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Boomer’s Blueprint: Transactional + transformational growth

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The business environment is changing rapidly, and CPA firm leaders and their clients face the twin challenges of managing current operations while positioning themselves for future growth. We can achieve this balance by understanding and leveraging transactional and transformational growth.

As technology disruptions — particularly artificial intelligence — reshape markets, it’s impossible to overstate the importance of mastering these two types of growth.

This article takes a closer look at the significance of transactional and transformational growth, and how they impact cash flow, future investments, and the technological landscape.

In my opinion, too many mergers and acquisitions are focused on transactional rather than transformational growth. Focus on the top 20% of your firm’s client’s requirements to prioritize your growth strategies. Too often, firms focus on the bottom 80% rather than the top 20% of their clients. Focusing on the top 20% gives you a competitive advantage and allows you to continuously improve your service line offerings. This will increase the value and profitability of your firm in the long term.

Transactional versus transformational growth

“Transactional growth” refers to the incremental improvements and efficiencies gained through optimizing current processes and operations. This type of growth is essential for maintaining cash flow, ensuring profitability and achieving short-term goals. Examples include refining billing and collection practices, enhancing client service delivery and implementing cost-saving measures.

On the other hand, “transformational growth” involves radical changes that fundamentally alter how a business operates. It encompasses strategic initiatives aimed at long-term success, such as adopting new service lines and business models, entering new markets or leveraging disruptive technologies like AI. Transformational growth requires significant investment and a visionary mindset, but can yield substantial returns.

Both types of growth are essential, and balancing transactional and transformational growth is crucial. Here’s why:

1. Cash flow management

  • Transactional growth. By focusing on optimizing current operations, firms can ensure steady cash flow. This includes efficient billing and collections, reducing overhead costs, and improving the client experience. These efforts contribute to a healthy bottom line, providing financial stability for day-to-day operations.
  • Transformational growth. While it may strain short-term cash flow, investing in transformational initiatives can lead to significant long-term financial gains. These investments often involve upfront costs but position the firm for future growth and increased profitability.

2. Investment in the future

  • Transactional growth. This provides the necessary resources to fund transformational initiatives. The efficiencies gained through transactional improvements free up capital to reinvest into transformative projects.
  • Transformational growth. This ensures that the firm remains competitive in an evolving market. By embracing new technologies and innovative business models, firms can attract new clients, enter new markets and stay ahead of industry trends.

3. Technology disruption and changing markets

  • Transactional growth. This helps firms adapt to technological changes by improving existing processes. For example, adopting new workflow software can streamline operations and improve service delivery. AI-powered tools for routine tasks like scheduling, data entry, reconciliations and basic tax return preparation improve efficiency and free up talent for higher-value activities.
  • Transformational growth. This allows firms to leverage disruptive technologies like AI to fundamentally change their business models and develop compelling new service lines. AI can automate routine tasks, provide deep insights through data analysis and enhance decision-making capabilities, positioning firms for long-term success.

The Transformation Triangle

To effectively navigate both transactional and transformational growth, CPA firm leaders must focus on three critical areas: leadership, project management and process management — collectively known as “The Transformation Triangle.”

1. Leadership. Leadership is the cornerstone of both transactional and transformational growth. Effective leaders inspire their teams, drive strategic vision and create a culture of continuous improvement. They understand the importance of balancing short-term operational efficiencies with long-term strategic investments.

  • Vision and strategy. Leaders must articulate a clear vision that balances transactional improvements with transformational goals. They should align this vision with the firm’s overall strategy and communicate it effectively to all stakeholders.
  • Change management. Transformational growth often involves significant change, which can be challenging. Leaders must be adept at managing change, addressing resistance and fostering a culture that embraces innovation.

2. Project management. Project management is critical for executing both transactional and transformational initiatives. Effective project management ensures that initiatives are completed on time, within budget and to the desired quality standards. Project management differs from process management in that each project has an end date.

  • Planning and execution. Detailed planning and execution are critical for transactional projects. This includes setting clear objectives, allocating resources and monitoring progress. You may need a more flexible approach for transformational projects, as these initiatives often involve uncertainty and require adaptability.
  • Risk management. Both types of growth involve risks. Transactional projects may face risks related to process disruptions, while transformational projects may encounter strategic risks. Effective project management includes identifying, assessing and mitigating these risks.

3. Process management. Process management focuses on optimizing and innovating business processes. Continuous improvement is the primary goal. It is a journey, not an event, and it involves analyzing, improving and redesigning processes to achieve both transactional efficiencies and transformational breakthroughs.

  • Process optimization. Process optimization involves identifying inefficiencies and implementing improvements for transactional growth. This can include automating routine tasks, streamlining workflows and eliminating bottlenecks.
  • Process innovation. For transformational growth, process innovation involves rethinking how work is done. This can include adopting new technologies, redefining roles and responsibilities and exploring new business models.

Plan of action

To harness the power of both transactional and transformational growth, CPA firms and their clients can take the following practical steps:

1. Conduct a growth assessment. Evaluate current operations to identify areas for transactional improvements and potential opportunities for transformational growth. This assessment should include reviewing financial performance, market trends and technological advancements.
2. Develop a balanced growth strategy. Create a growth strategy that balances transactional and transformational initiatives. This strategy should align with the firm’s overall vision and include clear objectives, timelines and resource allocation.
3. Invest in leadership development. Develop leadership capabilities within the firm. This includes training leaders in change management, strategic thinking and innovation. Effective leadership is critical for driving both types of growth.
4. Implement robust project management practices. Adopt project management best practices to ensure the successful execution of growth initiatives. This includes defining project objectives, setting realistic timelines and managing risks.
5. Embrace technology. Leverage technology to drive both transactional and transformational growth. This includes adopting new tools and software to improve efficiency and exploring emerging technologies like AI to transform business models. Consider an innovation budget of 2-3% in addition to your transactional technology budget of 6-7% of revenue.
6. Foster a culture of continuous improvement. Create a culture that values continuous improvement and innovation. Encourage employees to identify opportunities for transactional improvements and support them in exploring transformational ideas.

Balancing transactional and transformational growth is essential for CPA firms and their clients to thrive in a rapidly changing business environment. Firms can achieve sustained success by focusing on cash flow management, investing in the future and embracing technology disruption.

Transformational growth, while riskier, can help your firm stay ahead of the curve, especially in the face of AI and other disruptive technologies. The Transformation Triangle — leadership, project management and process management — provides a framework for navigating these growth paths effectively. By developing a balanced growth strategy and fostering a culture of continuous improvement, CPA firms and their clients can survive and thrive in the face of technological disruption and changing markets.

Think, plan, grow!

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IRS employee union requests emergency relief

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The National Treasury Employees Union, which represents workers at the Internal Revenue Service among 37 federal agencies and offices, has asked a federal judge for emergency relief to preserve the union rights of federal employees while NTEU’s legal challenge to President Trump’s executive order stripping unions of collective bargaining rights can be heard in court.

Trump signed an executive order last Thursday removing the requirements from employees at agencies including the Treasury Department that he deemed to have national security missions. On Monday, the NTEU filed a lawsuit to stop the move arguing that Trump’s rationale for protecting national security was just a way to end union protections for federal workers. The administration also wants to prevent the unions from collecting dues automatically withheld from employee paychecks.

NTEU’s request for a preliminary injunction was filed Friday with U.S. District Judge Paul Friedman.

 “NTEU seeks emergency relief to protect itself and the workers it represents from this unlawful attempt to eliminate collective bargaining for some two-thirds of the federal workforce,” the request stated.

The NTEU contended that the Trump administration’s executive order claims that allowing workers to join a union was a threat to national security were absurd.

“We all know this has nothing to do with national security and that the true goal here is to make it easier to fire federal employees across government,” said NTEU national president Doreen Greenwald in a statement Friday. “Just five days after declaring the administration would no longer honor our contract with Health and Human Services, thousands of brilliant civil servants who work tirelessly to improve public health were let go for spurious reasons and little recourse to fight back.”

The union pointed out that Congress declared 47 years ago that collective bargaining in the federal sector was in the public’s interest by giving employees a voice in the workplace and allowing labor and management to work together. It acknowledged there is a narrow exemption in the law for groups of employees whose work directly impacts national security, but argued that Trump’s executive order is blatant retaliation against federal sector unions and ignores the laws passed by Congress creating the agencies.

In agencies where a reduction-in-force has been announced, NTEU’s contracts provide time for employees to respond to a RIF notice and explore alternatives to mitigate the impact of the layoffs.

Earlier this week, after two court rulings in California and Maryland, the IRS’s acting commissioner, Melanie Krause, announced the IRS would be bringing back approximately 7,000 probationary employees who had been fired and then put on paid administrative leave.

A bipartisan bill has been introduced in Congress to preserve collective bargaining rights for federal employees. The Protect America’s Workforce Act (H.R. 2550), sponsored by Rep. Jared Golden, D-Maine, and Brian Fitzpatrick, R-Pennsylvania, would overturn Trump’s executive order stripping collective bargaining rights from hundreds of thousands of federal workers at multiple agencies.  Separately, eight House Republicans and every House and Senate Democrat have sent letters to the White House condemning the executive order.

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Estate planning for the Tax Cuts and Jobs Act expiration

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The political calculus involved with the details of estate planning next year and beyond may be distracting financial advisors and clients from a larger, simpler conversation, one expert says.

On the off chance that the federal estate-tax exemption levels of $13.99 million for individuals (and double for couples) revert to half those amounts when Tax Cuts and Jobs Act provisions expire in 2026, only 0.2% of households would face potential duties upon transfer of assets, according to Ben Rizzuto, a wealth strategist with Janus Henderson Investors‘ Specialist Consulting Group. He predicted that most financial advisors and high net worth clients, such as those he works with and others across the industry, will see no changes. 

With few other revenue-raising provisions available to President Donald Trump and Republican lawmakers, they’re not likely to shield all estates from payments to Uncle Sam — as much as they might like to play undertaker to the “Death of the Death Tax,” Rizzuto said, using the label for estate taxes adopted by critics favoring bills like the “Death Tax Repeal Act.” Lawmakers’ decisions on future exemptions from the taxes (and when they make those decisions) remain out of advisors’ control. Meanwhile, they must remind clients that estate planning is much more than having a will and avoiding taxes, Rizzuto said.

“For financial advisors and clients, I would expect for many of them not to have to worry about federal estate taxes next year,” he said in an interview. “Even though they may not have to worry about it, there are still a lot of good conversations to be had.”

READ MORE: Tax Cuts and Jobs Act expiration: A guide for financial advisors

The 1%

Trust tools that reduce the value of the assets that will transfer to spouses or other beneficiaries upon a client’s death, combined with the available statistics about the shrinking share of estates subject to taxes, could bring some peace of mind to clients. The 2017 tax law itself pushed down estate tax liability as a percentage of gross domestic product to a quarter of its 2001 level, according to an analysis by the “Budget Model” of the University of Pennsylvania’s Wharton School. Just two years after the law’s passage, the number of taxable estates had plummeted to 1,275 — or 1% of the number at the beginning of the century.

At the same time, advisors could raise any number of questions with clients about their estates that involve varying degrees of expertise and collaboration with outside professionals. And many surveys have found that clients are expecting them to do so. For example, at least 70% out of a group of 10,000 adults contacted in January by WeAreTalker (formerly OnePoll) on behalf of online legal information service Trust & Will said advisors should offer estate planning. In addition, 40% of the group said they would switch to an advisor who provided that service.

“We’re seeing a fundamental shift in client expectations,” Trust & Will CEO Cody Barbo said in a statement. “The findings are clear. Advisors who fail to integrate estate planning into their practice aren’t just missing an opportunity; they are facing a threat to their client base as wealth transfers to younger generations over the next two decades.”

READ MORE: Ethical wills can be a crucial tool for estate planning

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Get back to the planning basics

In that context, advisors and their clients should steer clear of trying to make sense of a complicated, ever-changing flow of news from Capitol Hill as Trump and the GOP pursue major tax legislation with a year-end deadline, Rizzuto said. If clients truly could be on the hook for estate taxes, a grantor retained annuity trust, a spousal lifetime access trust or gifting strategies may eliminate the possibility. One method involved with the latter could set them up in the future to receive stock that is “highly appreciated with lower basis,” Rizzuto noted, citing the example of equities that have gained a lot of value that a client could give to their parents.

“Why not gift them upstream?” Rizzuto said. “My father holds it. I tell him, ‘Dad, you have to do these things: Live for another 12 months, make sure you don’t sell, make sure that you update your will or your instructions to gift it back to me when you die.’ That’s another idea that we’ve been talking about with advisors.”

From another perspective, these possible paths forward may beckon to clients this year, if they are tuning into Beltway news about the progress of the tax legislation, he said. To bypass the risk of client perceptions that their advisor isn’t doing any tax planning at all, Washington’s complex maneuvering around the future rules is, “if nothing else,” a “great opportunity for advisors to bring this up at a very high level,” Rizzuto said.

“Advisors will really need to go back to basics and have some foundational conversations with clients,” he said, suggesting their goals with taxes as one key point of discussion. “‘What is it that we actually control within your financial and tax plan?’ When it comes right down to it, it’s really just incomes and deductions.”

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Developing future leaders in accounting: the new imperative in an AI and automation driven era

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As technology continues to automate routine tasks, the role of finance professionals is evolving, demanding deeper capabilities in critical thinking, communication and business acumen. 

Many of PrimeGlobal’s North American firms are focused on cultivating these skills in their future leaders. Carla McCall, managing partner at AAFCPAs, Randy Nail, CEO of HoganTaylor, and Grassi managing partner Louis Grassi shared their views with PrimeGlobal CEO Steve Heathcote on the need for future leaders to balance technological proficiency with human-centered skills to thrive.

AI is transforming the sector by streamlining workflows, automating data analysis and reducing manual processes. However, rather than replacing accountants, AI is reshaping their roles, enabling them to focus on higher-value tasks. In the words of Louis Grassi, AI can be seen as a strategic partner, freeing accountants from routine tasks, enabling deeper engagement with clients, more thoughtful analysis, and ultimately better decision-making. 

Nail emphasized the importance of embracing AI, warning that those who fail to adapt risk being replaced by professionals who leverage the technology more effectively. HoganTaylor’s “innovation sprint” generated over 100 ideas for AI integration, underscoring why a proactive approach to adopting new technologies is so necessary and valuable.

McCall advocates for an educational shift that equips professionals with the skills to interpret AI-generated insights. She stressed that accounting curricula of the future must evolve to incorporate advanced technology training, ensuring future accountants are well-versed in AI tools and data analytics. Moreover, simulation-based learning is becoming increasingly crucial as traditional methods of education become obsolete in the face of automation.

Talent development and leadership growth

As AI reshapes the profession, firms must rethink how they develop and nurture their future leaders. To attract and retain top talent, firms need to prioritize personalized development plans that align with individual career goals. 

HoganTaylor’s approach to talent development integrates technical expertise with leadership and communication training. These initiatives ensure professionals are not only proficient in accounting principles but also equipped to lead teams and navigate complex client interactions.

Nail underscored the growing importance of writing and presentation skills, as AI will handle routine tasks, leaving professionals to focus on higher-level analytical and decision-making responsibilities.

Soft skills are the success skills

While technical proficiency remains vital, future leaders must also cultivate critical thinking, communication and adaptability — skills McCall refers to as the “success skills.” McCall highlights the necessity of business acumen and analytical communication, essential for interpreting data, advising clients and making strategic decisions. 

Recognizing teamwork and collaboration remain crucial in the hybrid work environment, McCall explained in detail how AAFCPA fosters collaboration through structured remote engagement strategies such as “intentional office time,” alcove sessions and stand-up meetings. Similarly, HoganTaylor supports remote teams by offering training for career advisors to ensure effective mentorship and engagement in a dispersed workforce.

McCall emphasized why global experience can be valuable in leadership development. Exposure to diverse markets and accounting practices enhances professionals’ adaptability and broadens their perspectives, preparing them for leadership roles in an increasingly interconnected world.

Grassi reminded us that an often-overlooked leadership skill is curiosity. In his view the most effective leaders of tomorrow will be inherently curious — not just about emerging technologies but about clients, market shifts and global trends. Encouraging curiosity and continuous learning within our firms will distinguish the true industry leaders from those simply reacting to change.

A balanced future

What’s clear from speaking to our leaders is PrimeGlobal’s role in fostering trust, community and knowledge sharing. McCall recommended member-driven panels to discuss AI implementation and automation strategies and share best practice. Nail, on the other hand, valued PrimeGlobal’s focus on addressing critical industry issues and encouraged continuous evolution to meet professionals’ changing needs.

The future of leadership in the accountancy profession hinges on a balanced approach, leveraging AI to enhance efficiency while cultivating essential human skills that technology cannot replicate, which Grassi highlights skills including leadership and building client trust.

As McCall and Nail advocate, the next generation of accountants must be agile thinkers, skilled communicators and strategic decision-makers. Firms that invest in these competencies will not only stay competitive but will also shape the future of the industry by developing well-rounded leaders prepared for the challenges ahead.

By investing in both AI capabilities and essential human skills, firms can not only future proof their leadership but also shape a resilient and forward-thinking profession ready to meet the challenges of the future.

As Grassi concluded, while technical skills provide the foundation, leadership in accounting increasingly demands emotional intelligence, empathy and adaptability. AI will change how we perform our work, but human connection, trust and nuanced judgment are irreplaceable. Investing in these human-centric skills today is critical for firms aiming to build resilient leaders of tomorrow. To remain relevant and thrive, professionals must prioritize developing strong success skills that will define the leaders of tomorrow.

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