people. It’s a success.” Nadra Kareem John Bessolo Good Swartz Brown & Berns LLP John Bessolo might best be described as a triple threat. The partner in charge of the personal financial planning department at Good Swartz Brown & Berns is a registered investment advisor and an AICPA designated personal financial specialist. To boot, he has a master’s degree in taxation. “The education and the training background he has gives him a tremendous platform to advise his clients in these areas,” firm managing partner Scott Sachs said. Bessolo specializes in estate compliance as well as investment, estate and retirement planning. He also does tax planning for high net worth clients. “John and I have shared clients with hundreds of millions of dollars that require him to perform complicated tax procedures,” Jon Gallo, a tax partner with Greenberg Glusker law firm, said. “I have no problem referring very wealthy clients to him.” And Bessolo has no problem attracting clients. His personal book of business is currently $1.1 million and is projected to reach $1.2 million by year’s end, he said. That’s nearly a 42 percent increase from five years ago when his personal book of business was 700,000. Growing the book has not been a challenge, according to Bessolo. “With the unique problems and issues that individuals face, the demand is there,” he said. “There’s a need for a lot of this help. We have more work than we can handle.” But Bessolo has played a role in growing the staff in his department, which now numbers a half-dozen. He recruited one hire from another accounting firm. Moreover, Sachs said that, due to Bessolo’s reputation alone, a diverse pool of talent has been drawn to the firm. “We have people who have joined our firm because they wanted to work under John’s guidance,” Sachs said. “They feel enriched by his guidance.” A 22-year veteran, Bessolo has much guidance to give. In 1993, after honing his specialty at Arthur Young, he started the practice at GSBB. “Developing a personal financial planning practice over the years has been most rewarding,” Bessolo said. The expansion of his firm will provide continued rewards. “I’d like to continue to grow my department and keep training and bringing personnel along so that I can eventually pass it on,” he said. In the meantime, Bessolo is sharing his wide body of knowledge by writing technical treatises, articles on wealth management and the effects of tax legislation. For those who would like to follow in his footsteps, Bessolo offered this advice: “Understand your accounting fundamentals. Possibly earn an advanced degree in taxation. Emphasize the individual estate and trust side of the tax practice, and, as you move forward in that direction, start to move toward a credential in personal financial planning and become a personal financial specialist.” Nancy Chandler Senior Vice President Kellogg & Andelson Accountancy Corp. Nancy Chandler knew she had arrived when the Los Angeles chapter of the California Society of CPAs named her president in 1997. Then, five years later, at the onset of the Enron scandal, she became state chair of the organization. “We were really dealing with the media and all the publicity and trying to improve the status of CPAs so that people continued to have respect for them and trust them,” she recalled. To serve the society in such a capacity during that time was humbling. “That’s an organization of 31,000 CPAs,” she said. “That was a highlight.” But that accomplishment is just one of many in Chandler’s three decade career. In recent years, she’s gradually managed to grow her personal book of business to more than $1 million. And, in January, Chandler merged her firm, Hecox, Horn & Wheeler, with Kellogg & Andelson, where she is now senior vice president. “We wanted to be able to meet the needs of my partner (Jon Hecox), who was retiring, and my needs to continue working,” Chandler said of the merger, which was 18 months in the making. She now oversees an estimated 500 clients. Gale Case, a retired principal with accounting firm Rothstein Kass, has known Chandler for about 20 years. “She’s done very well in her firm,” he said. “She’s clearly one of the outstanding leaders in California. She’s served her clients and the Los Angeles chapter of the California CPA Society and other societies she’s been involved with very well. She’s naturally progressed in leadership.” Thanks to her bachelor’s degree in interior design, Chandler has been a leader in attracting clients from the design industry to her firm. Chandler said that her expertise in the area gives her an idea of the types of expenses designers can claim on their tax returns, not to mention an understanding of sales taxes as they apply to designers. “Especially with interior design,” she said. “It’s very complicated.” Design isn’t her only specialty. Chandler has also created a niche serving radio stations and private schools. She believes that doing audits for radio stations has expanded her knowledge base. “You learn about airtime and trades, how they sell airtime,” she said. “That’s the difference between radio and other industries.” As for the private schools she serves, Chandler has initiated transitioning them from handling operations manually to using computer programs to do so. “They can be more efficient, in operations as well as financially,” she said. It’s a statement she takes to heart, as Chandler attributes her growing book of business, in part, to operating in a nearly paperless office. “A lot of our programs are based on the Internet. If I’m out of town I could go to my laptop. I could pull up work from the office source documents, tax programs, accounting programs. We don’t have to carry files with us,” she explained. Networking, receiving referrals from clients and expanding services has also helped Chandler to grow business. In addition to serving not-for-profit companies, her firm provides management services to entertainers as well as individuals who have a high net worth. Chandler also counts doctors and attorneys among her clients. Keeping abreast of new tax laws, as they apply to her diverse body of clients, is sometimes challenging. But that’s a hurdle all CPAs must tackle, she said. “There’s so much to learn. There’s so many things coming out all the time.” Despite the fact that she’s the first female partner of Kellogg & Andelson and usually the only woman on the boards she serves such as Premier America Credit Union Chandler doesn’t view her gender as a stumbling block. Her goal, she said, is simply to “try to be a role model for other women.” Nadra Kareem Gary E. Condie President Condie & Wood Gary E. Condie’s business philosophy is best summed up by the phrase: you can’t be all things to all people. A major proponent of specialization, one of Condie’s most deeply held beliefs is the importance of knowing what you’re good at and sticking to it. Indeed, Condie’s firm Condie & Wood, CPA’s, only takes one of every ten referrals that walk in their door. “In order to have a successful relationship with a client, you need to be the right fit, so sometimes we have to turn away business,” Condie said. “We’re a high-end boutique firm that’s heavy into consulting, so we don’t necessarily market to everyone. Think about dentists: they have to market to the entire community. We’re more like orthodontists who only need to market to a few good dentists. But when we do work with a client, we smother them with great service.” Condie’s words aren’t hyperbole, as his own clients speak very highly of the work he’s performed. “Gary’s one of the best CPA’s I’ve ever met,” Nathan Mordechai, the executive vice-president of El Segundo-based Marshall Electronics said. “He’s very knowledgeable and he’s not just our CPA but he’s practically our CFO. He consults us on all business decisions and he’s a financial wizard. Our company has grown about 35 percent a year over the last four years and Gary has been a major part of it.” Indeed, Leonard Marshall, the firm’s CEO re-affirmed the instrumental role Condie has played in the company. “Gary is no mere CPA, he understands how to run the total financials of a company outside of just tax work,” Marshall said. “He comes to our meetings, gives us advice, helps with budgets and understands the different strategies that companies use regarding financial growth. Other CPAs just can’t do that, they don’t have the management ability to help a fast growing company.” Like many in his profession, the digital revolution has brought a great deal of change in Condie’s practice, but the veteran accountant looks at the new technologies as a boon and not a burden, one that will enable him to grow the business in the future. “People want things quicker than ever and the Internet makes that possible,” Condie said. “You need to have quick answers. The speed with which life and business take place is very rapid and it’s exciting, I love it. The only way to survive is by building elaborate people networks.” Mitchell Freedman Founder Mitchell Freedman Accountancy Corp. and MFAC Financial Advisors Inc. Mitchell Freedman’s, Sherman Oaks-based Mitchell Freedman Accountancy Corp. might be a small boutique accounting firm but that doesn’t mean he isn’t one of the Valley’s most prominent financial planners. Indeed, Freedman has been named by Worth magazine as one of the 250 Best Financial Planners for five years running. Not to mention being twice named one of the “Top 100 Most Influential People” in the accounting profession by trade publication, Accounting Today . “I used to be a partner in one of the largest business management firms in the world,” Freedman said. “But when I set up my practice, it was a small shop and while we did excellent work, there was often the perception that being small in size means that you don’t have the resources or the ability to service a high level of clientele. Those who have used us know that we can provide the highest level of service, a fact that’s evidenced by the high percentage of clients we have that have been with us for over 20 years.” Freedman has achieved a level of celebrity uncommon for someone in such a small firm, giving presentations throughout the United States and Canada on subjects related to tax, finance, investing, and the entertainment industry. He’s appeared on CNN, “Entertainment Tonight,” and the BBC, as well as writing articles for various national news, accounting, financial planning, investment, business and general interest publications. And according to Freedman’s clients, the attention is well-deserved. “What I love about Mitch is that he stops me from making stupid mistakes,” Marc Gurvitz, a partner at Brillstein Entertainment Partners said. “He uses logic and reason well and he’ll spell things out for you. He’s very methodical and well-thought out and he presents his case in an easy manner. He’s definitely kept me from making some dumb financial mistakes over the years.” As for the future, Freedman has bright hopes, including a possible acquisition or two. “I’m still looking to grow the business and I’d be interested in acquiring a practice that could compliment the one we have now,” Freedman said. “I’ve been blessed to have such talented people surrounding me for such a long time.” Jeff Weiss Bernard Golditch Managing Partner Lodgen, Lacher, Golditch, Sardi, Saunders & Howard No matter what your business is, you need something to set yourself apart from the rest of the pack. For Bernard Golditch, the managing partner of Encino-based Lodgen, Lacher, Golditch, Sardi, Saunders & Howard LLP, it’s his law degree that sets him apart from the rest of the pack. “My time in law school gave me a significant amount of expertise and the analytical tools required to truly enhance my practice,” Golditch said. “I get a lot of referrals from attorneys, bankers and other professionals because I think I listen and attend to my clients’ needs. I’m a problem solver and a sounding board for my clients and I think that’s a valuable skill other than just accounting that my clients can rely upon.” Golditch maintains that being surrounded by other talented people has also been a major reason for the firm’s growth over the years. When he co-founded the firm in 1980, it had just six employees. Currently, it boasts more than 60 employees. “I’ve been fortunate to have an excellent firm behind me and an excellent bunch of partners and staff who’ve really helped me grow the firm,” Golditch said. “We strive to be attentive to clients’ needs and helping them solve problems in their own businesses and be profitable.” And judging from the high praise that Golditch’s clients reserve for him, it’s safe to say that the veteran accountant has been successful in achieving his goals. “Bud has been my accountant and advisor in financial matters for 20 years and he just pays tremendous attention to his clients and always addresses your needs no matter how big or small of a problem you have,” Arnon Adar, the president of Century City-based shopping mall developers CNA Enterprises Inc, said. “He’s very creative in his approaches and in his analyses of matters. Being an attorney gives him an additional perspective on how to connect the different elements of business accounting and law, something rarely found in accountants.” It’s this focus that has allowed Golditch to stay on top of his profession, despite its constantly changing nature. “The accounting world is different. Clients have become computerized and it’s much easier for them to maintain their own accounting staff and systems. It all comes down to adapting. We’ve had to become highly technical in recent years and have moved pretty far away from bookkeeping mode to that of an advisory capacity. That’s why it all comes down to having good service.” Michael J. Grobstein Grobstein, Horwath & Co. LLP For 40 years Michael J. Grobstein has led one of the top accounting firms in the San Fernando Valley. A point of pride for Grobstein is that the firm he founded has grown holistically through the hiring of the best people with specific expertise rather than through acquiring other accounting firms. This is done so that Grobstein, Horwath & Co. LLP can best serve its client base and to expand into new practice areas that in turn bring in new clients and add to the overall bottom line. “Our clients tend be larger; transactions we are involved with tend to be larger,” Grobstein said. A graduate of California State University, Northridge, Grobstein built his firm from scratch starting in 1967. He borrowed money for the security deposit on the office he continues to use in Sherman Oaks. The firm has since grown around Grobstein, who had the title of managing partner for three decades before relinquishing it in 2000. He resumed that position earlier this year. In 2006, Grobstein, Horwath expanded to Orange County. The success of that office comes from a strategy of hiring the right person and giving them the support needed to do the best job. Grobstein employed the same strategy in starting a practice 11 years ago to serve Chinese companies reaching out to the capital markets in the U.S. While Grobstein himself made the decision to start the practice and supervised the implementation, he needed to find the right person to make contact with the companies in China. Other areas of growth in the firm have been in adding more public companies as clients and in the litigation consulting practice. One public company client has a market cap of $500 million, while another has total assets of $900 million. Both of those are important, Grobstein said, because they bring in bigger, more complex cases that in turn challenge the employees. Among his other responsibilities at the firm is handling the marketing. The firm promotes itself through direct mailings, seminars and having its partners network with potential clients. “We call it being on the street,” Grobstein said. “If you are not out there, you are sure to go in the wrong direction.” Over the past 18 months, Grobstein has taken 140 hours of continuing education and his firm also puts on internal bi-weekly tax seminars. Grobstein has been a guest lecturer for the USC School of Business Administration, and spoken before bank employees and other organizations on tax reform and inventory and deferred taxes. Grobstein is a member of the American Institute of Certified Public Accountants and the California Society of Certified Public Accountants. – Mark R. Madler Kevin D. Holmes Partner in Charge SOX Consulting Practice As head of the Sarbanes-Oxley consulting practice at Good Swartz Brown & Berns LLP in Sherman Oaks, Kevin Holmes has clients coming to him. By getting into that area early and developing a good reputation, the firm’s SOX consulting practice has grown from one public company client four years ago to 30 clients today. That happened because Holmes recognized that the complexities of the SOX regulations created new business opportunities. “Among the middle market firms in Los Angeles we have developed a level of practice that most other competing firms haven’t been able to do,” Holmes said. Holmes has a personal book of business in the range of $2.5 million and supervises a staff of a dozen people. He mixes accounting technical consulting and auditing work into his duties but it was starting the Sarbanes-Oxley practice area in 2003 where Holmes made his mark at the firm. “He’s probably developed as much or more expertise as anyone in the Valley when it comes to internal controls and process work,” said Scott Sachs, the managing partner of the Good Swartz office in the Valley. The SOX practice served as a platform to enter into niche consulting areas targeted toward public companies, such as an internal audit practice, a high level accounting technical consulting practice, and a high level tax consulting practice. A graduate of California State University, Northridge, Holmes was managing a surf shop when he decided on a career change. He turned to accounting on the advice of his father and found it to be a good fit for his skill set and personality. Holmes joined Good Swartz in 2002 after eight years with Arthur Andersen, leaving that firm at a time when it was embroiled in scandal involving Enron. Allan Fisher, a headhunter for CPA firms based in Valencia who assisted in getting Holmes placed at Good Swartz, said that Holmes is well regarded in the accounting industry and repeatedly gets referrals from other accountants. When one talks with Holmes, they get the sense he is at the top of his game and easily instills confidence in all his clients, Fisher said. “Kevin has the communication style that lets the clients know ‘I am an expert in this field,'” Fisher said. Good Swartz is looking for new practice areas, Holmes said, and the doors opened by SOX could be the entry for further growth at the firm. Other regulated or semi-regulated industries, insurance and credit unions among them, are considering adopting SOX-style requirements and internal controls, Holmes said. “There is nothing we are specifically targeting right now other than growing the existing areas,” Holmes said. Mark R. Madler Greggory J. Hutchins Partner Holthouse Carlin & Van Trigt LLP One strategy used by Greg Hutchins to bring new clients to Holthouse, Carlin & Van Trigt LLP is his involvement with business development organizations. But the most important factor Hutchins has found for practice development comes from providing strong client services as most new business comes from the existing client base. In fact, Hutchins said, there is a saying around the Holthouse offices that the only reward for good work is more work. “If you are doing good work for a client, they are going to be inclined to recommend you to their friends and associates,” said Hutchins, a partner in the firm’s Westlake Village office. Hutchins is a graduate of California State University, Northridge and received a master’s degree from Golden Gate University. He took a job with KPMG Peat Marwick upon graduating from CSUN and joined Holthouse in 1993 where he established the Westlake Village office As a specialist in tax planning and consulting services, Hutchins is responsible for several million dollars worth of billings. The years at KPMG gave Hutchins experience in working with a middle market client base in a variety of industries. The skills developed there are now used in dealing primarily with owner/entrepreneurs and high-worth individuals. Hutchins attends meetings of the ACG 101 Corridor and the Gold Coast Business Forum to drum up new business. Those functions are good sources to meet people and to demonstrate skill sets, he said. Providing tax and consulting services may sound like Hutchins does the same thing day in, day out but his diverse client base assures he is dealing with different issues and challenges on a daily basis. In recent years, a big initiative at the firm has been in mergers and acquisitions and working out the tax planning for when an entrepreneur sells their business to another company or private equity firm. “Our role is to help position the company to maximize their value in terms of a sale price and plan so the most after-tax dollars get into the entrepreneur’s pocket and stays there,” Hutchins said. Joel Walker of Camarillo-based Malibu Research is one such client as the high tech antenna and microwave design and manufacturing company is currently in the process of being bought out. Walker hired Hutchins after hearing about him from business associates. A person can be an expert in their field but sometimes they lack perspective and don’t see the bigger picture, Walker said. Hutchins, however, brings both a business and accounting perspective. “That is inestimable,” Walker said. “If (the advice) doesn’t have common sense what good is it?” Mannon Kaplan Managing Partner Miller, Kaplan, Arase & Co. LLP As managing partner of the largest accounting firm in the San Fernando Valley, Mannon Kaplan has seen new specialties added over the decades. But for Kaplan the core of the work done at Miller, Kaplan, Arase & Co. remains what he calls the traditional services of accounting, auditing and tax preparation. Unlike other firms that added insurance or investment consulting to their practices, Miller, Kaplan stakes itself as an independent observer that can tell clients when a deal is good or bad. “We have a role and stuck to it and that has helped a lot,” Kaplan said. A practicing accountant in Los Angeles since 1961, Kaplan has been with the same firm since it was located in the heart of Hollywood. He made partner in 1965 the year before the firm moved into the Valley. He became managing partner in 1977. In that position, Kaplan gives overall guidance for the firm while still dabbling in accounting work associated with employee benefit plans, just one of the specialties at Miller, Kaplan. In 2006, Kaplan had a personal book of business estimated at $2 million. The firm has offices in San Francisco and Las Vegas and looks to expand to either Seattle or Portland. A native of New York, Kaplan came west after graduating college. His interest in accounting started as youngster working at his father’s factory. Miller, Kaplan serves about 4,800 clients. Of that figure 270 were added in the first six months of 2007. Key to that growth is specialization. Kaplan estimates the firm adds a new specialty every decade to capture more of the market licensing and royalties, tax exempt status, political action committees, and labor unions. Clients of the business management service include Oscar and Emmy winners. Kaplan’s specialty remains in the employee benefit sector and peers recognize him as the dean of multi-employer benefits plans. Some 15 years ago, Kaplan served on a committee of the American Institute of Certified Public Accountants to revise its handbook on auditing benefits plans a handbook still in use today. He served as chairman of the International Foundation of Employee Benefit Plans’ Accountants Committee. Doing employees benefit work for a client can lead to the firm offering additional services. Auditing work for an $800 million company came to the firm after it had done similar services for its employee benefits plan. In another instance, two national firms doing work for a Fortune 50 company recommended Miller, Kaplan because of its expertise with benefit plans. “We get a lot of work like that,” Kaplan said. Mark R. Madler Lester Knispel Boulevard Management Lester Knispel would never tell you the exact identity of the music and sports mega-stars that he represents. But a cursory Google search reveals some of the biggest names in the biz. From Barry Manilow to Andre Agassi, from Shaquille O’ Neal to Barbra Streisand, if you’ve heard of them, Knispel’s probably handled their finances. Of course, anyone familiar with the world of celebrity understands the dedication, perseverance and patience required to successfully juggle their egos and vast sums of cash. But Knispel’s supreme dedication has paid off over the years, as he’s made a name for himself as one of the top financial wizards in the business, with a 55-person staff and over $1 billion in assets handled. “A lot of CPA’s aren’t in business management and it’s a lot different than accounting. In accounting, you account for things after they happen, what you have in the bank, what you make, what you spend. In business management you’re involved in everything you could possibly think of,” Knispel said. “You have a lot of input and with that comes an availability 24 hours a day. I could get a 3 a.m. phone call with a question about spending money at that moment. It’s been a real commitment because these people can always find someone else who will do it.” But according to clients like NBA superstar, Shaquille O’ Neal, no money-man is better than Knispel. “Lester is an honest man. I call him my father accountant. He doesn’t let you make stupid decisions like buy grass hills in the middle of Arizona,” O’ Neal said. “He’s just a non-flamboyant guy. When I first got to the NBA, I met with the supposed top five accountants in the world. Each one of them told me if you get me $2 million, I could turn it into $10 million in x amount of time. But that was the wrong thing. I’m a conservative guy. I’ve been with Lester for 16 to 17 years and he’s a smart man.” Of course, the learning curve was steep. At first, Knispel had to learn the ways of the notoriously tricky music business. “I wasn’t trained in the music business. I learned as I got some acts and started growing with them. When they toured I toured and it was a little bit of trial and error,” Knispel said. “As the years went on I learned the tricks of the trade and became an expert. To succeed, you need to understand the psyche of the field you’re dealing with. When I deal with a basketball player, I know they’ll be signed to a contract and there’s a certain amount of time I know I can count on their financial stability. If I’m representing a tennis or a football player, it’s year to year. Whereas with golf, guys can be successful into their 60’s.” All in all, despite the strain and prodigious time commitment his work requires, Knispel remains sanguine about the future and his career path. “I love being around the sports, music and acting worlds, so I enjoy my job a great deal,” Knispel said. “I wouldn’t want to do anything else and I’ve never looked back. Some of the best friends I’ve ever had have been my clients.” Jeff Weiss Mel Kohn Kirsch, Kohn & Bridge LLP As managing partner of Kirsch, Kohn & Bridge, Mel Kohn has the responsibility of overseeing the firm’s growth. It’s a role in which he’s excelled. A decade ago the firm was doing about $2.3 million in business. Today, that number has more than doubled. “We’re a $5 million business now,” he said. “We’ve acquired two practices. We’ve grown through external purchases.” Kohn’s expertise in retail food marketing has also contributed to the firm’s growth, according to senior partner Michael Bridge. “He represents a number of retail grocery chains,” Bridge said. Hence, when Kohn’s former firm, Kirsch, Stein & Kohn merged with Bridge, Michel & Sobelman in the 1980s, “He was responsible for bringing a large book of business to the firm,” Bridge said. To provide younger partners the opportunity to be involved in the process, Kohn doesn’t personally bill every client he attracts to the company. He gets a lot of business by “networking following up with clients and working with the best insurance people, lawyers and bankers overall,” he said. These are just a few of the strategies Kohn has engaged in throughout his 37-year career. He began in 1970 at a local firm called Gold, Eisenberg & Co., where he served as partner. By the middle of the decade, though, the firm split up and Kohn was sole proprietor for five years. Then, in 1982, he joined Kirsch, Stein & Kohn. The move left an impression on Bridge, who said, “In mid-career, he started his own practice. I think that was a big challenge.” Decades later, Kohn continues to meet the challenges of accounting. “I’m still involved both in getting business and very active in dealing with staff and acquisitions,” he said. Kohn also provides business advisory services. He believes that the firm has evolved as its clients have. Consequently, Kirsch, Kohn & Bridge has become what Kohn describes as tax active. “Five percent of our business is just doing taxes,” he said. “We do that throughout the year.” Because the firm is mid-sized it has a staff of slightly more than 30 Kohn said that he strives to exclusively deal with clients who will be compatible with the company. Striving for compatibility has enabled Kohn to be a committed and dedicated accountant, according to Bridge. “He believes in what he does. He’s very loyal. He cares about his clients and the people he works with.” Though finding appropriate personnel can be challenging, Kohn feels that adding staff, in addition to forming alliances with other CPAs, is essential for growth. “Economically, you can’t do all the work yourself,” he said. “I also believe in a team approach in the firm. Everybody can’t market. Everybody can’t be a technical tax person. Recognize what you want to be and really focus on that area. When you become an expert, business is attracted to you.” Gregory N. Lippe Managing Partner Lippe, Hellie, Hoffer & Allison LLP Just looking at Greg Lippe’s resume will leave you dizzy trying to figure out when the managing partner of Lippe, Hollie, Hoffer & Allison sleeps. By night, Lippe serves on the board of the VICA State Issues and Workers Comp Committee. Not to mention spots on the Economic Alliance executive council, and the boards of the Encino-Tarzana Hospital Charitable Foundation, The Valley Community Clinic, Habitat for Humanity, and Woodbury University. By day, he oversees the management of his firm, including financial and cash management, marketing, personnel management and maintaining a $1 million-plus personal book of business. “I guess my involvement in the community has really paid off for me,” Lippe said. ” I meet a lot of people and I try to provide great service to the clients. I enjoy being a part of the community. I feel that everybody that receives something from a community should give something back to it.” But those close to Lippe say that his success is owed to more than just community involvement. “Greg and I have worked together on a number of matters, some multi-million dollar matters and some acquisitions and the working relationship has been remarkable,” Lee Alpert, the president of Alpert, Barr & Grant, said. “He’s exceedingly knowledge and finds out what he doesn’t know through his incredible contacts. He’s incredibly timely and he works well with you. He doesn’t try to show off and be the hero, even though he frequently is.” Lippe’s political experience has given him a rolodex of contacts that most CPA’s would kill for. Indeed, when one of his clients runs into a jam, Lippe is often the go-to guy to get them out of it. “My strong ties to the community and political involvement have allowed me to set myself apart. I do it as an accommodation service for my clients,” Lippe said. “I’ve provided introductions to clients who needed political solutions to their problems. I’m not a registered lobbyist but it’s just something my clients know I can do and I think they appreciate it.” As for the future, Lippe is looking forward to continued controlled growth and maybe even finally taking some time for himself. “I’m not looking to grow leaps and bounds by acquisitions. As for the firm itself, I just want to continue to provide the hands-on quality service that we’ve done for a long time,” Lippe said. “Personally, I just want to continue servicing the clients I have, get more clients and continue my involvement in the community. And maybe I’ll start to take more personal time.” Barbara Luna Senior Partner White, Zuckerman, Warsavsky, Luna, Wolf & Hunt LLP Barbara Luna heads the commercial litigation department of a Sherman Oaks accounting firm, a position that has her spending much time in court. The Encino resident estimates she has appeared some 400 times to give expert testimony on loss of profits, fraud, and the lost value of businesses. “I have a very good track record,” Luna said, “That helps to bring in repeat business.” A senior partner with White, Zuckerman, Warsavsky, Luna, Wolf & Hunt LLP, Luna has a personal book of business ranging between $2 million and $3 million. In her work, Luna takes a detailed look at the finances from companies ranging from start-ups to Fortune 100 firms. An attorney hires her to calculate the damages done to a business due to fraud, breach of contract or other circumstances. Woodland Hills attorney Steven Shapero calls Luna everything an expert witness should be easy to work with, responsive, and totally professional. Luna also knows the importance of being credible and not exaggerating damages to a business, Shapero said. “You want to go in court with theories and schedules that are supportable,” Shapero said. In addition to her courtroom work, Luna has been certified and accredited as a senior appraiser in business valuation, valuation analyst, forensic financial analyst, and fraud examiner. Having those accreditations helps in her credibility on the witness stand and in drawing new business, Luna said. Luna also sets herself apart as a pioneer in forensic accounting and one of the longest practitioners in that field. She got interested in that area of accounting nearly 30 years ago when she worked for Price Waterhouse. As a forensic accountant, Luna is a financial detective of sorts, delving into financial documents and seeing the story of what money was lost, tracing where money went, and finding misstatements within the documents. In the past decade the area has exploded because it is so lucrative when compared with typical accounting, Luna said. In recent years, the Big Four accounting firms concentrated on the requirements of Sarbanes-Oxley leading smaller firms to take on forensic accounting, Luna said. “That has created more competition and more people getting into the field,” Luna said. She is a member of numerous professional organizations, including the Association of Certified Fraud Examiners, the American Society of Appraisers, the National Association of Certified Valuation Analysts and the National Association of Forensic Economists. Luna has also taught at California State University, Northridge, Pepperdine University and the UCLA Graduate School of Management. Mark Nelson Ernst & Young, Woodland Hills You might call Mark Nelson a former Olympian. While he may not have brought home a medal, he brought home the “gold” while serving with the 1984 Los Angeles Olympic Organizing Committee, managing its budget and negotiating unique financial hurdles. Although he started his career out of Ernst & Young’s Los Angeles office, Nelson has been committed to serving the needs of the Valley’s business community since 1985. Helping to establish the firm’s presence through its Woodland Hills office, Nelson had the foresight to recognize the Valley business community’s emerging needs. “Twenty-plus years ago, the firm looked at the vision and the direction (the) Valley was going to take. (We) decided early on to establish a strong presence . . . because of planting early, we’re able to grow . . . our practice is committed to (its) presence in the Valley. Nelson consistently works to meet the needs of Valley businesses, regularly serving clients in the $20 million to $7 billion range. The Ernst & Young veteran has cultivated a personal book of business to the tune of several million dollars, while continuing to bring in a host of new clients, growing along with the Valley’s changing business needs, “(We) want to continue to have a strong presence, (we) see growth opportunities, (we) see a lot of good companies and we want to meet their expectations.” With experience covering diverse industries including service, automotive parts and supplies manufacturers and electronics manufacturing, Nelson’s current focus is geared to address the needs of the Valley’s retail consumer products, distribution and the expanding technology industry. “(The) focus on the technology side aligns with changes in Valley business. Technology has changed our business; we as a firm have had to keep up. . .”, Nelson said. Assuming duties as the Woodland Hills’ office managing partner nine years ago, Nelson remains at the forefront of the largest presence of any of the “big four” firms within the San Fernando Valley. Nelson also boasts a unique specialization in working with both large publicly and privately held entrepreneurial-run entities and is actively involved in E & Y’s entrepreneur of the year program, which bolsters business at a local and national level for the firm. “He understands business tactics and strategy, so he brings a lot to the table,” said E & Y colleague Jim Peters. Seeing his firm grow dramatically over the past five years, particularly in the public company sector as the result of Sarbanes-Oxley concerns, Nelson looks to the future, but relies on his expertise to continue to address his clients’ needs. “My approach is consistent with a long-term philosophy of meeting and exceeding those (client) expectations. If (we) don’t satisfy them, (we’re) not going to have good or long-term relationships,” remarked Nelson of his approach. Ryan C. DeSales Jerry Otchis Vice President of Finance & Administration Bobrick Washroom Equipment Co. Unlike most of the accountants to make the Business Journal’s top CPAs list, Jerry Otchis has spent almost his entire career in private industry, working to build venerable North Hollywood-based, Bobrick Washroom Equipment Co., into one of the region’s largest manufacturers. In his 26 years at Bobrick, Otchis has overseen several acquisitions, as well as being heavily involved in identifying and developing a new Tennessee manufacturing plant for the firm, not to mention his role in helping build the company’s entire financial team. “When I started there was no accounting department, just a bookkeeping department. We developed a financial staff with several accountants to do more in-depth financial analysis. They say if you can’t measure it then you can’t manage it, so I’d say that one of my biggest contributions has been to try to do a better job managing the company.” Indeed, Bobrick President Mark Louchheim vouched for how instrumental Otchis has been to the firm’s success. “Our company has grown pretty dramatically over the years and he has made sure that all of our assistants and financial areas have been kept up to speed,” Louchheim said. “It’s been a real challenge and he’s done a great job, especially in helping us with the four acquisitions that we made in recent years. There’s always a host of issues trying to get new companies integrated, but Jerry has been great.” Additionally, Otchis has been active with worker’s comp reform, traveling to Sacramento to lobby for reform, as well as implementing new worker’s comp programs at Bobrick that have saved the company $500,000 a year. But one of his greatest challenges has been keeping a manufacturing firm that does all its manufacturing domestically in the black. “Business has certainly become a lot more competitive, largely due to lower labor rates in China. A lot of our competitors have started purchasing products from China and it has reduced their costs, but we’re committed to manufacturing in the U.S.,” Otchis said. “We had to think smart and we found that by buying mirror glass and certain components in China, we can save money. We’re the oldest company in the industry and there are more copy-cats than ever before. We’ve had to develop more efficient ways of manufacturing as well as sales programs to encourage better customer loyalty.” Jeff Weiss Robin M. Paule Partner Joining Holthouse Carlin and Van Trigt LLP early in 2003, Robin Paule had already accrued 17 years of experience in the field of public accounting. Starting her career straight out of school in 1986 with “big four” member KPMG; she would go on to spend the next 16 years with the firm, making partner by the year 2000 and leaving in 2002; before assuming her current responsibilities with Holthouse Carlin and Van Trigt LLP. Having spent the last three years of her tenure with KPMG as a tax partner, Paule kept her skills sharp and transferred her expertise to her new role with Holthouse, bringing her experience to bear with the firm’s unique clientele, “When I came here, the partners did a little bit of everything. Before I came, they didn’t have anyone who focused on estate planning, so I’m still the firm’s biggest resource. I’ve really been able to help out,” remarked Paule of her role at the firm. While still with KPMG, she headed the firm’s personal financial planning group, out of the Woodland Hills office, gaining valuable experience to bring to her new position at Holthouse Carlin. Serving a client base composed primarily of high net-worth individuals, she provides expertise in the areas of income tax planning, estate and gift tax planning, stock option and retirement planning, in addition to planning for business sales. She has been a licensed CPA since 1989 and is also a designated personal financial specialist, an honor bestowed exclusively to AICPA members who have demonstrated a discernable expertise within that specific concentration a designation which is awarded to fewer than 2,500 CPAs nationally. Paule has personally added around $1 million of business to the firm, in addition to cultivating a personal book of business in the $1.5 million range. Furthermore, Paule has authored numerous articles on subjects pertaining to personal financial planning topics. Paule previously served from 2003 to 2005, as the only non-attorney member of the California State Bar’s Tax Law Advisory Counsel; additionally, she currently serves on the Finance Committee and Capital Campaign Committee for a local not for profit and continues her involvement with many such organizations. James H. Pulsipher Assurance Partner/Partner in Charge, Woodland Hills Office Grant Thornton Working for the country’s fastest growing CPA firm has a unique set of challenges, but it’s nothing that Jim Pulsipher’s 31 years worth of industry expertise can’t account for. Beginning his career with Grant Thornton in 1975 out of their Sherman Oaks office he went on to spend the next 18 years based in L.A. before returning to the Valley to establish Thornton’s Woodland Hills operations in October of 2005. Initially starting the Woodland Hills branch with only two partners, in less than two years of operation the office has grown to encompass 18 CPAs and eight partners, all devoted to serving the business needs of the Valley. “We continue to put resources here to expand and grow the practice and attract personnel,” remarked Pulsipher of the firm’s dramatic growth. Pulsipher has been a member of Thornton’s national financial institutions committee for the past 20 years, and also previously served on the California Society of Certified Public Accountants’ committee on depository institutions a position he held for 10 years. Currently managing a book of business around $4 million grown from figures of around $2.5 to $3 million when he started in the Valley Pulsipher is ranked No. 2 out of Grant Thornton’s Southern California partners and is the practice leader of the financial institutions group for Grant Thornton’s Western Cluster offices. As a specialist in meeting the diverse needs of various financial institutions, Pulsipher routinely works with clients ranging from commercial banks, to mortgage banks, to broker dealers, and even start-up banks. His talents don’t stop there. In addition to working with financial institutions, some boasting assets as high as $2 billion, Pulsipher provides services to non-financial institutions, some of which land in the half-billion-dollar revenues range. Pulsipher is personally responsible for around 15 clients, and although he notes that a lot of business he brings in, he doesn’t necessarily service himself. “For the the last 30-plus years, Jim has dedicated himself to the firm, to the business of accounting and to the Valley as a business advisor, resident and member of the community at large. Jim’s deep commitment to his family, the firm and outstanding client service has been an inspiration to the people of Grant Thornton LLP,” remarked Rich Simitian, office managing partner of Grant Thornton, LA. Although his primary focus remains financial institutions, he is also well-versed in the needs of manufacturing, distribution and technology firms, both domestic and international. Ryan C. DeSales George Nadel Rivin Partner in Charge of Broadcast Services For all his involvement with X-rays, one might think that George Nadel Rivin is a doctor rather than an accountant. But the type of X-ray Rivin developed takes a close look at where advertising dollars are going in the radio, television and newspaper industries. “It helps them in strategic planning, prospecting and performance appraisal,” said Rivin, the partner in charge of the media services practice at Miller, Kaplan, Arase & Co. A graduate of the University of Iowa and Michigan State University, Rivin worked in broadcasting in the Midwest before turning to accounting. He joined Miller Kaplan in 1982. In the media services practice, Rivin supervises a staff of 15 people and personally has a book of business worth several million dollars. When developing that practice for the firm, Rivin got his foot in the door of broadcasting and media companies with a market revenue report, an analysis of local, national and non-traditional sales figures that clients could use to judge their figures against the larger market. Generating those reports then led to Miller Kaplan providing traditional tax and auditing work for large broadcasting companies. Following consolidation in the radio industry in which those clients were bought out by public companies, the media services practice had to reinvent itself. Thus was the media market X-ray born. Rivin is a pioneer in the broadcast services industry by creating specialized reports and the new distribution of data, said Andrew Rosen, director of new product development at Miller, Kaplan. “He does things in radio, television and news with respect to revenue reporting and distribution of reports on a precision basis for broadcast entities so they know their share of the pie in their markets,” Rosen said. The media market X-ray zeroes in on advertiser behavior through a collection of data of where advertising dollars go in radio, television and newspapers. The firm allows stations to look at this information through proprietary software to determine advertiser behavior by agency or type of product, Rivin said. A new version of the X-ray comes out in the fall where data will be broken down into sub-categories. For instance, clients receiving the report can see where specific auto dealers and dealer associations are spending their ad dollars. “It’s going to be robust for them,” Rivin said. Overall, radio holds its own in generating revenues from advertising while the newspaper industry is experiencing fundamental changes that are tracked quarter to quarter, Rivin said. “When we look at some of the newer media we measure like cinema advertising we see some robust double digit growth that would appear continuing on for the foreseeable future,” Rivin said. Mark R. Madler Tony A. Rose Managing Partner Rose, Snyder & Jacobs As a founding partner of Rose, Snyder & Jacobs, Tony A. Rose is a fixture in the local business community and a life-long resident of the Valley. Making a conscious decision to locate his firm in the San Fernando Valley over 20 years ago to better accommodate his employees Rose has since grown his operation to more than 40 highly qualified individuals. Plying his skills for over 35 years, Rose continues to specialize in and exceed the unique needs of his clients; mainly dealing with entrepreneurial families and the businesses they own. Emphasizing the unique “sociology of wealth,” in particular the challenges faced by those of high-net worth, Rose is much more than your average accountant. Part numbers man, part advisor and part confidant to his clientele, Rose extends his expertise into an area few understand, let alone are equipped for. “They get a confidant, a trusted advisor beyond a pure accounting firm. We approach from a different angle. Most of our clients have worked very hard for their money. . . (they) have weighty problems, not just numbers problems,” said Rose. Gaining the distinct designations as both a Legacy Wealth Coach, as well as holding a certification as a Kolbe Consultant, Rose continues to offer his services to clients in everything from management succession, to strategic planning and coaching. Well seasoned in the unique needs inherent to working with families of means, Tony handles traditional tax compliance issues, including tax accounting and wealth planning, in addition to contending with the issues of family succession and governance issues. Tony has well earned a highly respectable reputation in his area of practice, particularly among the financial services community. Part of his skill set and value as an accountant, are his abilities to work with insurance and investment professionals in a cooperative manner; helping to meet the unique needs of the families he works for. “When you couple these abilities with a means to communicate the solutions or issues in a ‘plain English’ manner, Tony is a valued member of any advisory team,” remarked colleague Rebecca J. Maggard. Managing a personal book of business in the $2.35 to million to $2.4 million range, Rose is familiar with the challenges inherent to the ownership structures of family businesses, which often transcend simple matters of legality, “. . . there’s a lot more at stake than dollars and cents,” remarked Rose. Highly skilled, yet humble, Rose chalks up his continued success to the efforts of his partners and exceptional staff. “I’d be nothing without my partners. (The) real heroes are the people that work with me; it really is a collaborative effort . . . people buy my time, but they’re really buying 40 other peoples’ time,” said Rose. Scott Sachs San Fernando Valley Office Good Swartz Brown & Berns LLP Starting his career as an auditor with Arthur Anderson, Scott Sachs is more than just a numbers man; he’s a trusted financial advisor and a partner in the futures of his clients. Honing the critical skills that his clientele require in order to be successful is just one side of the coin; Sachs is a ‘go-to’ guy, taking people where they want to be and beyond. Sachs has been instrumental in revitalizing his firm of Good Swartz Brown & Berns, which he joined as partner in 2002. Starting off by reinvigorating recruiting and internal education initiatives, Sachs has managed to propel the firm from 80 people, to over 115 firm-wide, in the matter of a few short years. Additionally, Sachs has taken a lead role in the firm’s strategic planning committee, driving many of GSBB’s strategic initiatives to improve infrastructure and growth, efforts which have now rocketed him to the position of managing partner. “I met Scott the day he started his career in public accounting. He wasn’t even a CPA yet. . . and I quickly realized he had skills above and beyond those of the other staff. . . he absorbed everything he saw and translated all that information into high quality and value added work,” remarks Robert Love, CFO of Fastframe USA. Sachs maintains billings between $1.6 and $2 million likely making him the number three or number four, of the firm’s twenty partners. As of the 2004 year, Sachs was No. 1 in billings for GSBB. As of the 2007 year, GSBB is projected to reel in about $24 million, up from $20 million as of 2006, as the result of Sachs’ continued efforts. Additionally, the firm will move its offices in October and add 15 new staff members. Its office space will grow to 25,000 square feet to house the growing firm and to better serve its two most important assets, its clients and its people. Sachs is always looking to the future, ready to navigate changes in the road, “Our firm is going through a period of transition, so there’s a lot of effort focused on strategic planning and how the firm is taking advantage of the opportunities the current environment presents,” stated Sachs. Sachs’ success relies chiefly on his unique understanding that the definition of “assets” transcends just dollars and cents – a firm’s people and its clients are the most valuable assets which it can account for. “I have watched as he has energized his firm and served as a catalyst for expansion and growth. I have watched as Scott has taken more and more responsibility at his firm until he quickly became the Valley office’s managing partner. His leadership has clearly helped his firm to become a more dominant presence in the Valley,” said Shawn Hare, vice president-investments of UBS Financial. Sachs has also engaged in a critical role to expand Good Swartz Brown & Berns’ areas of practice, introducing new service lines, specifically founding the SOX 404 consulting practice with firm partner Kevin Holmes; having early-on recognized the need to expand and evolve. “Many people are good at what they do. Scott does everything and more. Where everyone else leaves off, that’s where Scott really starts using his CPA skills, his business skills and his leadership skills to make an impact on the business community,” remarked Shawn Hare, of UBS Financial. – Ryan C. DeSales Fred Solomon Managing Partner Solomon Ross Grey & Co. Fred Solomon, managing partner of Encino-based Solomon, Ross, Grey & Co. likens the world of accounting to professional football, in that most firms are trying to reach the top of the heap as though they were All-Pro running back, LaDainian Tomlinson. However, only a select few can lead the league in rushing or build up one of the largest books of business in the Valley. “It’s a matter of energy, drive, and aptitude that gets you there,” Solomon said. “It comes down to dealing with quality people and having enough energy and drive to provide the services that clients demand. It’s actually very simple when you think about it.” With a practice that focuses on tax planning, consulting and financial statements for middle market clients as well as clients in the real estate industry, Solomon takes a razor-sharp focus toward identifying clients’ issues, their goals and how to meet them. “I got two phone calls today where a husband passed away and his wife is trying to deal with her husband’s partners on a buyout, but they can’t come to an agreement on the price and now they have to sell the assets. It can be tricky at times, but you have to make sure that the clients trust you and feel comfortable with you. You always need to be pro active.” Solomon’s tenure at Solomon, Ross, Grey Co. dates back to a decision he made over 40 years ago. Just 21 and a recent college graduate, Solomon decided to buy a piece of property in San Diego because he was attracted to the idea of making money investing in real estate. The purchase jump-started a greater interest in real estate and several years later, Solomon ended up joining his firm because of its reputation as real estate specialists. Indeed, roughly half their clients are involved in real estate, which has required Solomon’s practice to adapt to the evolution of the industry. “The business is much more technical today than it was in the early years. Business is much more complex and as a result you need to have various people with various skills and you need to be able to attract them and keep them,” Solomon said. “It still comes back to being associated with quality people, that’s the one philosophy that will never change. Twenty to 25 years ago, the real estate industry was dominated by private investors. Today, it’s dominated by REITS and NYSE companies. In order to grow your practice, you need to deal with the complexities associated with the industry.” When Solomon started as a mere employee in November 1967, the firm had just eight employees, but 40 years later, Solomon is the managing partner and the staff has tripled. But when you ask the self-effacing Solomon why, he’d just chalk it up to good customer service. And indeed, Solomon, Ross, Grey & Co.’s clients seem quite pleased with the work he’s has done for them. “(Solomon’s) a personable guy and he’s really good with taxes. He’s made me aware of tax credits that we didn’t even know existed and we were able to save a whole lot of money because of it. That was a huge benefit for our firm,” Michael Bennish, the CEO of P & C; Poultry, said. Ken Walker Ernst & Young Ken Walker’s multi-million dollar book of business is among the largest in Southern California. During his 22-year career in the assurance practice, the Ernst & Young coordinating partner found his forte serving companies in the technology and entertainment realms. He now sits on the advisory panel for the firm’s Global Media & Entertainment Center of Excellence. “You end up specializing in certain areas,” Walker said. “I slowly evolved into entertainment practice. I started out in software and technology. I came up through the technical ranks and audit ranks.” Although the companies he serves are private and public, alike, Walker has made a name for himself because of his outstanding work with public companies. The responsibility of serving as coordinating partner on one of the firm’s largest accounts was a career highlight. “Really focusing on large public companies and specializing in that allowed me to be proactive in how to serve,” he said. “By working on significant large accounts, I was able to really focus on quality service and look at problems through the eyes of my clients. I was able to come up with solutions that worked for them. That really has served me well.” That may be an understatement. Over the years, Walker has experienced “double digit growth from a revenue perspective and a book of business,” he said. Having a chance to work on accounts for Ernst & Young’s biggest clients helped unveil Walker’s inherent talents in the area, according to Gary Birkenbeuel, assurance and advisor business services managing partner for the company. “Ken is just an outstanding client server who is so responsive to his clients that he adds tremendous value to the companies he serves because of his insight, his responsiveness and because of the quality of service from our perspective,” Birkenbeuel said. But Walker also credits working diligently since he began his career as an Arthur Young intern in 1984 for his success. Though it can be trying, he never fails to keep up with the expanding technical guidance and accounting literature available. Walker credits his success to the great mentors he has had over his career with Ernst and Young and the strong work ethic instilled by his parents. One way in which Walker instills trust in clients is by striving to meet them in person, despite the fact that he works on international accounts, and the parties involved are dispersed throughout the globe. “In order to overcome the geographical distance, I spend a fair amount of time traveling to international locations, not only to meet with my teams, but to have face-to-face meetings with clients,” he explained. “It does overall great things for the relationship versus simple e-mails and phone messages. I have clients in Hong Kong, France, the UK and Italy, and having those face-to-face meetings gets you through tougher, challenging times.” – Nadra Kareem Alfred Warsavsky White, Zuckerman, Warsavsky, Luna, Wolf and Hunt LLP Today Alfred Warsavsky has a $4 million book of business. But the senior partner in the accounting and litigation services firm of White, Zuckerman, Warsavsky, Luna, Wolf & Hunt can still remember how he struggled to meet the $1 million mark. “No matter how hard I worked, it was hard,” he recalled. “I got my first million in 1990. It’s much harder to make your first million than your second. Then, the momentum starts to build.” And build it has, expanding from $1.2 million to $3.5 to $4 million, at present. Now, Warsavsky counts professional athletes and movie stars as clients. He attributes the growth of his business, in part, to his effectiveness on the witness stand. “What it comes down to is doing a great job on cases and impressing attorneys,” said Warsavsky, who has testified repeatedly in California Superior Court about marital dissolution, fraud and embezzlement. “I actually enjoy testifying, matching wits with an attorney who’s trying to make me look bad. It’s like a chess game.” Neal Hersh, a family law attorney with Hersh, Mannis & Bogen, has known Warsavsky for more than 25 years and has had the opportunity to witness him excel in court. Since 1983, Warsavsky has served as an expert witness on issues related to business and family law. “Fred relishes the litigation process, litigation in general and testifying in particular,” Hersh said. “He is superb at it. He is a brilliant forensic accountant and extremely adept business person, probably one of the most accessible experts I’ve had the pleasure of working with.” Warsavsky is left with no doubt that he’s succeeded in presenting himself as an expert when the attorneys who have cross-examined him approach him about working together in the future. “Attorneys observe how well you do under fire, if you’re a good witness, and, also, your ability to negotiate well,” he said. Warsavsky believes that he also managed to curry favor with attorneys because more than 90 percent of his cases are settled, an outcome that tends to occur because he lets the other party do most of the talking during negotiations, he said. “The more you listen, the more you learn.” It’s plausible that Warsavsky’s background in war gaming has also contributed to his success. Upon earning an engineering degree from the University of California, Los Angeles, Warsavsky set out to pursue a career in the field. This led him to a position analyzing military security projects. If the management of his brother’s firm, Deloitte, Haskins & Sells, had not expressed an interest in him, Warsavsky might not have entered the accounting field. In retrospect, Warsavsky believes that his unconventional start in accounting was beneficial. “In litigation support, you have to be able to think outside of the box,” he said. Warsavsky, now 60, also thinks that becoming an accountant in his early thirties, rather than at a younger age, gave him the maturity necessary to wade through stressful situations. Those interested in embarking on a more traditional path in the industry should first work at a large national firm to get a strong foundation in accounting theory, according to Warsavsky, who is on staff at Golden Gate University. He has also coauthored and co-edited a handbook called Legal, Tax and Valuation Aspects of Dissolution of Marriage and written articles for publications such as L.A. Lawyer and the San Fernando Valley Bar Bulletin. “Learn what it means to go through books and records and understand them thoroughly,” he said. “Once you have three or four years experience, see what you can do to get a job at our firm or another.” After landing his first accounting position at Deloitte, where he was responsible for the supervision of audits and the preparation of financial statements, Warsavsky moved on to Stein, Cohen, Karp & Zuckerman, where he served as a partner specializing in litigation support services. Now, he would like to play a role in the expansion of his current firm. “I’d like to see the firm expand in Orange County, San Francisco and eventually become a large national firm or at least a statewide firm,” he said. Nadra Kareem

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