Connect with us

Accounting

How accounting firms can overcome the profit plateau

Published

on

Many accounting firms run up against the dreaded profit plateau for a simple reason: The owner is too involved. 

All CPA firms start small, and that ultimately means the business — especially in its early stages — rests on the skill set of the owner. However, for accounting firms, the best way to grow is for owners to remove themselves from the key business processes.

An easy way to understand the role of a CEO or managing partner in a CPA firm is actually to compare it to the restaurant industry. Most restaurants are founded by chefs and cooks who have a slew of great recipes they want to sell. The restaurant starts small with the chef often doing everything: taking orders, cooking, serving, cleaning, managing finances and marketing the business. 

Eventually, the business grows enough that some of that role can be delegated to others for pay. Maybe the chef hires a server or two. Maybe she hires a sous chef. But quite often, she’s still in the kitchen, managing the day-to-day business, and still heavily involved.

So, what separates that small mom-and-pop restaurant from some of the more well-known multi-restaurant chefs like Wolfgang Puck? Knowing when it’s time to hand over the day-to-day operations so you can focus on growing the business. 

CPA firms are no different. When the MP or CEO’s time is spent on billable hours and working with clients, there’s effectively no one leading growth. And that’s because the CEO’s or MP’s job should be laser-focused on navigating business growth. That’s impossible to do when the CEO is still too involved in the processes that make the business run. 

Think of it this way: 

  • The role of a CEO or MP is to navigate the market and drive business growth through strategic planning.
  • The role of everyone else in the firm is to execute the specific operational and functional aspects of the business that are guided by the MP or CEO and the executive team (once you grow large enough).

For that to happen, the owner eventually needs to step away from working leads and opportunities, creating marketing material, and especially doing client work. Those are all things that can be documented, operationalized, trained and delegated.

Examine your task involvement, then delegate and hire appropriately

If you’ve determined that, yes, you’re the bottleneck to growth in your company, it’s time to take stock of exactly why. That begins by examining how deeply involved you are in the day-to-day operation of your firm and exactly what tasks need to be taken off your plate to give you more time to fill the role of a MP or CEO.

You can make that examination by asking yourself the following questions:

  • What client- or account-facing tasks am I currently handling that could or should be delegated?
  • How much of my time is spent on client work, versus strategic planning and business development?
  • Am I the only person in the firm who can perform certain tasks or make specific decisions?
  • What are the long-term goals of the firm, and what is my role in achieving them?
  • Do I have a clear understanding of the strengths and capabilities of my team?
  • What processes or systems can I implement or improve to make the firm more efficient without my direct involvement?

All of these are important questions to ask yourself, let’s give some special attention to two of these.

First: “Am I the only person in the firm who can perform certain tasks or make specific decisions?” If the answer is yes to anything related to sales and client work, that’s a big red flag and a problem you need to solve immediately. If the success of generating new business and working with clients rides completely on your shoulders, you can’t grow. You’ll never have time to do the work of a MP if you don’t have anyone who is trained and capable of doing that work for you. 

Second: “What processes or systems can I implement or improve to make the firm more efficient without my direct involvement?” This is your biggest and most important step to getting past the profit plateau that stunts the growth of so many accounting firms. 

The next step in this process is the most important and possibly the hardest to do. Once you’ve identified which areas you can delegate, you must make sure everything you do that leads to success is properly documented and operationalized so you can easily step away and allow someone else to handle it.

Maybe that means promoting someone internally. Often, it means hiring someone to do certain tasks and fill certain roles. Keep in mind, nobody in the company’s time is more valuable than yours. So, while it may seem like hiring someone is pulling away from profits, your goal here is getting past the profit plateau. You need to invest in your own time, and that starts by freeing up time to be strategic.

Continue Reading

Accounting

The tax outlook for president-elect Trump and the GOP

Published

on

President-elect Donald Trump and his Republican party clarified one aspect of the uncertainty surrounding taxes with a resounding victory in the election.

That means that the many expiring provisions of the Tax Cuts and Jobs Act of 2017 — which Trump signed into law in his first term — are much more likely to remain in force after their potential sunset date at the end of next year. Financial advisors and tax professionals can act without worrying that the rules will shift underneath them to favor much higher income duties.  

However, the result also presents Trump and incoming Senate Majority Leader John Thune of South Dakota and House Speaker Mike Johnson of Louisiana with a series of thorny tax policy questions that have tricky, time-sensitive implications, according to Anna Taylor, the deputy leader, and Jonathan Traub, the leader, of Deloitte Tax’s Tax Policy Group. Once again, industry professionals and their clients will be learning the minutiae of House and Senate procedures. Taylor and Traub spoke on a panel last week, following Trump’s victory and their release of a report detailing the many tax policy questions facing the incoming administration.

READ MORE: Donald Trump will shape these 9 areas of wealth management 

Considering the fact that the objections of former Sen. Bob Corker of Tennessee “slowed down that process for a number of weeks in 2017” before Republicans “landed” on a deficit increase of $1.5 trillion in the legislation, Taylor pointed out how the looming debate on the precise numbers and Senate budget reconciliation rules will affect the writing of any extensions bill.

“They’re going to have to pick their budget number on the front end,” Taylor said. “They’re going to have to pick that number and put it in the budget resolution, and then they’ll kind of back into their policy so that their policies will fit within their budget constraints. And once you get into that process, you can do a lot in the tax base, but there are still limits. I mean, you can’t do anything that affects the Social Security program. So they won’t be able to do the president’s proposal on getting rid of taxes on Social Security benefits.”

Individual House GOP members will exercise their strength in the negotiations as well, and the current limit on the deduction for state and local taxes represents a key bellwether on how the talks are proceeding, Traub noted. 

The president-elect and his Congressional allies will have to find the balance amid the “real tension” between members from New York and California and those from low-tax states such as Florida or Texas who will view any increases to the limit as “too much of a giveaway for the wealthy New Yorkers and Californians,” he said.   

“You will need almost perfect unity — more so in the House than the Senate,” Traub said. “This really gives a lot of power, I think, to any small group of House members who decide that they will lie down on the train tracks to block a bill they don’t like or to enforce the inclusion of a provision that they really want. I think the place we’ll watch the most closely at the get-go is over the SALT cap.”

READ MORE: Republican election sweep emboldens Trump’s tax cut dreams

Estimates of a price tag for extending the expiring provisions begin at $4.6 trillion — without even taking into account the cost of President-elect Trump’s campaign proposals to prohibit taxes on tips and overtime pay and deductions and credits for caregiving and buying American-made cars, Taylor pointed out. In addition, the current debt limit will run out on Jan. 1. 

The Treasury Department could “use their extraordinary measures to get them through a few more months before they actually have to deal with the limit,” she said. 

“But they’re going to have to make a decision,” Taylor continued. “Are they going to try to do the debt limit first, maybe roll it into some sort of appropriations deal early in the year? Or are they going to try to do the debt limit with taxes, and then that’s going to really force them to move really quickly on taxes? So, I don’t know. I don’t know that they have an answer to that yet. I’ll be really interested to see what they say in terms of how they’re going to move that limit, because they’re going to have to do that at some point — rather soon, too.”

Looking further into the future at the end of next year with the deadline on the expiring provisions, Republicans’ trifecta control of the White House and both houses of Congress makes them much more likely to exercise that mandate through a big tax bill rather than a temporary patch to give them a few more months to resolve differences, Traub said.

READ MORE: 26 tips on expiring Tax Cuts and Jobs Act provisions to review before 2026 

Both parties have used reconciliation in the wake of the last two presidential elections. A continuing resolution-style patch on a temporary basis would have been more likely with divided government, he said.

“Had that been what the voters called for last Tuesday, I think that the odds of a short-term extension into 2025 would have been a lot higher,” Traub said. “I don’t think that anybody in the GOP majority right now is thinking about a short-term extension. They are thinking about, ‘We have an unusual ability now to use reconciliation to affect major policy changes.'”

Continue Reading

Accounting

M&A roundup: Aprio and Opsahl Dawson expand

Published

on

Aprio, a Top 25 Firm based in Atlanta, is expanding to Southern California by acquiring Kirsch Kohn Bridge, a firm based in Woodland Hills, effective Nov. 1.

The deal will grow Aprio’s geographic footprint while enabling it to expand into new local markets and industries. Financial terms were not disclosed. Aprio ranked No. 25 on Accounting Today’s 2024 list of the Top 100 Firms, with $420.79 million in annual revenue, 210 partners and 1,851 professionals. The deal will add five partners and 31 professionals to Aprio. 

In July, Aprio received a private equity investment from Charlesbank Capital Partners. 

KKB has been operating for six decades offering accounting, tax, and business advisory services to industries including construction, real estate, professional services, retail, and manufacturing. “There is tremendous synergy between Aprio and KKB, which enables us to further elevate our tax, accounting and advisory capabilities and deepen our roots across California,” said Aprio CEO Richard Kopelman in a statement. “Continuing to build out our presence across the West Coast is an important part of our growth strategy and KKB  is the right partner to launch our first location in Southern California. Together, we will bring even more robust insights, perspectives and solutions to our clients to help them propel forward.”

The Woodland Hills office will become Aprio’s third in California, in addition to its locations further north in San Francisco and Walnut Creek. Joe Tarasco of Accountants Advisory served as the advisor to Aprio on the transaction. 

“We are thrilled to become part of Aprio’s vision for the future,” said KKB managing partner Carisa Ferrer in a statement. “Over the past 60 years, KKB has grown from the ground up to suit the unique and complex challenges of our clients. As we move forward with our combined knowledge, we will accelerate our ability to leverage innovative talent, business processes, cutting-edge technologies, and advanced solutions to help our clients with even greater precision and care.”

Aprio has completed over 20 mergers and acquisitions since 2017, adding Ridout Barrett & Co. CPAs & Advisors last December, and before that, Antares Group, Culotta, Scroggins, Hendricks & Gillespie, Aronson, Salver & Cook, Gomerdinger & Associates, Tobin & Collins, Squire + Lemkin, LBA Haynes Strand, Leaf Saltzman, RINA and Tarlow and Co.

Continue Reading

Accounting

Johnson says Congress will ‘do the math’ on key Trump tax pledge

Published

on

House Speaker Mike Johnson said Donald Trump’s plan to end income tax on tips would have to be paid for, injecting a note of caution into one of the president-elect’s key campaign pledges.

“This is one of the promises that he wants to deliver on,” Johnson said Sunday on CNN’s State of the Union. “We’re going to try to make that happen in the Congress. You’ve got to do the math.”

Johnson paired his comment with pledges to swiftly advance Trump’s economic agenda once the newly elected Congress is in place with Republican majorities in the House and Senate. The former president rolled out a series of tax-cut proposals during his successful bid to return to the White House, including rescinding taxes on overtime, Social Security checks and tips.

House Speaker Mike Johnson
Mike Johnson

Tierney L. Cross/Bloomberg

“You have got to make sure that these new savings for the American people can be paid for and make sure the economy is a pro-growth economy,” said Johnson, who was among allies accompanying Trump to an Ultimate Fighting Championship event at New York’s Madison Square Garden on Saturday night.

Congress faces a tax marathon next year as many of the provisions from the Republicans’ 2017 tax bill expire at the end of 2025. Trump’s declared goal is to extend all of the personal income tax cuts and further reduce the corporate tax rate.

A more immediate challenge may be ahead as Trump seeks to install loyalists as cabinet members for his second term starting in January, including former Representative Matt Gaetz as Attorney General, Robert F. Kennedy Jr. as secretary of health and human services and former Representative Tulsi Gabbard for Director of National Intelligence. 

Gaetz was under investigation by the House Ethics Committee for alleged sexual misconduct and illicit drug use, which he has denied. RFK Jr. is a vaccine skeptic and has endorsed misleading messages about vaccine safety.

Donald Trump Jr., the president-elect’s son who has been a key player in the cabinet picks, said he expects many of the choices will face pushback.    

“Some of them are going to be controversial,” Trump Jr. said on Fox News’ Sunday Morning Futures. “They’re controversial because they’ll actually get things done.”

‘Because of my father’

Trump Jr. suggested the transition team has options if any candidate fails to pass Senate muster.

“We’re showing him lists of 10 or 12 people for every position,” he said. “So we do have backup plans, but I think we’re obviously going with the strongest candidates first.”

Trump Jr. said incoming Senate Majority leader John Thune owes his post to the president-elect.

“I think we have control of the Senate because of my father,” he said. “John Thune’s able to be the majority leader because of my father, because he got a bunch of other people over the line.”

Continue Reading

Trending