Sell an Accounting Practice Melbourne | Berngate

Melbourne · Accounting & Professional Services

Sell an accounting practice
in Melbourne

The Melbourne accounting sector is one of Australia's most active M&A markets right now. Consolidators, PE-backed platforms, and independent acquirers are competing aggressively for quality practices. If you're considering a sale, the conditions are as favourable as they've ever been — but getting the right outcome requires more than accepting the first offer that arrives.

The Melbourne accounting M&A market

Accounting practice consolidation is reshaping Melbourne's professional services landscape. PE-backed aggregators — including Pitcher Partners, SW Accountants, and a growing number of smaller platforms — are actively acquiring Melbourne practices to build scale. At the same time, independent acquirers and larger practices expanding their footprint are generating real competition for quality books of clients.

This consolidation wave creates genuine opportunity for practice owners. But it also means that how you approach a sale — and who you approach — determines whether you achieve a premium outcome or simply accept what the most aggressive buyer offers first.

What drives valuation for a Melbourne accounting practice?

Typical multiple
1× – 1.5×
Revenue (recurring fees), or 4×–7× EBITDA for larger practices
Premium drivers
Client quality
SME-focused, SMSF-heavy, or high-value advisory clients command premium multiples
Discount factors
Principal reliance
Client relationships held personally by the principal — not the firm — compress value
Structure note
Earnout common
Client retention periods of 12–24 months are standard; total price is often paid in tranches

Key value drivers for Melbourne accounting practices

  • High proportion of recurring fees — tax compliance, bookkeeping retainers, advisory packages
  • Diversified client base — no single client representing more than 5–10% of fees
  • Strong SMSF book — highly prized by acquirers with wealth management integration strategies
  • Staff in place who hold client relationships independently of the principal
  • Cloud-based practice management (Xero, MYOB, Ignition) — signals operational scalability
  • Advisory revenue mix alongside compliance — commands a higher multiple than compliance-only
  • Clean, up-to-date WIP and debtor position

Who buys Melbourne accounting practices?

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PE-backed accounting aggregators

Several PE-funded platforms are actively consolidating Melbourne practices. They move quickly, pay market rates, and offer principals the option to stay on under an employment or equity arrangement post-sale. Culturally variable — due diligence on the acquirer matters as much as price.

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Larger Melbourne accounting firms

Mid-tier and top-tier Melbourne firms seeking to grow client bases, add specialist capability, or expand into new suburbs. These buyers often offer the best cultural fit and are willing to pay for quality books of clients in the right geographic or specialist niche.

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Financial planning firm acquirers

Wealth management and financial planning businesses actively seek accounting practices as bolt-on acquisitions to cross-sell advisory services. Strong for practices with an existing SMSF or investment-focused client base.

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Individual practitioners / small firms

CPA and CA practitioners looking to acquire a book of clients rather than build one from scratch. Slower to move than institutional buyers but often offer better client relationship continuity. Typically funded by bank debt or vendor finance.

Considerations specific to accounting practice sales

Accounting practice sales have characteristics that differ from standard business sales. Client transferability is the central issue — buyers are acquiring the fee income, which is only as secure as the clients who remain after the principal departs. Managing this transition well is essential to receiving the full purchase price.

Most accounting practice deals involve a retention period — typically 12–24 months — during which the vendor introduces clients to the new owner and receives the balance of the purchase price based on actual revenue retained. Structures vary significantly, and the terms matter enormously. A well-structured earnout protects you; a poorly structured one puts the bulk of your price at risk.

Frequently asked questions

How is an accounting practice valued in Melbourne?

Smaller practices (under $500K revenue) are typically valued at a revenue multiple — usually 0.8× to 1.2× of annual fees for compliance-focused books, and up to 1.5× for advisory-heavy practices. Larger practices with strong EBITDA and management in place are valued on an earnings multiple of 4×–7×. The right methodology depends on your size and revenue mix.

Will clients leave when I sell?

Client attrition is the central risk in any accounting practice sale — and the reason most deals include a retention period. The key factors are how well you manage the handover introduction, the quality of the incoming principal, and how much of the client relationship is genuinely transferable versus personally held. A well-managed transition typically sees 85–95% retention.

Do I have to stay on after the sale?

Most buyers require a transition period — typically 6–24 months — where you remain available to introduce clients and support continuity. The length and structure of this varies. Some deals allow you to exit fully after a short handover; others require ongoing involvement tied to earnout conditions. Your negotiating position depends on how transferable your client relationships are.

How confidential is the sale process?

Extremely. Accounting clients are sensitive to ownership changes, and staff can be unsettled by uncertainty. We manage the process with strict confidentiality — buyers sign NDAs before receiving any practice information, and client notification only occurs at a time and in a manner agreed with you.

Melbourne · Accounting Practice Sales

Find out what your practice is worth.

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