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5 steps to mastering a holistic services model in accounting

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A holistic service model extends beyond the traditional services scope (tax preparation, financial reporting) to incorporate recurring, proactive advisory services (financial advisory, strategic planning, consultative). And why should your firm upgrade your services model? Because it’s what clients want and need from their trusted advisors. And it’s a tested, proven model that leads firms to operating a thriving practice now and well into the future.

(For more on why you should why you should embrace a holistic service model, read Darren’s earlier article.)

Here are the five steps that will lead you to it. Read on and start (or continue) your journey to adopting a holistic services model and building your modern firm.

Step 1: Embracing advanced cloud technologies

The first and perhaps most critical step is the integration of advanced technologies — with an added focus on artificial intelligence. AI’s ability to process large volumes of data rapidly and accurately is necessary. Just think about it: With AI, you can streamline traditional tax and accounting processes end to end, which frees staff to spend more time delivering proactive, recurring advisory services. Additionally, access to big data provides deeper insights into financial health and supports informed forecasting — so you can provide data-driven advice to clients throughout the year.

Advanced cloud-based platforms also allow you to unify all apps in one space with a single sign-on. Just consider the ease of use that this provides — not to mention heightened security, because all apps are monitored and managed in a unified platform. Working within a single cloud space also prepares firms for AI implementation, which is imminent in leading cloud platforms.

Step 2: Develop a diverse skill set among staff

To deliver holistic services effectively, build a team with diverse skills. For example, assemble a team that focuses solely on advisory services and understands how to use real-time data to provide cash flow forecasting, entity structure coaching, business strategy and more.

Building a dedicated advisory team requires a culture of continuous learning and professional development. Encourage your employees to acquire skills beyond traditional accounting — that is, compliance work. Training programs, workshops and partnerships with educational organizations can help facilitate skill diversification. 

By nurturing a team with a wide range of expertise, firms can offer far more comprehensive services that address multifaceted client needs. Also be sure to keep staff informed about your advisory packages and their value for firm-wide buy-in to the holistic services model.

Step 3: Implement value-based pricing

As I mentioned in my previous article, I would be remiss if I didn’t mention value pricing as part of the holistic model. Advisory services are based on value, not the billable hour, so value pricing is critical to a firm’s success.

Value pricing is based on the perceived client value, not the number of hours worked, meaning that you should set monthly fees to support the value delivered to clients. The fact is that proactive advice and predictive insights have a measurable impact on your clients’ businesses and personal financial status … so know your value and set your fees accordingly.

Step 4: Cultivate a culture of innovation and flexibility

Cultivating a culture of innovation and flexibility in your firm is just as crucial as adopting a value pricing model. I realize that this represents a cultural shift for many firms, but it’s vital for embracing new service offerings and adapting to changing client needs.

To build this type of culture, firms must encourage creative thinking and promote an openness to receiving new ideas from staff. Achieve this through regular brainstorming sessions, offering incentives for bringing innovations to the table, and supporting an environment where new ideas are tested and implemented. The days of “We’ve never done it that way” are over. Innovation and flexibility must become a core competency as you move forward. 

Flexibility in service delivery and internal processes is also key. This includes being adaptable with service packaging and delivery as well as a willingness to evaluate and adjust workflows to support continuous improvement and ensure client satisfaction. A flexible, innovative culture will also help you attract new staff and retain qualified talent who want to work in a dynamic, forward-thinking environment.

Step 5: Foster strong client relationships

At the heart of a holistic service model lies strong, long-term client relationships. Focus on building deep, consultative partnerships with your clients via regular communication; showcasing a clear understanding of their business and personal financial goals; and providing tailored, proactive advice. 

Also, make sure you’re leveraging advanced cloud technologies to enhance client interactions and offer personalized service experiences. All of these elements are key in building strong, loyal and lasting client relationships. 

Make your move

The journey towards a holistic service model is indeed challenging … but also very rewarding. As we continue to move into 2024, accounting firms that embrace these five essential steps will not only future-proof their practices but also redefine the value they bring to their clients.

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Accounting

IAASB tweaks standards on working with outside experts

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The International Auditing and Assurance Standards Board is proposing to tailor some of its standards to align with recent additions to the International Ethics Standards Board for Accountants’ International Code of Ethics for Professional Accountants when it comes to using the work of an external expert.

The proposed narrow-scope amendments involve minor changes to several IAASB standards:

  • ISA 620, Using the Work of an Auditor’s Expert;
  • ISRE 2400 (Revised), Engagements to Review Historical Financial Statements;
  • ISAE 3000 (Revised), Assurance Engagements Other than Audits or Reviews of Historical Financial Information;
  • ISRS 4400 (Revised), Agreed-upon Procedures Engagements.

The IAASB is asking for comments via a digital response template that can be found on the IAASB website by July 24, 2025.

In December 2023, the IESBA approved an exposure draft for proposed revisions to the IESBA’s Code of Ethics related to using the work of an external expert. The proposals included three new sections to the Code of Ethics, including provisions for professional accountants in public practice; professional accountants in business and sustainability assurance practitioners. The IESBA approved the provisions on using the work of an external expert at its December 2024 meeting, establishing an ethical framework to guide accountants and sustainability assurance practitioners in evaluating whether an external expert has the necessary competence, capabilities and objectivity to use their work, as well as provisions on applying the Ethics Code’s conceptual framework when using the work of an outside expert.  

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Accounting

Tariffs will hit low-income Americans harder than richest, report says

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President Donald Trump’s tariffs would effectively cause a tax increase for low-income families that is more than three times higher than what wealthier Americans would pay, according to an analysis from the Institute on Taxation and Economic Policy.

The report from the progressive think tank outlined the outcomes for Americans of all backgrounds if the tariffs currently in effect remain in place next year. Those making $28,600 or less would have to spend 6.2% more of their income due to higher prices, while the richest Americans with income of at least $914,900 are expected to spend 1.7% more. Middle-income families making between $55,100 and $94,100 would pay 5% more of their earnings. 

Trump has imposed the steepest U.S. duties in more than a century, including a 145% tariff on many products from China, a 25% rate on most imports from Canada and Mexico, duties on some sectors such as steel and aluminum and a baseline 10% tariff on the rest of the country’s trading partners. He suspended higher, customized tariffs on most countries for 90 days.

Economists have warned that costs from tariff increases would ultimately be passed on to U.S. consumers. And while prices will rise for everyone, lower-income families are expected to lose a larger portion of their budgets because they tend to spend more of their earnings on goods, including food and other necessities, compared to wealthier individuals.

Food prices could rise by 2.6% in the short run due to tariffs, according to an estimate from the Yale Budget Lab. Among all goods impacted, consumers are expected to face the steepest price hikes for clothing at 64%, the report showed. 

The Yale Budget Lab projected that the tariffs would result in a loss of $4,700 a year on average for American households.

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Accounting

At Schellman, AI reshapes a firm’s staffing needs

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Artificial intelligence is just getting started in the accounting world, but it is already helping firms like technology specialist Schellman do more things with fewer people, allowing the firm to scale back hiring and reduce headcount in certain areas through natural attrition. 

Schellman CEO Avani Desai said there have definitely been some shifts in headcount at the Top 100 Firm, though she stressed it was nothing dramatic, as it mostly reflects natural attrition combined with being more selective with hiring. She said the firm has already made an internal decision to not reduce headcount in force, as that just indicates they didn’t hire properly the first time. 

“It hasn’t been about reducing roles but evolving how we do work, so there wasn’t one specific date where we ‘started’ the reduction. It’s been more case by case. We’ve held back on refilling certain roles when we saw opportunities to streamline, especially with the use of new technologies like AI,” she said. 

One area where the firm has found such opportunities has been in the testing of certain cybersecurity controls, particularly within the SOC framework. The firm examined all the controls it tests on the service side and asked which ones require human judgment or deep expertise. The answer was a lot of them. But for the ones that don’t, AI algorithms have been able to significantly lighten the load. 

“[If] we don’t refill a role, it’s because the need actually has changed, or the process has improved so significantly [that] the workload is lighter or shared across the smarter system. So that’s what’s happening,” said Desai. 

Outside of client services like SOC control testing and reporting, the firm has found efficiencies in administrative functions as well as certain internal operational processes. On the latter point, Desai noted that Schellman’s engineers, including the chief information officer, have been using AI to help develop code, which means they’re not relying as much on outside expertise on the internal service delivery side of things. There are still people in the development process, but their roles are changing: They’re writing less code, and doing more reviewing of code before it gets pushed into production, saving time and creating efficiencies. 

“The best way for me to say this is, to us, this has been intentional. We paused hiring in a few areas where we saw overlaps, where technology was really working,” said Desai.

However, even in an age awash with AI, Schellman acknowledges there are certain jobs that need a human, at least for now. For example, the firm does assessments for the FedRAMP program, which is needed for cloud service providers to contract with certain government agencies. These assessments, even in the most stable of times, can be long and complex engagements, to say nothing of the less predictable nature of the current government. As such, it does not make as much sense to reduce human staff in this area. 

“The way it is right now for us to do FedRAMP engagements, it’s a very manual process. There’s a lot of back and forth between us and a third party, the government, and we don’t see a lot of overall application or technology help… We’re in the federal space and you can imagine, [with] what’s going on right now, there’s a big changing market condition for clients and their pricing pressure,” said Desai. 

As Schellman reduces staff levels in some places, it is increasing them in others. Desai said the firm is actively hiring in certain areas. In particular, it’s adding staff in technical cybersecurity (e.g., penetration testers), the aforementioned FedRAMP engagements, AI assessment (in line with recently becoming an ISO 42001 certification body) and in some client-facing roles like marketing and sales. 

“So, to me, this isn’t about doing more with less … It’s about doing more of the right things with the right people,” said Desai. 

While these moves have resulted in savings, she said that was never really the point, so whatever the firm has saved from staffing efficiencies it has reinvested in its tech stack to build its service line further. When asked for an example, she said the firm would like to focus more on penetration testing by building a SaaS tool for it. While Schellman has a proof of concept developed, she noted it would take a lot of money and time to deploy a full solution — both of which the firm now has more of because of its efficiency moves. 

“What is the ‘why’ behind these decisions? The ‘why’ for us isn’t what I think you traditionally see, which is ‘We need to get profitability high. We need to have less people do more things.’ That’s not what it is like,” said Desai. “I want to be able to focus on quality. And the only way I think I can focus on quality is if my people are not focusing on things that don’t matter … I feel like I’m in a much better place because the smart people that I’ve hired are working on the riskiest and most complicated things.”

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