Chasing the next big disruption in accounting is a losing game. The future is uncertain, and the pace of change is relentless. Whether it's AI, blockchain, or new ESG mandates, focusing on what's next is less important than building a firm that thrives no matter what.

Here's how forward-thinking firms are doing just that.

Diversify your revenue before you need to

Relying on a handful of services, especially tax prep and compliance, puts your firm on shaky ground. Automation is eating away at routine work, and clients expect more than just a once-a-year transaction.

The reality check: If most of your revenue comes from services that could be automated tomorrow, it's time to rethink your business model.

Start with what you already know

The answer isn't to abandon what you do well, but to layer in new, higher-value offerings around your core services:

For existing tax clients:

• Cash flow planning and forecasting

• Quarterly business strategy sessions

• Strategic tax planning (not just prep)

• Entity structure optimization reviews

For bookkeeping clients:

• Monthly financial analysis and insights

• KPI dashboards and performance tracking

• Budgeting and variance analysis

• Process improvement consulting

There's something to be said for the fact that your current clients already trust you, understand your value, and have established payment patterns. They're often your most profitable growth opportunity.

Don't overhaul your entire practice overnight. Pick 3-5 ideal clients and pilot one new advisory service. Measure both client satisfaction and profitability. Use what you learn to refine your approach before rolling it out firm-wide.

Make revenue predictable (and clients stickier)

The traditional accounting calendar is a rollercoaster, and sometimes an emotional one. Intense bursts of work and revenue, followed by long lulls. This model strains your team, your cash flow, and frankly, your sanity.

Monthly retainers are the antidote

By shifting clients to ongoing, year-round advisory packages, you:

• Stabilize income and improve cash flow forecasting

• Build stronger relationships through regular touchpoints

• Reduce the feast-or-famine cycle that burns out teams

• Create opportunities for proactive guidance, not reactive problem-solving

Real example: Instead of charging $2,000 for an annual tax return, structure it as $200/month for year-round tax planning, quarterly reviews, and preparation. Same revenue, better experience for everyone.

Making the transition

For existing clients: Frame it as an upgrade, not a price increase. "We're moving to a model where we can give you ongoing support throughout the year, rather than waiting until tax season to address issues."

For new clients: Lead with the retainer model from day one. It's easier to start with the right expectations than to change them later.

Price it right: Base your monthly fee on the annual value you provide, then add 15-20% for the improved service level and predictability.

Get hyped about tech, but don't get lost in the hype

Most firms have AI handling data entry and basic automation. The competitive advantage now comes from the less obvious applications: client communication that adapts tone and complexity to each recipient, scenario planning that pulls real market data into forecasts, and practice management that identifies which clients are ready for advisory upsells.

Where the real opportunities lie:

• Client insights: AI that analyzes communication patterns to flag satisfaction issues or expansion opportunities before they become obvious

• Custom workflow automation: Building firm-specific tools that handle your unique processes, not just generic accounting tasks

• Strategic analysis: Tools that can synthesize multiple data sources to spot trends your competitors miss

Building vs. buying: Some firms are moving beyond off-the-shelf solutions entirely. With platforms like Zapier, Microsoft Power Platform, or even custom development, the barrier to creating your own AI-powered workflows has dropped dramatically. A firm might build a custom client onboarding system that automatically generates personalized service packages based on business type, size, and stated goals.

The integration advantage: The real power comes when AI tools talk to each other. Your CRM identifies a client ready for advisory services, your practice management system automatically schedules the conversation, and your proposal tool generates a customized package - all without manual handoffs.

A note on blockchain and emerging tech: watch, don't rush

Blockchain is starting to impact audit and assurance by offering transparent, tamper-proof records. Quantum computing promises to revolutionize data processing. But these are still early-stage technologies.

The smart approach: Stay informed, attend demos, but don't be the guinea pig. Let the early adopters work out the bugs while you focus on mastering the tools that are proven and reliable today.

Rethink talent and build for agility

The talent crunch in accounting is real and not going away. The Bureau of Labor Statistics projects a 4% decline in accounting jobs through 2032, while demand for advisory services continues to grow. The math doesn't work unless we change our approach.

Hire for ‘new’ skills, not just credentials

Progressive firms are expanding their talent pool by looking beyond traditional accounting backgrounds:

• Data analysts who can work with financial data and learn accounting principles

• Business consultants who understand client needs and can be trained on technical requirements

• Industry specialists who bring deep sector knowledge and can pick up accounting fundamentals

• Technology specialists who can bridge the gap between systems and business needs

Cross-train your team to avoid single points of failure. If only one person knows how to handle payroll processing or tax extensions, you're vulnerable.

Create T-shaped professionals: Deep expertise in one area, broad competency across multiple functions. This gives you flexibility during busy seasons and career development paths for your team.

Make the most of the remote opportunity

Expand your talent pool beyond your local area. A skilled bookkeeper in Iowa might be perfect for your firm in California and cost significantly less than local talent while delivering the same quality.

Make it work: Invest in onboarding, communication protocols, and management training for remote teams. The firms that master this have a massive competitive advantage. Read our article on Managing Remote Accounting Teams Effectively (in a return-to-office world).

Turn regulatory change into opportunity

Most firms see new regulations as a headache. The smart ones see them as a chance to add value and differentiate themselves.

Recent examples in action

ESG reporting requirements: Instead of treating this as compliance busy work, firms are positioning themselves as sustainability advisors, helping clients understand the business implications of their environmental impact. If you’re trying to keep up with which ESG reporting regulations apply to your clients and what the deadlines are, here’s a great guide from CSO Futures covering worldwide requirements.

State tax complexity: Rather than just filing returns, firms are providing strategic guidance on multi-state operations, nexus planning, and tax optimization.

Data privacy regulations: Forward-thinking firms are becoming trusted advisors on financial data security, helping clients understand how regulations like GDPR or state privacy laws affect their financial operations, designing secure data collection processes, and creating policies for handling sensitive customer information.

When new regulations emerge, ask three questions:

1. What expertise will clients need that they don't currently have?

2. How can we position ourselves as the go-to resource for this guidance?

3. What premium can we charge for specialized knowledge and proactive support?

Every regulatory change is a chance to deepen relationships, command higher fees, and distance yourself from competitors who see only compliance obligations.

The future of accounting is flexibility

The firms that will thrive five years from now aren't the ones with the flashiest technology or the biggest client lists. They're the ones that have systematically built flexibility into every aspect of their business.

They've diversified their revenue beyond compliance work, not because they read it in an article, but because they tested it with real clients and saw the results. They've embraced predictable monthly revenue because they've lived through the stress of feast-or-famine cycles. They've invested in technology that actually solves problems, not just the latest trend.

When the next disruption hits (and it will) these firms won't scramble to react. They'll already be positioned to turn change into opportunity.

That's the difference between surviving in accounting and truly succeeding in it.

Unlike traditional businesses that operate on predictable billing cycles, e-commerce companies deal with extended settlement periods from platforms like Amazon, Shopify and PayPal, as well as international transactions and chargebacks that further complicate things.

All of these factors combined can create a fair amount of chaos. This makes it difficult to manage and properly predict cash flow, which we all know is the lifeblood of any business.

Enter fintech!

Leading fintech vendors have made huge advancements in relation to e-commerce accounting (AKA: Inventory accounting). Top solutions bring the PO-to-payment process, inventory management and financing together — all in one convenient space. And that spells calm. Bye-bye, chaos!

Why All the Chaos?

There’s so much to inventory accounting, which is why a lot of firms avoid it. This, however, is a mistake. E-commerce represents a huge revenue opportunity, especially when you have streamlined processes in place and a solution that calms the chaos.

Still, no one can deny that cash flow is just harder for e-commerce clients because businesses face cash flow challenges that are distinct from other traditional industries.

Here’s why:

• Payment cycles are delayed. Unlike brick-and-mortar stores that receive payment at the point of sale, e-commerce businesses often experience delayed cash inflows. Payment processors like Stripe or PayPal hold funds for several days before releasing them to merchants. On top of that, refunds and chargebacks can further complicate cash flow predictability.

• Supplier terms don’t always align. Many e-commerce companies rely on overseas suppliers who require upfront payments or deposits before shipping goods. This creates a timing gap between when businesses pay for inventory and when they receive revenue from sales.

• Inventory costs are high and unpredictable. Managing inventory is a balancing act. Overstocking ties up cash in unsold goods, while understocking risks lost sales and customer dissatisfaction. Seasonal demand spikes or supply chain disruptions can exacerbate these issues, leaving businesses scrambling for working capital at critical moments.

These factors combine to create a perfect storm of cash flow uncertainty that can derail even the most promising e-commerce ventures.

From Reactive to Proactive Accounting

For firms that do serve e-commerce clients, it's often with a reactive approach. Better known as the old-hurry-up-and-wait method. And we all know that can quickly lead to inaccurate cash flow forecasting.

Clients need real-time insight into their financial data (hurry up) to make informed decisions on such things as purchases, inventory and hiring. But the lags caused from settlement periods or international transactions create extended pauses (wait).

E-commerce clients need their trusted advisors to be forward-thinking partners who can anticipate cash flow gaps before they become crises.

A proactive approach can be a reality for e-commerce clients:

1. Early cash flow forecasting. By analyzing historical data and current trends, accounting professionals can create detailed cash flow forecasts that help e-commerce clients plan for upcoming expenses and revenue fluctuations. This allows businesses to make informed decisions about inventory purchases, marketing budgets and other investments.

2. Spotting red flags early. Proactive firms monitor key financial metrics like days sales outstanding (DSO) and inventory turnover ratios to identify potential cash flow issues before they spiral out of control.

3. Advising on financing options. When cash flow gaps are unavoidable, firms can guide clients toward appropriate financing solutions, such as short-term loans or lines of credit, ensuring they secure the funds they need without overleveraging.

But how do you get here? Technology is certainly part of the answer. The combination of high-octane fintech solutions and a firm’s expertise not only super boosts efficiency in serving clients but also enables firms to get ahead of financials to advise their clients with better insights and sharper predictions.

How Fintech is Revolutionizing Cash Flow Management for E-Commerce

The rise of high-powered fintech solutions is a game changer for firms. Powerful new tools make it easier than ever to manage cash flow and provide proactive support to e-commerce businesses.

Top solutions seamlessly integrate the core functions required to support e-commerce businesses effectively and efficiently, including:

• Automated payment workflows. Procurement-to-payment automation simplifies accounts payable processes by automating invoice tracking and payment scheduling. This reduces administrative burdens and ensures timely payments to suppliers.

• Dynamic inventory management. Leading fintech platforms specialize in inventory management, offering transparency into multiple channel sales and SKUs, inventory levels and accurate landed costs. This helps e-commerce businesses maintain optimal stock levels without tying up excessive amounts of capital.

• Easy financing. During times of cash flow shortages, for example, due to delayed freight or spiked demand that calls for large material purchases, top fintech solutions offer simplified financing options. The system moves cash via check, ACH or domestic wire transfer. The system pays the vendor, and the business pays the platform.

The best platforms are offering all-in-one solutions for e-commerce. And that spells success for firms and their clients.

Turning Chaos Into Clarity

E-commerce may be a fast-moving industry fraught with financial challenges, but it’s also one filled with opportunity for both business owners and their advisors. By understanding the unique dynamics of e-commerce cash flow, adopting a proactive advisory mindset and embracing fintech innovations, accounting professionals can help their clients turn chaos into clarity and enjoy a lucrative new advisory revenue stream.

LLC setup services represent a big opportunity to add value and streamline client services. By embedding LLC setup into your service packages, you position your firm as a one-stop shop for business formation and ongoing advisory needs. And what client doesn’t love that?

Positioning LLC Setup as a Standard Business Service

Many clients assume LLC setup is a straightforward, DIY task until they hit roadblocks like state-specific requirements, compliance deadlines or legal nuances.

As an accounting professional, you understand the ins and outs of LLC setup. So why not simplify the client’s journey by integrating LLC setup into your offerings?

Here’s why it makes sense:

• Clients trust you. You’re already managing their financials and compliance needs. Adding LLC setup builds on this trust and positions your firm as a comprehensive solution provider.

• It’s a natural fit. Business formation is the first step in a client’s entrepreneurial journey. By offering LLC setup, you ensure their foundation is solid before moving on to higher-value services like advisory.

• Avoid client-made messes. DIY setups often lead to costly mistakes (e.g., filing in the wrong state or missing key deadlines). By handling this process upfront, you eliminate future headaches for both your firm and your clients.

Packaging LLC Setup into Tiered Pricing Models

To make LLC setup a profitable and scalable part of your service offerings, consider incorporating it into a tiered pricing model. This approach allows you to cater to different client needs while maximizing revenue potential.

Consider this sample tiered approach, including package elements, ideal clients and price point.

Basic Tier: Essential Setup

• Includes state filing, registered agent designation and EIN application

• Ideal for startups or solopreneurs who need the basics done right

• Price point: Entry-level to attract new clients

Mid-Tier: Compliance Plus

• Adds services beyond the Basic Tier, such as operating agreement drafting and first-year compliance tracking (e.g., annual reports)

• Perfect for small businesses that want peace of mind without managing ongoing requirements themselves

• Price point: Moderate, reflecting added value

Premium Tier: Full-Service Formation

• Combines all setup services with ongoing advisory support (e.g., tax planning, entity optimization)

• Tailored for growing businesses or those with complex structures

• Price point: Premium, emphasizing high-touch service

By bundling LLC setup into tiers, you not only meet diverse client needs but also create opportunities to upsell them into higher-value packages over time.

Overcoming Common Objections

When introducing LLC setup as part of your service packages, you may encounter some pushback. Here’s how to address common objections effectively:

Q: Isn’t this a legal service?

A: While some aspects of LLC formation touch on legal considerations, much of the process, like filing forms and obtaining an EIN, is administrative in nature. As accountants, we’re uniquely qualified to handle these tasks efficiently while ensuring everything aligns with tax and financial planning strategies.

Q: Do clients really need help with this?

A: Absolutely, they do! Many clients underestimate the complexity of setting up an LLC, which can quickly translate to missing deadlines or skipping operating agreements. Firms offer expertise that ensures a compliant start while mitigating risk.

Q: Isn’t this just extra work for my firm?

A: Not if you leverage the right tools! Modern LLC platforms streamline the process, allowing you to manage filings in minutes while tracking deadlines automatically. This reduces manual workload and frees up time for higher-value advisory services.

Hard to Pass Up

Embedding LLC setup into your service packages isn’t just about adding another line item; it’s about enhancing your value proposition and deepening client relationships. By positioning yourself as a trusted partner from day one of their business journey, you set the stage for long-term loyalty and growth.

With the right pricing model and tools in place, offering LLC setup becomes a win-win. Clients enjoy the peace of mind that comes with knowing their entity is set up correctly. And your firm can enjoy an additional revenue stream without sacrificing efficiency.

Make Your Strategic Move Now

Integrating LLC setup into your service packages is not just a value-add. It’s a strategic move that addresses client pain points, reduces administrative burdens and creates a new revenue stream.

By adopting intuitive LLC formation platforms and tiered pricing models, firms can ensure accuracy, compliance and a superior client experience from the outset. This proactive approach not only prevents costly DIY mistakes but also frees up time for higher-value advisory work, strengthening client relationships and supporting clients’ long-term business growth. It’s time to make your move.

And whether you know it or not, it’s highly likely that you’re already serving clients in the e-commerce market. After all, e-commerce doesn’t mean strictly digital. It’s any business that conducts business online to any degree. And that’s one big market to pass up.

Are You Accounting for E-commerce Clients?

If you look across your client base (and I highly recommend that you do), you’ll likely start to see a pattern emerge: e-commerce. While brick-and-mortar businesses still exist on a fairly large scale, many also have an online presence, selling products on their websites. Retail shops sell swag. Salons sell hair products. Even some restaurants sell merch online. This classifies them as e-commerce and brings with it some of the same pain points experienced by large-scale online companies.

My motto has long been: Leave no stone unturned. A market as large as e-commerce represents revenue, especially if you’ve figured out how to support it with automated efficiency. Start by taking inventory of your existing client base and identifying those who have an e-commerce component to their business. From there, you can make an informed decision on whether or not to expand into this vertical.

Adapting to Multi-Channel Revenue

The e-commerce industry is huge. So if you’re avoiding this market because you believe it’s too complex, you’re losing out on a lot of potential revenue. While e-commerce may have been complex in years past, advanced fintech platforms and AI automation have turned the tables, making it simpler to work out multi-channel revenue.

Before diving into this topic, it’s first important to understand a common pain point in the e-commerce industry: COGS. With any inventory-based businesses, cost of goods sold is the number one category on their financial statement. It’s what provides insight into cash flow, profitability (or lack thereof). It’s what tells them if the product, channel or business overall is profitable. And without a reliable platform in place, this information is hard to capture.

Take this example:

An inventory-based e-commerce company purchases $8k of product. There is an additional $2k for shipping and another $1k in tariffs. These represent three separate bills that come in over time. Now, consider that the $8k was used to buy 10 different products with individual SKUs. This further complicates accounting and muddies the view of cash flow.

At any point, based on when bills come in and how SKUs are handled, it could quickly swing the company from thinking they are profitable to losing money without them even knowing it. That’s a complicated and risky process.

When you remove the complexity, visibility into real-time data is possible. Leading fintech platforms are designed to handle multi-channel revenue and expenses end-to-end providing accurate views of cash flow and helping manage financials with far less risk. Top platforms handle everything including payment and ordering of products, billing and recording. And as a result, you get a streamlined workflow that provides accurate, current data.

With the steady growth of e-commerce, accountants must adapt to manage multi-channel revenue and optimize cash flow for clients. By streamlining a once complex workflow, firms have the opportunity to offer clients higher-value advisory services. And what client (and firm, for that matter) doesn’t love that?

With the right tools, accountants can turn e-commerce into an advisory powerhouse by quickly turning data into deeper insights that enhance sound, revenue-bolstering decision-making. And speaking of…

Become an Advisory Powerhouse

Advisory services are where it’s at. Clients need the added support — forecasting, cash flow analysis, deeper insights and planning. Firms can enjoy the recurring revenue and an elevated client-accountant relationship.

E-commerce has long been thought of as too complex. Too much of a hassle to support. But it’s an ever-growing industry that requires sophisticated advisory support and technology that removes the complexity and offers more visibility into financial data.

To become an advisory powerhouse, the right technology is key. Traditional inventory management systems (IMS) are complex and feature heavy, offering far more functions than most businesses need. Not to mention, they come with a high price tag. E-commerce clients require a platform that supports their core needs for procurement, payments, capital and product catalog — components that relate to one another and need to integrate seamlessly. In simplest terms, a complete operating system for consumer products businesses.

This is what Settle does for e-commerce businesses. It brings all the necessary elements together, creating a streamlined workflow that results in better data and transparency into cash flow. It does the work of a large-scale IMS but without all the added (and unneeded) bells and whistles.

Firms have the opportunity to become an advisory powerhouse in the e-commerce vertical. The combination of an advanced solution and in-house expertise makes it so.

Tap In

It’s time to stop avoiding e-commerce because you think it’s too complex, a hassle to support. The technology is available to support streamlined, automated workflows. Firms that tap into this industry will enjoy lucrative new revenue streams. AI automation and fintech-enabled growth is the future and e-commerce represents the next big untapped growth opportunity. Tap in before you get knocked out.

If you’ve worked with new business owners, you’ve likely seen it all: missing EINs, incomplete operating agreements, and clients who assume forming an LLC is as simple as clicking “submit.” And when those shortcuts lead to mistakes, you’re the one left to clean it up.

That’s where Tailor Brands comes in. Not to replace your expertise, but to give your clients a stronger start. We handle the details around formation and compliance so you can spend less time untangling problems and more time offering strategic guidance.

Set Your Clients Up for Success (and Save Yourself the Trouble)

Here’s how Tailor Brands takes care of the details that usually fall on your plate:

● LLC Formation
Simplifies the process for clients who prefer to do things themselves, with fewer errors and better compliance.

● EIN Filing Support
Makes sure clients show up with the basics in place, so you’re not left chasing paperwork.

● Registered Agent & Annual Filings
Avoids the risk of missed deadlines or penalties that could affect their business standing.

● Operating Agreements
Provides ready-to-use templates so you don’t have to draft or refer out legal documents.

● Compliance Monitoring
Keeps things on track year-round so you’re not hit with last-minute emergencies at tax time.

Your clients get a professional setup. You get fewer headaches. Win-win.

Why CPAs Choose Not to Handle Entity Formation Themselves

1. Formation Is Just the Beginning

Filing the paperwork is only step one. It’s the ongoing compliance that gets messy. If a client forgets to file an annual report or update their registered agent, guess who they call? Tailor Brands can handle those ongoing requirements, so you're not stuck doing cleanup.

2. You’re Not Their Registered Agent—So Don’t Get Treated Like One

Clients often list their CPA by default when they’re unsure who to name as their registered agent. That puts you in the middle of government notices, missed deadlines, and legal documents you never agreed to manage. We make sure that doesn’t happen.

3. Let Software Handle the Admin Work

You bring value through strategic thinking, like tax efficiency, growth planning, and ownership structure. Let Tailor Brands take care of forms and filings, so your conversations stay focused on what really matters.

4. It Scales Better Than You

You can’t manually manage filings and compliance for every client forever. But with a tool like ours, you can confidently serve more entrepreneurs without stretching yourself thin.

5. You Can Still Guide Without Taking On Risk

Pointing your clients to Tailor Brands doesn’t mean stepping away. It means giving them a tool that handles the setup and compliance, while you continue to offer trusted guidance. You can even include it in your new client onboarding flow or startup checklist.

A Smart Way to Add Passive Income

Our Affiliate Program is simple to join and built to work quietly in the background. You won’t need to promote anything aggressively. Just have your referral link ready when the opportunity comes up.

Affiliate Program Benefits:

● Refer clients and earn a commission for every LLC created

● Track earnings with your own affiliate dashboard

● Use it only when needed—there’s no pressure or minimums

Ready to join?
👉 Sign up here

Final Thoughts: Free Up Your Time for What Really Matters

Your clients don’t need you to fill out forms—they need your advice. When you send them to Tailor Brands, they come back to you with their business properly formed, compliant, and ready for the next steps.

That leaves you with more time to focus on the big-picture strategy that helps their businesses thrive. And isn’t that the part you enjoy most?

Be sure to check out Tailor Brands to see how they can help you free up time (and earn some extra revenue) so you can focus on being the advisor your clients want.

~Jody

“AI-X” requires explanation. At least it should as it’s my newly coined term — and the only way to describe what’s going to be required of firms as we head into the next big market shift. AI-X: Artificial Intelligence Xcellence. You get where I’m going, so more on this later. For now, let’s get back to “market shifter.”

A market shifter is more than a thought leader. It’s someone who’s always innovating, testing, executing, and looking for new and improved ways to move the needle — to prepare the whole of the profession for what’s to come (and to show them how to do it). And of course in a radical way! A market shifter ensures that firms have the insight and know-how to implement change with confidence so they can dominate their market(s) and achieve healthy growth and bolster profitability. That’s me.

What Can You Expect?

As a market shifter, my sole purpose is helping firms master the art of change, stay ahead of trends and technology, and make the shift into the profession’s vanguard (where you belong). But you may be wondering (and I get it): Why should I trust her? Well, I’ll tell you: This isn’t my first rodeo.

I’ve helped lead two major market shifts to date. I was at the helm during the transition to the cloud and the cloud business model that supports it. In fact, the AICPA — specifically Mark Koziel, CEO, and Tom Hood, EVP of Business Engagement & Growth — coined my work as a “movement.” I also led the social influencer movement (back in the day before “influencer” was a recognized term in the profession) and have accumulated hundreds of thousands of followers as a result.

The next major market shift will be my third and I am armed and ready for it — having put in the time on research and testing. Evolution is good for the profession, offering firms the opportunity to grow and improve. Without change, we stay stagnant and risk becoming irrelevant. So don’t fear this next big market shift; embrace it. And remember, I’m here to support you. Now, let’s prepare together.

Predictions From Your Market Shifter

It’s time (well past, actually) to move out of tradition and confidence attrition. There’s no reason to stake a claim in the land of “the way things have always been done.” It’s time to plant your flag in the “when we know better, we do better” metropolis. And trust me, that’s where you want to be. It’s a place where your confidence soars because you’re ahead of trends and solving for the future instead of playing catchup and acting reactively in the present.

Truly, it’s now or never, folks. Monumental market shifts are in play as I type, specifically with AI. In fact, 2030 is the year when AI will rule in our profession (and it’ll be here sooner than you think). AI-X firms will be using artificial intelligence as an integrated component of their larger ecosystem, running smoothly in the background.

What does this mean? It means strategy planning starts now…not in 2030 when everyone else will be up and running. Don’t wait for someone in your firm to just “figure things out” whether that’s AI, the new PE landscape or the mass exodus of Boomers. You have to spark change — make it happen — because no one is going to just hand over the answers.

But no fear: I’m here (to help). So let’s start together, right now, and move out of the past and toward AI-X status. It’s gonna be a most xcellent ride.

Bye-Bye Best Practices

Best practices? Phfft. More like get-some-rest practices because they’re tired. 😆We’ve been talking about best practices from a fairly generic perspective for years. But what does this really mean? Well, here’s what I believe: Best practices are a road to nowhere because they keep you standing still locked in the present. This is what happens when you follow traditional tactics that are embedded in a traditional business model. At best, it only allows you to make incremental changes when you need to be making transformational strides forward.

Best practices also align you with everyone else, the status quo, the big gray wall of sameness. I’m not saying that best practices need to go away completely, but they do need a companion: NEXT practices.

Next practices are the rocket fuel required to accelerate past the traditional mindset. To keep you looking ahead and planning strategically for the bigger and better things to come. To keep you innovating, thinking differently and continually busting through the norm. Let’s stick with the AI example here as we delve into strategy as a next practice.

All Roads Lead to and from Strategy

What’s coming with AI? Many firms would say, “It’s too early to tell.” I say: “Wrong!” AI is here now (and to stay), helping firms automate repetitive tasks and ditch manual work. AI-X firms are not only loving the time savings but also the ability to offer true value-priced services. I’m talking about services that support recurring and lucrative revenue streams for your firm and much-needed advisory support for clients.

Firms have to move past the superficial features of AI and get to an actual strategy. With strategy comes clarity because you’re spelling out every phase of implementation from planning to execution. And with clarity comes firm-wide buy in and, eventually, a successful rollout and adoption. Here’s the really cool thing: You can use AI to define your AI strategy! AI serves as a solid brainstorming partner, helping us uncover and think through all the opportunities and alternatives for improving operations.

A sound AI strategy has many parts. As you move forward, consider must-have components such as process automation, enhanced auditing, improved data analysis, elevated client communications, compliance and risk management, tax research and planning, and continuous learning and adaptation. Once you start to map it out, it becomes clear just how critical strategy is.

A Quick Word on Automation

The frenzy around automation has proven to be one of the greatest unlevelers in the profession. We are a market of automation babies. Automation this, automation that. And, don’t get me wrong, automation is a prime taste-bud-blasting ingredient in the recipe for long-term, sustainable growth, but it’s not a strategy. It’s part of one.

Because firm leaders are so focused on automation, they’ve taken their eye off the prize: Strategy. And without it, you can’t effectively implement change. Strategy offers the sturdy foundation from which new, winning initiatives are launched. Automation being one of them.

Now, here’s the kicker. You do need a sound AI strategy but don’t expect to have a crystal clear one right out of the gate. There is no definitive roadmap for this yet, that will take time, intention and testing. The key is to start moving toward a strategy so you don’t fall behind. Inaction is the worst plan.

The Redefining of a Profession

AI has permeated every industry across the globe. While accounting, traditionally, has been slow to adopt new technologies, there’s no waiting on this one. If you get stuck at the prompt, prepare to be left behind — and quickly.

I truly believe that the accounting profession is in for a major market shift, and that means change is no longer avoidable. 2030 is only a few years away (<5!). And, again, whether it’s a new tidal wave of PE investments, AI leaps or a big old Boomer Irish goodbye, huge market shifts are on the horizon.

But the shift is not the actual challenge. The problem is that no one is owning this shift. No one is thinking through how to redefine the profession to survive in the age of AI, PE and ongoing staffing shortages. Except this market shifter, that is. I’m going to continue to push valuable content on all the changes that are inevitable and necessary. I’m creating a movement of my own to align with the coming shift. Align with me!

I’ve been in the accounting profession for a very long time, and I’ve made big contributions that have helped move the needle over the years. There are people investing in a pricing model that I built, advisory frameworks I’ve already tested and proven, and AI strategies I’ve already positioned. As a dedicated market shifter, I will continue to do what I do — for a profession that has been so very good to me and that I love. Let me guide you on the road to becoming an AI-X firm in the most xcellent radical way.

What is Product Marketing in an Accounting Firm?

Product marketing is not about selling hours — it’s about selling outcomes. It’s about packaging our expertise, technology and processes into tangible, repeatable and scalable solutions that solve specific client problems. Think of it as moving from a one-off, custom-tailored service model to a productized service model.

When you sell a productized service, you create a standard solution that delivers a predictable result. Your clients can see and evaluate it before they buy. Instead of customizing services from scratch every time, you can focus on delivering value faster and at scale. Whether it’s outsourced accounting, tax planning or business advisory, product marketing turns what we do into something tangible, scalable, and most importantly, marketable.

Why Product Marketing is Critical for Accounting Firms

So, why should accounting firms take product marketing seriously? Here’s what makes it a game-changer for firms looking to stay relevant and competitive in a rapidly evolving industry.

1. It’s Easier to Sell and Teach

Selling a product is easier than selling time. Employees can understand a productized service better because it has a clear value proposition, a structured process and a defined outcome. That means your team can sell it more effectively, and your clients will know exactly what they’re getting.

2. It Creates a Competitive Advantage

Firms that productize their services stand out in the marketplace. Instead of competing on price for traditional compliance work, they become known for innovative, high-value solutions tailored to their ideal client base. And clients aren’t looking for just another CPA. They want a strategic partner who can help them grow their businesses, streamline their operations and leverage technology to make smarter financial decisions.

3. It Increases Efficiency and Profitability

Hourly billing incentivizes inefficiency. The longer something takes, the more you charge. But productized services flip that model. By standardizing solutions and leveraging technology, firms can deliver higher-quality services in less time. That means better margins and happier clients.

4. It Aligns with the Future of the Profession

The old-school firm model is dying. Technology and AI are automating compliance work, and firms that don’t evolve will be left behind. Productized services integrate technology into the client experience, positioning firms as forward-thinking and indispensable. Plus, with subscription-based pricing models becoming the norm, firms that build scalable product solutions will have more predictable revenue streams.

5. It Creates Raving Fans

When your solution is spot on, clients feel like you made it just for them. They’re not just satisfied; they’re thrilled. Product marketing ensures that services are designed with the client’s pain points in mind, making them feel heard, valued and understood. That translates into loyal clients who sing your praises, refer new business and stick with your firm for the long haul.

How to Implement Product Marketing in Your Firm

Understanding the importance of product marketing is just the first step. Now, let’s talk about how to make it a reality in your firm with these actionable steps.

1. Identify What to Productize

Start by looking at your services through a product lens. What problems do your clients consistently face? What processes can be standardized? Think beyond tax and audit to things like advisory services, CFO-level insights and even compliance services can be packaged into productized solutions.

2. Create a Defined Process

A great productized service isn’t just about what you deliver. It’s about how you deliver it. Define every step of the client journey, from onboarding to implementation to reporting. Automate where you can and document your process so it’s repeatable and scalable.

3. Align Pricing with Value

Ditch the billable hour. Productized services allow you to price based on the value delivered, not the time spent. Use tiered pricing models, subscription-based fees or fixed pricing to create clarity for clients and consistency in revenue.

4. Market Like a Tech Company

Your marketing strategy needs to shift from “We do accounting” to “We solve this specific problem for this specific client.” Thought leadership, digital content, webinars and strategic partnerships should be core components of your marketing playbook.

5. Appoint a Product Manager

This might be the most radical idea yet, but it’s essential. In tech companies, product managers own the development, positioning and lifecycle of a product. Why shouldn’t accounting firms have product managers? They don’t need to be CPAs; they just need to understand the market, technology and client needs. This role ensures your firm continues to innovate and deliver services that align with future demands.

The Future of Accounting Firms is Product-Driven

The traditional firm model is broken. Firms that refuse to change will struggle to compete as technology commoditizes compliance work. The firms of the future will look more like product companies, leveraging technology, automation and strategic marketing to create scalable, high-value solutions that clients actually want to buy.

More than that, firms that embrace product marketing are creating raving fans. Your clients become your best advocates, referring new business and deepening their loyalty to your firm. The more tailored and intentional your offerings, the more likely clients are to stick around and sing your praises.

Product marketing is not a trend. It’s the foundation of the next generation of accounting firms. The question is, will you embrace it or get left behind?

Radical Pricing doesn’t exist in a vacuum. It’s not just about ditching the billable hour or coming up with a new pricing matrix; it’s about redefining how your firm presents itself to the world. When you embrace value-based pricing, your marketing and branding need to tell a story that aligns with that philosophy.

Who Are You and Why Should Anyone Care?

Branding is not just a logo or a tagline. It’s the essence of who you are as a firm. It’s what clients think of when they hear your name, and it’s the promise you make to them about what they can expect when they work with you. In Radical Pricing, your brand should scream value, innovation and outcomes.

Does your current branding reflect the fact that you’re not just selling compliance work or ticking off tax forms? Does it highlight the fact that you deliver real, tangible results that make your clients’ lives easier and their businesses more successful? If not, it’s time for a rebrand.

Here’s why branding matters for pricing: People are willing to pay a premium for a strong brand. Think about why someone would spend $1,000 on an iPhone when cheaper options exist. Apple’s branding positions it as innovative, reliable and worth the investment. Your firm’s branding should do the same. When clients see your firm as a trusted advisor and thought leader, they’re less likely to question your prices.

Telling Your Value Story

Marketing is how you communicate your brand and attract clients who are willing to pay for the value you provide. In a value-based pricing world, your marketing needs to focus on outcomes, not hours. This is a mindset shift for many accountants who are used to listing services like tax preparation, bookkeeping and payroll. That doesn’t work because clients don’t care about your services. They care about what those services will do for them.

If your marketing still sounds like, “We prepare accurate tax returns and financial statements,” you’re missing the point. Instead, talk about the peace of mind you provide, the time you save your clients or the financial insights that help them grow their businesses. Your marketing needs to answer the client’s favorite question: What’s in it for me?

For example, instead of saying, “We offer tax planning,” try this: “We help business owners maximize their profits and keep more of what they earn through smart, proactive tax strategies.” See the difference? One is a service; the other is an outcome.

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Some clients are a dream to work with. They value your expertise, pay on time and make your life easier. Others? Not so much. They suck up time, drain energy and leave you wondering why you agreed to work with them in the first place. The key to avoiding these headaches? Personas. They are a simple tool that can help you identify your ideal clients and serve them better.

Let’s explore why you need personas, how to create them and how to use them to grow your firm.

Why You Need Personas

What’s the big deal about personas anyway? Why should you bother? Because not every client is right for your firm. When you try to be all things to all people, you end up stretched too thin, delivering mediocre service and feeling burned out. But when you focus on working with clients who are a perfect fit, everything changes. Your team is happier, your clients are happier and your firm runs more smoothly.

That’s where personas come in.

A persona is essentially a detailed profile of your ideal client. It’s a fictional character that represents the type of client who is most likely to benefit from your services — and who you’ll enjoy working with. By creating personas, you can get clear on who you want to target and tailor your offerings to meet their specific needs.

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