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Pathways to Growth: Friends, it’s time to walk the walk

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For decades, our profession has enjoyed relatively undisturbed success, save for regulators and standard-setters. But those days are over. Private equity firms and cutting-edge accounting techs have entered the picture, and they’re here to stay. The potential is enormous and so is the need to understand the unique languages they speak.

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Along with capital, PE brings to the table terms like EBITDA, a primary metric for valuation, “the second bite at the apple,” and “the flip.” I’ll leave it to the M&A consultants to articulate their transaction vocabulary. My aim here is to decode the mystery of the growth side, which also includes accounting-tech-firm lexicon.

I gained exposure to this world of early-stage tech companies working mostly with angels (early investors), venture capitalists and private equities. It stands to reason that PE brings the same growth vocabulary. Below are explanations of some of the terms making their way into our profession. You’ll be in the know when these words pop up, and most likely will be using them in the not-too-distant future.

Accounting technology and PE growth culture

“Go-to-market” is the favored phrase for a critical framework that drives revenue growth and value creation. It focuses on the comprehensive plan that details how a firm will launch a new or enhanced service to a specific industry or buyer group. When I left corporate America 25 years ago, this approach was fairly common. In fact, it inspired my own growth paradigm — a three-legged stool that rests on sales, marketing and product management (innovation). The process involves identifying the problem we are trying to solve (service), finding the ideal market (target), and identifying the best channels (where we and potential buyers find one other in great quantities).

You might also hear the term product-market fit, which is the validation of a solid GTM strategy.

Also central to the new vocabulary is “product management.” This refers to an organizational life cycle function that addresses developing services and markets at all stages of the life cycle. Don’t be misled by the word “product,” though, as the function is equally applicable to service innovation.

In the corporate world, the product manager is typically responsible for analyzing market conditions, then designing and defining the features and functions of the service. Although the concept of product management is less common in public accounting, our firms’ industry and service line leaders fill a similar role.

Accounting tech and PE conversations may also mention the “ideal customer profile,” or ICP, which speaks to ideal buyer attributes. While in accounting we have clients, not customers, the concept is familiar to any CPA firm that has taken a strategic approach to growth. I recommend that firms identify the target industry first, then articulate buyers’ most favorable attributes and set their sights there. Among possible attributes are considerations like large or small … urban or rural … progressive or retro.

Once you understand these qualities, you can focus on the buyer attributes (persona) within the chosen industry market. One note of caution: Avoid choosing attributes until you’ve identified the industry with the best conditions, or you’ll end up chasing anyone with a pulse and a fat wallet! That’s not the most efficient approach to growth.

Have you heard PEs or accounting techs refer to “account-based selling?” We’re definitely late to the party on this one. Accounting’s closest concept is the dreaded “cross-selling.” I’m not keen on this vernacular for two reasons — it’s too tactical and it hasn’t worked in at least 25 years. Instead, I prefer “land and expand,” or simply “expansion.”

An account-based approach goes beyond simply recommending additional services to existing clients. It’s a strategy that puts professional salespeople, known as account executives, in charge of maximizing revenue from existing significant/strategic clients. Their job description, rewards and compensation are based on long-term success in driving revenue. They sit with key strategic decision-makers and navigate client politics and power, to find solutions to relevant business problems. They’re in it for the long game and the highest revenue and financial rewards, not the tactical “let’s sell them something else” mindset.

Why this matters

It’s time to face the fact — organic growth has fed us well in the past, with fish jumping in over the side of the boat. But after a steady period of high growth, the past couple of years have seen a precipitous drop, from a high of 14.4% in 2023 to 7.8% in 2025. That’s a decline of 54% in organic growth across our firms. In that same period, growth including M&A declined from 17.3% to 10.4%.

We need to prepare for the permanent cultural infiltration that’s around every corner. PE and accounting techs bring their own language and culture to our profession and specifically to firms that are ready to walk the walk, introducing a whole new level of sophistication.

Are you ready to learn the language and embrace best practices from the corporate world? If so, you have an opportunity to thrive. Those less interested will have a tough time keeping up.

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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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Accounting

Automated Tax Compliance and Global Regulatory Harmonization in 2026

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Corporate tax accounting departments are navigating an era of unprecedented regulatory complexity as global tax harmonization frameworks take full effect alongside real-time digital tax reporting mandates. Tax directors and accounting teams are adopting cloud-based tax compliance automation tools to manage multi-jurisdictional tax liabilities and satisfy stringent reporting rules across international jurisdictions.

Implementation of Global Minimum Tax Provisions
The implementation of international tax reform agreements—notably the Pillar Two global minimum tax framework—has reshaped multinational corporate tax planning. Multinational enterprises with consolidated revenues exceeding established thresholds must ensure an effective tax rate of at least 15% across every jurisdiction in which they operate.

Accounting teams are implementing specialized tax calculation modules integrated directly into enterprise resource planning (ERP) platforms. These automated tools calculate effective tax rates per country, identify top-up tax liabilities, and generate standardized compliance documentation required by national tax authorities.

Real-Time Digital Invoicing and E-Reporting Mandates
Tax authorities across Europe, Latin America, and Asia-Pacific have enacted mandatory electronic invoicing (e-invoicing) and continuous transaction controls (CTC). Under these systems, corporate transaction data must be submitted electronically to government portals in real time at the point of sale or invoice issuance.

This shift toward continuous digital tax reporting eliminates traditional annual tax audits in favor of ongoing automated compliance monitoring. Accounting departments are upgrading invoicing software to ensure seamless XML data formatting, digital signature authentication, and real-time validation against tax authority databases.

Automation and Data Analytics in Corporate Tax Strategy
To keep pace with dynamic tax legislation, tax departments are transitioning from reactive compliance teams to proactive strategic advisors. Machine learning algorithms analyze corporate transactional data to identify tax credits, research and development (R&D) incentives, and cross-border transfer pricing adjustments.

By automating routine tax return filings and calculations, corporate tax directors can focus on long-term capital structuring, evaluating the tax implications of corporate mergers, and optimizing international supply chain networks.

Strategic Priorities for Tax Executives
1. ERP System Upgrades: Ensure enterprise software is capable of generating real-time, granular tax data required for global minimum tax compliance.
2. E-Invoicing Integration: Implement scalable e-invoicing platforms to satisfy regional continuous transaction control regulations.
3. Strategic Tax Analytics: Utilize predictive tax modeling tools to evaluate structural changes in corporate operations and cross-border trade.

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