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Art of Accounting: Create an ‘admission ticket’ to an advisory services engagement pitch

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Complimentary Access Pill

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Most accountants have clients that need advisory services and are not amenable to discussing their needs; and they tell you they do not want to engage you for those services. Some of these involve succession planning, the business’s valuation, exit strategies, buy-sell agreements when there are multiple owners or a continuation plan if a single owner. There are many other services, but I think I have developed a method to start a discussion to introduce a client to the need for some of these types of services. 

All business clients need these services at one point, but for most, that point is at a vague time in the future so is not usually considered. I consider these services to be “Important but Not Urgent” and, no matter how hard I’ve tried, it has been difficult to have some clients move these into the “Let’s Work on It Now” department of their brains.

I do not have a pill that creates instant recognition of the need to plan, but I have come up with a way to get a discussion started, which I will show you here. Many accountants are reluctant to provide “free” services to clients, but they go out of their way to do this for potential clients. My approach is to consider this “introduction” as a sales effort to make the advisory services’ sale. Additionally, even when it has not been successful, I’ve found out much more about a client’s thinking, attitude, insecurities and thoughts about the future than I would have. Even in the absence of securing added revenues, my efforts strengthened the relationship. Further, occasionally a client recommended me to a nonclient that needed such consulting. 

The following is a “fact sheet” similar to what I might prepare for a client to give to their representative that would present it to a prospective buyer to determine if there is any interest before too much time and effort is expended.

Fact Sheet

Type of business or industry: Generic description such as manufacturing, distributor, construction contractor, professional services, health care, financial services, environmental

Products: Consumer staple, manufactured parts, manufactured products, services

Customers: Consumers, OEMs, distributors, retailers, direct sales force, contractors

Trademarks and brands: Many, some or none

Location: East Coast with warehouse facilities in the Central U.S.

Geographic area of customers: East Coast, National, International

Established: More than 20 years ago

Sales last three years: $XX,XXX,XXX (2023), $YY,YYY,YYY, $ZZ,ZZZ,ZZZ

Gross margins last three years: 37% (2023), 32%, 28%

Total personnel end of last three years: 236 (2023), 218, 202

Web-based sales last three years: 27% (2023), 21%, 13%

Adjusted EBITDA [I prefer Free cash flow and the difference with EBITDA could be an interesting discussion advising the client]: $X,XXX,XXX (2023), $Y,YYY,YYY, $ZZZ,ZZZ

Ownership: Single owner OR majority owner wants to retire but a 4-person management team (with 24% ownership) will remain

Age range of four-person management team: 42 to 56

Asking price: Seven times 2023 EBITDA

This fact sheet is a capsule look at the business and some major trends such as sales, margins, personnel and profits. It also provides the client with a look at what potential buyers consider important. Preparing this fact sheet would take about a half hour, another half hour preparing an agenda for a meeting and an hour meeting to determine the client’s interest level. Total of two hours. Measure this time against the time you would spend trying to get a client with these specs. Probably much more than seven or eight hours. If you follow this “Fact Sheet” method for four clients, I believe you would generate at least one added engagement, along with the intangible benefit of a stronger relationship with all of these clients. 

Comment: My Memoirs as a CPA book has been published and is available in Kindle and print editions at amazon.com. Buy it, read it and enjoy it! Do not hesitate to contact me at [email protected] with your practice management questions or about engagements you might not be able to perform.

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Accounting

AI-Driven Automation and Continuous Accounting Frameworks

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The accounting profession is undergoing a fundamental structural transition as enterprise finance departments shift from periodic month-end closes toward automated continuous accounting models. By integrating specialized machine learning algorithms directly into enterprise resource planning (ERP) platforms, chief accounting officers are transforming financial reporting from a retrospective exercise into a real-time operational asset.

The Shift from Periodic Close to Continuous Financial Reporting
Traditional accounting workflows heavily relied on manual data reconciliation, spreadsheet calculations, and multi-week closing cycles at the end of each fiscal period. In contrast, continuous accounting frameworks utilize automated software agents to process, validate, and post transactional data in real time as business activities occur.

Automated bank reconciliation tools cross-reference incoming bank feeds, invoice records, and purchase orders automatically. By resolving transactional variances instantly throughout the month, corporate accounting teams eliminate the traditional workload spikes associated with quarterly and annual closes.

Machine Learning in Audit Trails and Anomaly Detection
Advanced natural language processing (NLP) and machine learning tools are redefining internal audit and financial control environments. Automated systems analyze 100% of general ledger entries, identifying anomalous transactions, duplicate payments, and unauthorized journal entries in real time.

Rather than relying on random statistical sampling, corporate internal auditors can focus their attention on high-risk flags automatically surfaced by algorithmic monitoring platforms. This continuous risk assessment strengthens internal controls over financial reporting (ICFR) and significantly reduces fraud risk.

Evolving Roles for Accounting Professionals
As routine data entry and manual reconciliation tasks become fully automated, the skill set required for accounting professionals is shifting toward data analysis, system design, and strategic business advisory.
– Systems Governance: Accountants are increasingly responsible for monitoring algorithmic accuracy and managing data integration pipelines.
– Business Partnership: Finance professionals leverage real-time financial dashboards to advise operational leaders on margin management and working capital allocation.
– Regulatory Compliance Management: Accounting teams utilize automated platforms to ensure compliance with dynamic tax codes and international accounting standards.

Core Implementation Recommendations
1. Deploy Automated Reconciliation Tools: Integrate continuous transaction processing modules into existing enterprise ERP architectures.
2. Establish Algorithmic Governance Controls: Implement strict internal testing protocols to ensure automated accounting rules comply with GAAP/IFRS standards.
3. Reskill Accounting Teams: Invest in training finance staff on data analytics, workflow automation, and predictive financial modeling.

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Accounting

Global ESG Reporting Standards and Double Materiality Compliance

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Corporate accounting departments face expanding reporting expectations as international sustainability disclosure standards achieve regulatory enforcement across major global jurisdictions. Chief Accounting Officers (CAOs) and corporate controllers are establishing rigorous internal accounting controls to treat Environmental, Social, and Governance (ESG) metrics with the same data precision, auditability, and governance as traditional financial statements.

Regulatory Harmonization Under Global Sustainability Frameworks
The implementation of standardized sustainability reporting frameworks—notably rules established by international sustainability accounting boards—has created unified expectations for public and large private enterprises. Corporations must report standardized metrics covering greenhouse gas emissions (Scope 1, 2, and material Scope 3), energy utilization, workforce demographics, and supply chain governance.

In Europe and other participating international jurisdictions, double materiality principles are mandatory. Under double materiality, organizations must report both how external sustainability risks impact corporate financial performance, and how internal corporate operations affect surrounding environmental and social structures.

Integrating Sustainability Metrics into Core ERP Systems
To provide auditable non-financial data, enterprise organizations are integrating specialized carbon accounting and ESG management platforms directly into core ERP systems. Automated data collectors capture energy utility invoices, logistics fuel consumption metrics, and vendor compliance records in real time.

Establishing automated, traceable data pipelines ensures that non-financial reporting is supported by clear audit trails. This structured approach allows external financial auditors to provide reasonable assurance on sustainability disclosures during annual corporate reporting cycles.

Financial Impacts and Capital Market Disclosure
Accurate ESG reporting directly influences corporate cost of capital and institutional credit ratings. Commercial lenders and institutional asset managers systematically incorporate sustainability metrics into risk pricing models. Companies that demonstrate transparent, verifiable progress in operational energy efficiency and climate risk mitigation benefit from expanded access to green bond markets and lower debt pricing.

Action Steps for Accounting Leadership
1. Implement Double Materiality Frameworks: Conduct comprehensive assessments to identify material financial and operational sustainability metrics.
2. Build Auditable Non-Financial Data Pipelines: Automate ESG data collection within core accounting software to ensure data integrity.
3. Align Sustainability with Annual Financial Filings: Prepare non-financial disclosures concurrently with financial statements to satisfy regulatory audit expectations.

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Accounting

Modernizing Internal Controls: Machine Learning and Continuous Monitoring in Auditing

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Internal audit departments and corporate risk managers are modernizing internal control frameworks by shifting from periodic sampling techniques to continuous monitoring and machine learning analytics. As operational data volumes increase across enterprise organizations, automated control testing ensures financial integrity, prevents corporate fraud, and streamlines annual audit engagements.

The Limitation of Periodic Audit Sampling
Historically, internal and external auditors evaluated internal controls by reviewing random samples of financial transactions—often analyzing less than five percent of total ledger entries. In complex enterprise environments, periodic sampling methods carry inherent risks of overlooking localized financial misstatements, unauthorized disbursements, or operational control breakdowns.

In 2026, progressive internal audit functions are utilizing automated continuous monitoring platforms that evaluate one hundred percent of financial transactions in real time. Continuous control auditing systems continuously monitor general ledger entries, procurement approvals, and expense reimbursements across all operating subsidiaries.

AI-Powered Fraud Detection and Anomaly Identification
Machine learning models trained on historical corporate financial data excel at identifying subtle transactional anomalies that indicate potential fraud or operational error. Automated systems instantly flag duplicate invoice payments, unapproved vendor creation, unusual journal entry timing, and unauthorized override of authority thresholds.

When an anomaly is detected, the automated auditing platform generates an instant risk alert, allowing internal audit teams to investigate root causes immediately. Early detection prevents minor operational errors from escalating into material weaknesses in financial reporting.

Streamlining External Audit Preparation
Continuous internal control monitoring delivers significant benefits during annual external financial audits. External audit firms can review continuous audit logs and automated control testing documentation, reducing the time required for manual field testing.

This integrated approach lowers overall audit compliance fees, reduces administrative burdens on corporate accounting staff, and provides senior management and audit committees with real-time visibility into the organization’s overall risk profile.

Core Implementation Guidelines
1. Transition to 100% Data Testing: Replace legacy sampling methods with automated continuous audit monitoring systems.
2. Deploy Anomaly Detection Algorithms: Implement machine learning models to identify unauthorized transactions and operational control overrides.
3. Align Internal and External Audit Workflows: Coordinate continuous control testing protocols with external auditors to optimize annual compliance cycles.

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