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Death to accounts receivable | Accounting Today

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Why do accounting firms allow their clients to treat them like interest-free lenders? Unlike wealth managers, attorneys and other professional service providers, accountants routinely perform months of labor-intensive work before spending even more valuable time chasing down payments. Isn’t it time to rethink this outdated model?

I come from the wealth management industry. There’s no accounts receivable in that profession because we bill clients a fixed percentage of assets under management. Most attorneys don’t have A/R either. They require clients to pre-pay them a retainer and when that retainer runs out, clients must re-up if they want the firm to keep representing them. 

So why do accountants essentially tell clients: “I’m going to do a whole lot of difficult work for you, and then start hounding you for weeks and months to get paid”?  Why is that even a negotiation? It doesn’t sound very professional, does it?

When it comes to slow receivables, many CPAs tell me clients aren’t paying promptly because they want time to review the bill. That’s a copout. Clients are super busy. They’re not paying close attention to their voicemails and emails (including your invoice reminders). After two or three months of “reminders,” they often can’t remember what you’re billing them for. Then you have to go through your bill with them line by line and validate your own fees (and your value). That can be an awkward conversation because after so much time, they’ve often forgotten about all the great work your team did for them. You may have forgotten, too.

We’re not bail bondsmen or the cable company. We’re licensed CPAs. We shouldn’t be using our valuable time and people resources to hound clients for money. It’s degrading for the firm and insulting to clients as well. Fortunately, there’s a better way.

Pre-authorized billing

In your proposals for new clients, make sure they provide you with their bank account or credit card information so you can keep it on file for billing. If you have a set monthly fee for ongoing work, that’s great. You put that amount in your proposal and you automatically bill the client the agreed upon rate on a consistent monthly or quarterly basis. If you’re doing a client’s tax return once per year, you clearly state expectations in your proposal: “Once the agreed upon work has been completed, we’ll email you a detailed invoice of all the work that’s been done. If you have any issues, let us know ASAP. Otherwise, your account will be billed for the invoiced amount in 14 days.” 

Again, you’re giving clients two full weeks to review the bill. If they don’t reach out to you with questions or issues, you bill them in full. Occasionally a client will question some charges on their invoice. That’s fine. You’re a professional. Take the time to go over the fees with them and make adjustments as needed. Most of the time clients don’t question their invoices. They trust you and value your expertise. They just want you to make their life easier. 

But even in this frictionless Amazon and Netflix age, many accountants don’t want to do pre-authorized billing because they fear some clients may be upset about it. Sure, there will always be a small percentage of clients (say 5%) who hate change and every new wrinkle you roll out. Another 5% will love everything you do no matter what. But the 90% in the middle won’t care as long as you frame it properly. It’s just a big bell curve.

Importance of framing

After you make the move to pre-authorized billing, you must explain clearly to clients why you are changing your billing method. For instance, you could say, “We’re moving to a pre-authorized billing agreement. This does not mean we are going to bill you without telling you. It simply means that as the work is completed, we’re going to send you the invoice, letting you know what the bill is going to be. If you have any issues, you’ll have ample time to reach out to us to discuss. If not, then for your convenience, we will go ahead and process this payment transaction for you.” Feel free to tweak this explanation above as you see fit. Just make sure you send it before changing your billing. Another benefit of pre-authorization is that it’s a good weeding-out tool. If you have clients who consistently question your charges or don’t want to pay their bills on time, that’s a good sign they’re not great clients and you need to let them go. 

Death to A/R is really about making your firm’s life better and your clients’ lives better. If clients understand the value you’re providing them, why make it difficult for them to pay you? And if they’re going to disagree with the charges, they’re going to reach out to you anyway. Either way, everybody’s in a better situation with pre-authorized billing and no more A/R. 

As our client’s most trusted advisor, we shouldn’t have to call clients and remind them how much they owe us. Our job is to remove friction from all aspects of their financial lives, including paying their accounting and tax prep fees. It means you, your team and your clients spend less time chasing each other down, and more time talking about the things that deliver value. 

As with any new strategy or process you implement in your firm, there are going to be some hiccups. But these are hiccups you address from a position of trust and mutual respect. You work through those issues together and put everyone in a better position. I’ve learned throughout my career that relationships are stronger after you’ve gone through (and resolved) conflict together than if you never had conflict at all. You and your team do great work. Don’t make it hard for clients to pay you. What is your firm doing to reduce receivables? I’d love to hear from you. 

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Accounting

XcelLabs launches to help accountants use AI

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Jody Padar, an author and speaker known as “The Radical CPA,” and Katie Tolin, a growth strategist for CPAs, together launched a training and technology platform called XcelLabs.

XcelLabs provides solutions to help accountants use artificial technology fluently and strategically. The Pennsylvania Institute of CPAs and CPA Crossings joined with Padar and Tolin as strategic partners and investors.

“To reinvent the profession, we must start by training the professional who can then transform their firms,” Padar said in a statement. “By equipping people with data and insights that help them see things differently, they can provide better advice to their clients and firm.”

Padar-Jody- new 2019

Jody Padar

The platform includes XcelLabs Academy, a series of educational online courses on the basics of AI, being a better advisor, leadership and practice management; Navi, a proprietary tool that uses AI to help accountants turn unstructured data like emails, phone calls and meetings into insights; and training and consulting services. These offerings are currently in beta testing.

“Accountants know they need to be more advisory, but not everyone can figure out how to do it,” Tolin said in a statement. “Couple that with the fact that AI will be doing a lot of the lower-level work accountants do today, and we need to create that next level advisor now. By showing accountants how to unlock patterns in their actions and turn client conversations into emotionally intelligent advice, we can create the accounting professional of the future.”

Tolin-Katie-CPA Growth Guides

Katie Tolin

“AI is transforming how CPAs work, and XcelLabs is focused on helping the profession evolve with it,” PICPA CEO Jennifer Cryder said in a statement. “At PICPA, we’re proud to support a mission that aligns so closely with ours: empowering firms to use AI not just for efficiency, but to drive growth, value and long-term relevance.”

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Accounting

Accounting is changing, and the world can’t wait until 2026

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The accountant the world urgently needs has evolved far beyond the traditional role we recognized just a few years ago. 

The transformation of the accounting profession is not merely an anticipated change; it is a pressing reality that is currently shaping business decisions, academic programs and the expected contributions of professionals. Yet, in many areas, accounting education stubbornly clings to outdated, overly technical models that fail to connect with the actual demands of the market. We must confront a critical question: If we continue to train accountants solely to file tax reports, are we truly equipping them for the challenges of today’s world? 

This shift in mindset extends beyond individual countries or educational systems; it is a global movement. The recent announcement of the CIMA/CGMA 2026 syllabus has made it unmistakably clear: merely knowing how to post journal entries is insufficient. Today’s accountants are required to interpret the landscape, anticipate risks and act with strategic awareness. Critical thinking, sustainable finance, technology and human behavior are not just supplementary topics; they are essential components in the education of any professional seeking to remain relevant. 

The CIMA/CGMA proposal for 2026 is not just a curriculum update; it is a powerful manifesto. This new program positions analytical thinking, strategic business partnering and technology application at the core of accounting education. It unequivocally highlights sustainability, aligning with IFRS S1 and S2, and expands the accountant’s responsibilities beyond mere numbers to encompass conscious leadership, environmental impact and corporate governance. 

The current changes in the accounting profession underscore an urgent shift in expectations from both educators and employers. Today, companies of all sizes and industries demand accountants who can do far more than interpret balance sheets. They expect professionals who grasp the deeper context behind the numbers, identify inconsistencies, anticipate potential issues before they escalate into losses, and act decisively as a bridge between data and decision making. 

To meet these expectations, a radical mindset shift is essential. There are firms still operating on autopilot, mindlessly repeating tasks with minimal critical analysis. Likewise, many academic programs continue to treat accounting as purely a technical discipline, disregarding the vital elements of reflection, strategy and behavioral insight. This outdated approach creates a significant mismatch. While the world forges ahead, parts of the accounting profession remain stuck in the past. 

The consequences of this shift are already becoming evident. The demand for compliance, transparency and sustainability now applies not only to large corporations but also to small and mid-sized businesses. Many of these organizations rely on professionals ill-equipped to drive the necessary changes, putting both business performance and the reputation of the profession at risk. 

The positive news is that accountants who are ready to thrive in this new era do not necessarily need additional degrees. What they truly need is a commitment to awareness, a dedication to continuous learning, and the courage to step beyond their comfort zones. The future of accounting is here, and it is firmly rooted in analytical, strategic and human-oriented perspectives. The 2026 curriculum is a clear indication of the changes underway. Those who fail to think critically and holistically will be left behind. 

In contrast, accountants who see the big picture, understand the ripple effects of their decisions, and actively contribute to the financial and ethical health of organizations will undeniably remain indispensable, anywhere in the world.

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Accounting

Republicans push Musk aside as Trump tax bill barrels forward

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Congressional Republicans are siding with Donald Trump in the messy divorce between the president and Elon Musk, an optimistic sign for eventual passage of a tax cut bill at the root of the two billionaires’ public feud.

Lawmakers are largely taking their cues from Trump and sticking by the $3 trillion bill at the center of the White House’s economic agenda. Musk, the biggest political donor of the 2024 cycle, has threatened to help primary anyone who votes for the legislation, but lawmakers are betting that staying in the president’s good graces is the safer path to political survival.

“The tax bill is not in jeopardy. We are going to deliver on that,” House Speaker Mike Johnson told reporters on Friday.

“I’ll tell you what — do not doubt, don’t second guess and do not challenge the President of the United States Donald Trump,” he added. “He is the leader of the party. He’s the most consequential political figure of our time.”

A fight between Trump and Musk exploded into public view this week. The sparring started with the tech titan calling the president’s tax bill a “disgusting abomination,” but quickly escalated to more personal attacks and Trump threatening to cancel all federal contracts and subsidies to Musk’s companies, such as Tesla Inc. and SpaceX which have benefitted from government ties.

Republicans on Capitol Hill, who had —  until recently — publicly embraced Musk, said they weren’t swayed by the billionaire’s criticism that the bill cost too much. Lawmakers have refuted official estimates of the package, saying that the tax cuts for households, small businesses and politically important groups — including hospitality and hourly workers — will generate enough economic growth to offset the price tag.

“I don’t tell my friend Elon, I don’t argue with him about how to build rockets, and I wish he wouldn’t argue with me about how to craft legislation and pass it,” Johnson told CNBC earlier Friday.

House Budget Committee Chair Jodey Arrington told reporters that House lawmakers are focused on working with the Senate as it revises the bill to make sure the legislation has the political support in both chambers to make it to Trump’s desk for his signature. 

“We move past the drama and we get the substance of what is needed to make the modest improvements that can be made,” he said.

House fiscal hawks said that they hadn’t changed their prior positions on the legislation based on Musk’s statements. They also said they agree with GOP leaders that there will be other chances to make further spending cuts outside the tax bill. 

Representative Tom McClintock, a fiscal conservative, said “the bill will pass because it has to pass,” adding that both Musk and Trump needed to calm down. “They both need to take a nap,” he said.

Even some of the House bill’s most vociferous critics appeared resigned to its passage. Kentucky Representative Thomas Massie, who voted against the House version, predicted that despite Musk’s objections, the Senate will make only small changes.

“The speaker is right about one thing. This barely passed the House. If they muck with it too much in the Senate, it may not pass the House again,” he said.

Trump is pressuring lawmakers to move at breakneck speed to pass the tax-cut bill, demanding they vote on the bill before the July 4 holiday. The president has been quick to blast critics of the bill — including calling Senator Rand Paul “crazy” for objecting to the inclusion of a debt ceiling increase in the package.

As the legislation worked its way through the House last month, Trump took to social media to criticize holdouts and invited undecided members to the White House to compel them to support the package. It passed by one vote.

Senate Majority Leader John Thune — who is planning to unveil his chamber’s version of the bill as soon as next week — said his timeline is unmoved by Musk. 

“We are already pretty far down the trail,” he said.

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