In the latest episode of Builders, Budgets & Beers, host Reece Barnes sat down with two financial powerhouses: Allison O’Baker, fractional CFO and founder of AO Dataflow Consulting, and Priscilla Thomasevich, CPA, tax strategist, and co-owner of Thomasevich Construction in South Florida.

Together, they’ve helped countless builders move from spreadsheets and gut instincts to scalable systems, tax efficiency, and even exit-ready businesses. If you’ve ever wondered how to build a financially healthy construction company, whether or not you plan to sell, this conversation is a blueprint worth reading.

Start With the End in Mind

Even if you're not looking to sell, building your business as if you were is one of the smartest financial moves you can make.

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Allison shared her experience working with companies poised for acquisition or investment. The biggest takeaway? Buyers don’t just look at revenue. They’re buying a story… one told through your financials, structure, and systems.

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“They’re not just buying your revenue,” she said. “They want to see organized, clean financials. They want to know: is this sustainable without you?”

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That means it’s not just about how much you make, it’s about how you make it. Can the business function if you step away? Are key clients tied only to you? Do you have recurring or predictable revenue streams? If the answer is no, your valuation could take a hit.

What Makes a Builder “Sellable”?

Here’s what investors and acquirers look for, especially in construction:

• Recurring Revenue: Not easy in a project-based business, but possible through maintenance contracts, long-term client relationships, or franchise builds with predictable timelines.
• Backlog: Showcasing signed contracts and confirmed future work builds buyer confidence.
• Owner Independence: Can the company operate without the owner’s constant involvement?
• Clean Financial Statements: Not just tax returns—clear P&Ls, a well-structured Chart of Accounts, and line-item clarity that reflects the true story of the business.
• Strong Systems and People: Buyers want to know your business is more than just you. That means documented processes and empowered team members.

Priscilla added that recurring work often comes down to relationships and systems. “You might partner with a franchise that’s scaling, or build strong referral networks with realtors and architects. But the key is making sure the business doesn’t fall apart if you, the owner, step away.”

The Mindset Shift: From Builder to Business Owner

Both Allison and Priscilla agreed: the biggest hurdle isn’t spreadsheets. It’s mindset. Most builders start as technicians: experts at the craft. But growth demands a shift to manager, and then to executive.

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“It’s similar to how I shifted in my CPA firm,” Priscilla said. “At first, I was doing all the taxes. Eventually, I had to lead the team doing the work, so I could focus on planning, strategy, and reviewing the big picture.”

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If you want your business to scale (or be sellable) you need to build for the day you're not involved in every detail.

The Unsung Hero: Your Chart of Accounts

Allison brought up a detail most builders overlook: the Chart of Accounts. Think of it as the foundation of your financial house.

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“If your P&L only shows one income line and one Cost of Goods Sold line, you’re already failing,” she said. “Your COA should show enough detail to spot trends, but not so much that it’s unmanageable.”

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Your Chart of Accounts should reflect the structure of your business: revenue by type, COGS by division or job type, and operating expenses grouped by category (fixed vs. discretionary). This not only improves visibility but helps with smarter budgeting, planning, and valuation.

Metrics That Matter (to Buyers and You)

If you want to sell, or just get a grip on profitability, here are a few metrics to track:

• Gross Margin by Service Line
• EBITDA (Earnings Before Interest, Taxes, Depreciation, and Amortization)
• Percentage of Recurring vs. Project Revenue
• Fixed vs. Variable Costs
• Marketing Spend as a % of Revenue (especially in growth mode)

Allison emphasized the need for budgeting, and not just once a year. “Build a realistic operational budget, then layer in stretch goals. Review regularly. That’s how you make proactive decisions, not reactive ones.”

Taxes: Where Money’s Made or Lost

Priscilla’s tax insights were nothing short of eye-opening. While many builders view taxes as a once-a-year scramble, her approach is proactive, customized, and deeply strategic.

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“We’ve helped clients save $200,000+ just by reviewing tax structure, benefits, and entity setup,” she said. “There’s no one-size-fits-all. But if you’re not planning ahead, you’re leaving money on the table.”

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She emphasized tax planning as part of the ongoing business lifecycle, not just something you scramble to do at year-end. From reviewing entity type to choosing the right accounting method (cash, accrual, completed contract), the tax code offers builders multiple levers… if they know where to look.

What About WIP?

Work-in-progress (WIP) accounting is often treated like a four-letter word in the building world. But Priscilla argued it’s not just about compliance, it’s a decision-making tool.

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“WIP tells you if your estimates were accurate. It helps you see when revenue should be recognized, and where profits are really coming from,” she explained. “But if your estimates are off, WIP falls apart.”

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Reece pointed out that tools like Adaptive (shameless plug!) can automate WIP tracking and keep it updated in real time, providing clarity to builders and their advisors.

Why Outsourcing Isn’t Just for the Big Guys

Both guests emphasized that you don’t need to hire a full-time controller or CFO to get world-class guidance. In fact, that’s where their hybrid model shines: fractional services that plug into your business when you need them, often at a fraction of the cost of hiring in-house.

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“You get the benefit of five team members—CFO, controller, staff accountant, tax strategist, without the overhead,” said Priscilla. “And if you outgrow us, great! You’re now ready to hire that team full-time.”

Final Takeaway: Know Your Numbers. Own Your Future.

Whether you're planning to sell, scaling your crew, or just want to understand your books without headaches, the message is clear: financial clarity isn't optional anymore. With the right team, systems, and mindset, your business becomes more than a paycheck. It becomes a valuable, scalable asset.

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As Allison put it:

“We’re not here to make you feel bad about what you don’t know. We’re here to help you understand your business, get clarity—and get confident.”

Connect With the Guests

• Allison O’Baker – aodataflow.com
• Fractional CFO for builders and service businesses.
• Priscilla Thomasevich – sawgrasscpa.com
• CPA and tax strategist specializing in construction companies.

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