Note: Gregory A. Barford-a CPA in Frederick County, Maryland-recently has moved out of the multi-million dollar corporate world to devote himself full-time to his accounting and financial services clients. Mr. Barford, who has a black belt in karate, is a committed Christian with a lifelong interest in business. The following interview, conducted by freelance journalist Muphen R. Whitney, took place shortly before Mr. Barford launched his full-time accounting and financial services Business.

You've worked on you accounting and financial services business part-time since 1990. What was the impetus for making it your full-time profession?
After working in public accounting and in private industry I found that the part of accounting I enjoy most is the client contact and the diversity of clients offered by public accounting work. I like doing things for business owners and individuals who need my skills and experience.

What is it that you can offer your clients that gives you an advantage over the accounting and financial services?
I don't view my services as just accounting and financial ones. I really take a complete look at clients' businesses so that I can provide real solutions and insight into trends and opportunities that my clients can capitalize on. Another thing that I think sets me apart from the competition is the exceptional service that I provide. I am very respectful of clients' deadlines; providing timely services is very important to me and I something I work very hard to achieve.

How early did you interest in business surface?
When I was four years old I was given the chance to sell vegetables door-to-door. I was very successful and I really enjoyed all the challenges of having my own little business. Ever since then I have been involved in business in one way or another. I sold corsages and Boy Scout candy in grade school, and in high school I sold Fuller Brush products. By the time I got to college I had a lot of sales experience and experience communicating with people.

Did your family support this early interest?
Oh, yes. My father was with the Small Business Administration; he approved small business loan applications, and I always found his work fascinating. My mother was an entrepreneur, too-she was an interior decorator who taught me the importance of saving and being thrifty.

How did you become interested in accounting as a profession?
During my first year of college (at Essex Community College) I was interested in accounting, but I took lots of general courses and some business courses to make sure that I had a well-rounded education. Then in my second year I was 100 percent devoted to business courses and I started taking accounting courses. I realize that some people choose accounting because they see it as a safe profession, but I chose it because of all the options I saw it opening up for me. I recognize the value of the discipline that the paperwork imposes, but what I really like is the client contact.

What is your educational background
I received and A.A. in Business Management from Essex Community College, then graduated magna cum laude from the University of Baltimore with a degree in Business Management in 1980. The next year I became a Certified Public Accountant. I place great importance on continuing education and constantly update my knowledge and skills to maintain my CPA designation and to keep abreast of the latest technology and business practices. I recently earned a Certificate of Educational Achievement in Personal Financial Planning from the American Institute of Certified Accountants.

Besides being a CPA, what other certifications do you have?
I am a registered investment advisor with the State of Maryland. This allows me to sue the designation "Financial Planner" and to provide investment analysis and allocation advice, financial and investment counseling, cash management planning, and retirement planning services. I can establish goals and objectives for businesses and individuals and asses any type of financial instrument.  

What was your first accounting job after college?
Since I realized the value of the great training an accountant receives at a public accounting firm, I spent four years as a Senior Accountant with Wolpoff and Company in Baltimore working with a variety of clients learning to help them get organized and improve their bottom lines.

What made you decide to leave public accounting for the world of business?
I felt it was time to take on more responsibility on my own, and I've always liked the technical side of business and been fascinated with manufacturing; so I took the position of Controller at Steel and Wire Products Company in Baltimore when the opportunity came along.

After three years at Steel and Wire Products you were the Controller and Vice President at J. Kim Enterprises in Lutherville, Maryland, for four years and the Chief Financial Officer at The Samit Group in Washington, D.C., for five years,. What were you major accomplishments at these companies?
My biggest accomplishment at Steel and Wire are installing a computer system to handle all the accounting functions. This helped establish goals and budgets, reduce the age of receivables, and control the 2,000-item inventory better. At Kim Enterprises (a chain of sport fitness facilities) I developed their business plan, help negotiate venture capital and more than $1 million in financing, significantly cut cost, and planned and implemented a turnaround plan for the company.

As Chief Financial Officer at the Samit Group (a $25-millin regional retail health-care provider), I prepared the business plan and negotiated the terms that resulted in selling the company for an EBITDA multiple that was above the average rate for similar companies. At each company where I worked I always managed to organize and delegate myself out of a job.

What plans do you have for serving your account g and financial services clients?
I offer my clients several services that cover all of their business and investment functions: financial analysis and planning; tax planning and preparation; developing financial statements; implementing accounting software packages and computerized control systems; and developing business plans for guiding a business, securing loans and financing, and analyzing buy/sell decisions.

What strengths do you bring to your new endeavor?
Well, obviously my experience and background; but also my real desire to see my clients prosper, my ability to help them set goals that will put them in a better profit position, and my ability to provide them with the tools and advice that will help them achieve their goals. Having been a Chief Financial Officer in private industry I realize the importance of cash flow because I have had to take on the real responsibilities of a business such s having to meet payrolls, to collect receivables, and arrange well-timed payments to vendors.

How would you describe your current clients?
Mostly owners of small and medium-sized businesses-several contractors of various types, medical practices, retailers, services providers-and some individual clients. I am a committed Christian, but I have clients of all faiths.

And what market are you targeting?
Basically the market that I know and have experience with: all sizes of businesses-especially those that are start-ups or that are experiencing growth or problems-and some individuals who have specialized investment, retirement planning, or other financial needs.

You mentioned your faith. How important a factor is it in your business?
The Lord has blessed my life and my professional endeavors and I am dedicating this new endeavor to Jesus Chris whom I have accepted as my personal Savior. I realize that I serve only as a steward of the Lord's blessings. My goal is to help my clients prosper; in turn, I pray that they will support the Lord's work.