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Pathways to Growth: Strategic client development for accountants

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When I began consulting with Jim Redpath of Redpath & Co. many years ago, we discussed my experience in the large accounts division of IBM where the focus was on strategically significant clients. At the time, the St. Paul-based firm was doing $7 million in annual revenue. Today, with organic growth fueling a $40 million-plus revenue stream, Redpath is a model of “going up-market.”

Ryan Everhart, the current managing partner, has been integral to that growth and anticipates leading the firm to even greater heights. In a recent conversation, he explained how Redpath, an employee-owned firm founded in 1971, has innovated, climbing up and over the accepted definition to redefine the strategic client growth experience. The approach is built on a foundation of discipline, organization, accountability and measurement.

Dramatic disruption

Jim Redpath led the initiative to disrupt the norm, opening the firm to a dramatic uptick in large-client revenue. Known as a “client manager system,” the approach is unique in mid-market firms, because clients are developed at the top and trimmed from the bottom. The focus on the largest accounts was achieved primarily by introducing a five-figure minimum for new business, and as partners retired, smaller clients were moved on. Rather than leave them out in the cold, though, Redpath helped them find a soft landing at firms where they were a better fit.

The method recalls my experience at IBM, where professional account executives drive revenue in selected large accounts. In public accounting, by contrast, partners often serve as gatekeepers. Proprietary about their book of business, they sometimes protect and limit access to clients, restricting their access to potentially attractive services. The client manager system is an example of an account executive implementation. And the AE approach is at the foundation of a key client program. In addition to establishing a firm minimum and trimming low-revenue clients, Redpath:

  • Instituted a cap on individual partners’ book of business.
  • Upended the traditional partner-client ownership model, with a client relationship manager who “owns” the client and brings in experts to meet the needs ­— in essence, a “land and expand” focus, like an AE.
  • Designed a compensation plan that rewards the CRM for all revenue generated in their “named” clients while still maintaining, per Ryan, the “solve, but don’t sell” mentality.
  • Rewards partners for bringing in business, even if it doesn’t stay with them.
  • Rejected hourly billing for a project/fixed-fee model.
  • Made it easy for clients to communicate with the CRM.
  • Instituted a quick, monthly team meeting to brainstorm, strategize and ensure coordination of each account.
  • Holding at least one quarterly, in-person client meeting.
  • Put in place a tracking system to increase accountability.

Proof of concept

The client relationship manager is measured on achieving same-day response to all client requests. Ryan credits the response policy with a nearly 100% client retention record. As well, revenue per client is religiously tracked as an important element of CRM compensation. Creating a responsive, proactive, innovative, value-driven client experience has become a strong competitive differentiator, all but eliminating small, one-off engagements for core services. Redpath’s robust system has succeeded wildly. In growth-minded firms, the account executive approach creates relationship leaders who understand the politics and power in the client decision-making process. AEs use this skill to reach high-level influencers in client organizations, crafting and executing a strategic and tactical plan to drive significant revenue.

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Accounting

How to Reconcile Cash Flow Statements with Bookkeeping Records

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Reconcile Cash Flow Statements with Bookkeeping Records

In the world of financial management, reconciling cash flow statements with bookkeeping records is an essential process that ensures financial accuracy, transparency, and alignment. Far from being a routine task, this practice validates financial reports and offers deep insights into an organization’s financial health. Let’s explore the steps and strategies involved in this critical reconciliation process.

Understanding the Reconciliation Process

At its heart, reconciling cash flow statements involves comparing them with the general ledger and bank statements. This three-way alignment ensures that all cash movements are accurately recorded and categorized. By identifying discrepancies, businesses can maintain trust in their financial data and make more informed decisions.

Step-by-Step Reconciliation

A systematic approach to reconciliation is vital. Start by confirming the opening and closing cash balances in the cash flow statement against the corresponding balances in the ledger and bank statements. Next, work through the three sections of the cash flow statement: operating, investing, and financing activities. This methodical process ensures every transaction is accounted for and helps isolate variances quickly.

Leveraging Financial Software for Automation

Advanced financial software can significantly simplify the reconciliation process. Many platforms now include automated tools that flag discrepancies, generate exception reports, and streamline adjustments. These technologies not only save time but also reduce the likelihood of human error, enabling finance professionals to focus on analysis and decision-making.

Addressing Non-Cash Transactions

Non-cash transactions such as depreciation, amortization, and unrealized gains or losses require special attention. While these items do not directly affect cash balances, they are integral to accurate financial reporting. Ensuring these transactions are correctly recorded in the cash flow statement without artificially altering cash totals is crucial for maintaining transparency.

Maintaining Accurate Timing

Timing discrepancies are a common source of variance during reconciliation. To prevent mismatches, ensure that all transactions are recorded in the correct accounting period. This practice not only avoids artificial discrepancies but also provides a clear and accurate picture of cash flow for the designated timeframe.

Documenting the Reconciliation Process

Thorough documentation is a cornerstone of successful reconciliation. Every adjustment made during the process should be explained and supported by detailed notes. This practice creates a clear audit trail, simplifies future reconciliations, and ensures transparency during external audits.

Benefits of Regular Reconciliation

Frequent reconciliation offers numerous advantages. It ensures that financial statements remain accurate and compliant with regulatory standards, strengthens internal controls, and enhances decision-making capabilities. Moreover, regular reviews can uncover inefficiencies, detect fraud, and provide early warnings about potential cash flow challenges.

Conclusion

Reconciling cash flow statements with bookkeeping records is more than a compliance requirement—it is a strategic process that safeguards financial integrity and supports sound decision-making. By adopting a structured approach, leveraging technology, and paying close attention to non-cash transactions and timing, businesses can achieve financial alignment and transparency.

For finance professionals and business leaders, mastering this process is key to maintaining accurate financial records, building stakeholder trust, and driving sustainable growth in today’s competitive business environment.

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Accounting

Gig workers unaware of lower Form 1099-K threshold

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Millions more taxpayers will be receiving the Form 1099-K in the mail this year for the first time if they were paid $5,000 or more last year through a service such as Venmo, PayPal, Cash App, StubHub, Etsy and Airbnb, and most won’t be expecting it.

New research from tax automation provider Avalara found 61% of gig economy workers are unaware of recently lowered 1099-K reporting thresholds aimed at capturing unreported online sales income, Nearly three-fourths (73%) of the gig workers surveyed don’t know the payment threshold above which they would receive a Form 1099-K and be required to file an IRS tax return.

Gig workers will be looking for advice from a tax preparer. Over 20% of the survey respondents plan to pay a tax professional for the first time as a result of 1099-K reporting changes and complexity.

Last year, the IRS extended its transition relief for the new Form 1099-K information reporting threshold, setting it at $5,000 for 2024 and $2,500 in 2025 before reaching the statutory level of $600 in 2026 and thereafter. The previous threshold was $20,000 in gross proceeds and over 200 transactions, but it was lowered to $600 and any number of transactions by the American Rescue Plan Act of 2021. While there have been a number of bills introduced in Congress to raise the threshold, none of them has passed so far, prompting the IRS to repeatedly delay and plan to phase in the requirement, raising the ire of some lawmakers who have complained the IRS doesn’t have that authority.

The Avalara survey found that while 61% of respondents claim to be knowledgeable about Form 1099-K and its purpose, an equal proportion of 61% don’t know the 1099-K reporting threshold is lower this year and subsequent tax years. For subsequent tax seasons on the way to a $600 1099-K reporting threshold, only 18% surveyed could identify the correct threshold for 2026 and the final $600 reporting threshold for the 2027 tax season.

The respondents offered various predictions for how they would fare from the new income reporting requirements: 37% believe their business will be profitable following tax season, 36% responded they’ll likely break even, and 17% predict they’ll lose money due to the IRS changes.

More than one-third (37%) of gig workers surveyed said this is the first year they’re receiving a 1099-K, so 21% of respondents plan to engage a tax professional for the first time. Another factor in seeking professional advice could be the number of gigs these workers are juggling: 75% of survey respondents have two or more sources of income, 45% have three or more, and 16% have four or more. Accountants and bookkeepers will be essential to helping 1099-K newbies sort out the reporting and tax implications of multiple income sources.

The survey also indicated how respondents plan to move forward after tax season. To avoid crossing the $2,500 1099-K threshold next year, over 20% of workers expect to be quitting one or more of their gig economy jobs and 19% are changing their earnings strategy, while 15% will be using tax software for the first time. Another 20% intend to take on more under-the-table work, and 15% will switch to Zelle to avoid IRS reporting rules associated with PayPal and Venmo. Some 40% of those surveyed say they’ll take on one or more additional gig economy jobs. And 16% of survey respondents said they will be leaving the gig economy altogether and pursuing different work.

“Our survey data reveals the urgent need for basic knowledge and orderly direction on the part of gig economy workers to determine how best to comply with the lowered 1099-K digital payments threshold,” said Avalara general manager Kael Kelly in a statement Thursday. “This scrappy segment of our economy demonstrates DIY drive in creating a living from engaging in multiple jobs, non-traditional work, and sometimes essential services that support how consumers want to buy and receive goods and services – and they’re now faced with the additional challenge of sorting out new, last-minute tax regulations and reporting requirements. Businesses of all sizes, including independent workers, need a fast, robust, easy, and affordable way to e-file 1099 forms, and that capability is within reach through modern cloud software.”  

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Accounting

ACCA foresees global economic growth in 2025

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The global economy is poised for “reasonable, but not particularly exciting” growth this year, yet uncertainties abound, according to a new report from the Association of Chartered Certified Accountants.

The report, released Thursday, is the second edition of the ACCA’s annual economic outlook. 

“The global economy should continue to grow at a reasonable, but not particularly exciting pace in 2025,” said ACCA chief economist Jonathan Ashworth in the report. “But it is a world marked by significant uncertainty. The risks are predominantly on the downside, amid potential changes in U.S. trade policy, a challenging geopolitical backdrop, political uncertainty and rising government bond yields.”

Economist Charles Goodhart suggested the U,S. economy may perform strongly in 2025, but Europe and the U.K. could struggle. Goodhart believes inflation could fall in the short run but will probably rebound in 2026 and 2027. 

“My guess, on which I would not place a great deal of weight, is that the U.S. economy will do very well in 2025,” he said. “Both Europe and the U.K. will do relatively badly. Not only will higher U.S. import tariffs be a problem for Europe, but higher U.S. tariffs on imports from China will probably mean that China will want to export more of its goods to Europe, at a time when Germany’s business model is already under extreme stress.”

The emergence of AI agents promises new productivity breakthroughs, but hybrid solutions integrating other technologies will be crucial for sustained value, according to the report.

The ACCA interviewed seven CFOs from across the globe in various sectors for the report. While the interviewees did not appear to be expecting a notable slowing in global growth in 2025, there was some caution given the significant global uncertainty, including that related to the policies of President Trump. 

“Technology, particularly AI, continues to be a priority, with businesses recognising both its potential and disruptive challenges,” said the report. “A wide range of risks were highlighted, including inflation (and changes in the price of important commodities), policy changes in large economies, cybersecurity, exchange rate movements, supply chains, climate change, social tensions, geopolitics, and fast-changing consumer habits. The latter two were also cited as opportunities. A recurring theme among  CFOs is the need for agility, innovation and resilience in navigating an uncertain economic landscape.” 

The ACCA also releases a quarterly Global Economic Conditions Survey in conjunction with the Institute of Management Accountants. Most recently in the fourth quarter of last year, they found economic confidence growing among accountants in the U.S., but plummeting globally.

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