How Realization Can Be a False-Positive

Date: Wednesday, April 28, 2021
Time: 02:00 PM ET / 01:00 PM CT / 12:00 PM MT / 11:00 AM PT [Prevailing Time]
Presenter(s): Guy Gage III and Alan Alexander
Objective: During this session participants will:
• learn a different approach to accounting firm realization
• learn how client mix in an accounting firm impacts realization
• learn that realization is more than a measure of economics
Field of Study: Business Management & Organization
Program Level: Basic
CPE Credit: 1 Credit Hour
Delivery Method: Group Internet-based

No advanced preparation or prerequisites are required for this course.

Course Description
The trending thought leaders today dismiss realization as something non-important, yet so many firms still use the metric as central to their firm's management and compensation.

In this 60-minute MAPCast led by a nationally recognized consultant, Guy Gage of PartnersCoach and Alan Alexander, Chief Operating Officer of Jackson Thornton, participants will hear about an approach that uses realization differently. Instead of it being a measure of economics, it is really a measure of client health. Realization is actually an indicator of the alignment of client mix, processes to do the work, and pricing factors. If realization is high, it means these three elements are aligned. If realization is low, it means there is a misalignment. This MAPCast will include a couple of case studies showing the model and how it breaks through "just talking" or "worrying about it" to actually "doing something about it."

Presenter Bio(s)
Guy Gage, III, LPC, Owner, PartnersCoach®

Holding a license in counseling with an emphasis on human motivation and performance, Guy has consulted with and coached CPAs and CPA firms for over 25 years. Guy began his career as a therapist and, after a decade, transitioned his practice to concentrate on training and consulting with professional service firms. In 1999, he expanded his private practice further by holding the position of Lead Instructor for The Rainmaker Academy. While in this position, he also served on the staff of a 4-office CPA firm, responsible for recruiting, hiring and developing staff to partner. In July 2009, Guy left both organizations and launched PartnersCoach®, working exclusively with CPAs and CPA firms, focusing on individual and organizational change. When asked about how he likes his new venture, he says, “It fits perfectly. It’s what I do; it’s who I am.”

Alan Alexander, CPA, PAFM, Chief Operating Officer, Jackson Thornton

In his role with the firm, he directs and oversees the Administrative, Financial, Human Resources and Internal Technology areas of the firm. Alan works closely with the managing principal and the firm’s executive committee to implement the firm’s strategy and vision. Prior to joining Jackson Thornton, Alan’s career of 29+ years has seen distinct paths which together give him a unique perspective on public accounting firms. For the first 12 years, Alan was in a tax service role providing compliance and consulting services for both private and public companies. For the next 13 years, he was the COO/CFO of Sellers, Richardson, Holman & West, LLP. Upon Sellers acquisition by RSM US, LLP in May 2015, Alan began working with the RSM US Alliance. He specialized in the areas of tax services, CPA firm operations and profit enhancement. In his role, Alan frequently visited with member firms to assess tax needs, operational issues, and overall practice management.

$25.00 for CPAFMA Members / $40.00 for Non-Members / Free for PAFMs

  Online Registration

Delivery System

  • All programs are delivered using the Zoom platform.
  • Confirmations will include log-in instructions.
  • Participants are able to participate using any device with an Internet connect (if the device does not have speakers, the participant can also dial-in) or they can participate with audio only by dialing in.
  • All registrants will receive a link to the MAPCast’s recording by email within 48 business hours of event’s conclusion.
  • There will be assistance available to help with technical and connectivity issues up to 10 minutes prior to the start of the presentation.


All registration is done on-line with the names and email addresses of each individual guest. Log-in details will be emailed to all registrants approximately 1-2 days prior to each session.

Refund Policy

CPAFMA will not issue refunds for MAPCasts. If a registrant is unable to participate in the MAPCast and sends written notice to 48 hours prior to the session, a credit will be provided for a future MAPCast. Alert the CPAFMA staff member monitoring the MAPCast if technical difficulties are encountered and technical support will be provided to eliminate problems with future MAPCasts.

Additional Information

Live participation is required for CPE credit and polling questions must be answered to show active participation. All registrants will receive an email following the session with links to the slides and/or handouts, and a link to the MAPCast recording (unless otherwise stated). If you are unable to participate in the live session, you can still watch the recorded session, but you will not be eligible for CPE credits.

For more information regarding CPAFMA MAPCasts or administrative policies such as complaint and refund, contact the CPAFMA Headquarters at 937-222-0030, or