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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

Continuous Auditing Transforms Corporate ERPs

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continuous auditing transforms corporate erps

As corporate accounting departments cross the threshold into late July 2026, the adoption of continuous, automated auditing systems has reached a definitive turning point. Driven by advances in artificial intelligence and deep integration with modern Enterprise Resource Planning (ERP) platforms, leading finance organizations are moving away from traditional, periodic post-hoc audits in favor of real-time, 100% transactional verification. This technological transition is redefining internal control environments, reducing compliance costs, and eliminating the structural delays inherent in legacy quarterly closing processes.

Unlike traditional auditing frameworks that rely on statistical sampling—a process that inevitably leaves operational blind spots—continuous auditing software monitors operational data feeds continuously. Every purchase order, electronic invoice, payroll disbursement, and cross-border wire transfer is automatically cross-referenced against established corporate governance parameters, regulatory tax schedules, and anti-fraud algorithms in real time. Anomalies or unauthorized ledger entries are flagged instantly, allowing internal audit teams to investigate and remediate compliance gaps immediately rather than months after the close of a financial period.

The implications for executive financial management are far-reaching. By embedding continuous verification directly into daily transaction workflows, chief financial officers gain uninterrupted visibility into the organization’s true financial standing. Real-time balance sheet auditing eliminates the severe operational bottlenecks associated with month-end and quarter-end financial reconciliations, freeing accounting professionals to focus on strategic financial modeling, tax planning, and capital allocation rather than manual data entry and spreadsheet consolidation.

However, implementing continuous auditing requires accounting leadership to invest heavily in data governance and technical upskilling. Internal audit teams must evolve from manual ledger reviewers into system architects capable of auditing complex algorithms and validating automated data pipelines. Accounting firms and corporate controllers that master continuous auditing will establish a resilient compliance framework capable of meeting stringent international regulatory standards with total transparency.

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Accounting

U.S. Imposes New 50% Tariffs on Canadian Imports Under Rare Legal Provision

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U.S. Imposes New 50% Tariffs on Canadian Imports Under Rare Legal Provision

WASHINGTON — In a major escalation of cross-border trade friction, U.S. President Donald Trump has signed executive orders imposing new 50% tariffs on a wide selection of Canadian exports, citing discriminatory practices by Ottawa targeting American auto, dairy, and beverage industries.

The new duties, announced Monday, will take effect in 30 days. They target a broad spectrum of consumer and industrial goods—ranging from wine, liquor, and milk products to commercial cement, furniture, clothing, and hockey equipment.

Untested Legal Mechanism

To enact the sweeping measures, the administration invoked Section 338 of the Tariff Act of 1930—a rarely used legal provision allowing the executive branch to levy additional tariffs of up to 50% on foreign nations deemed to discriminate against U.S. commerce.

White House officials noted that Section 338 addresses trade discrimination rather than national security or economic emergencies. The move comes months after prior global emergency tariffs faced legal challenges in domestic courts, signaling Washington’s pivot toward alternate statutory authorities to maintain import duties.

Senior administration officials briefed reporters that the measure directly responds to Canadian provincial bans on U.S. alcohol, restrictions on American vehicle exports, and import quota disparities affecting U.S. dairy and cheese producers relative to third-party trading partners.

“While the administration continues to secure reciprocal trade agreements globally, Canada retaliated against efforts to protect domestic industry,” U.S. Trade Representative Jamieson Greer stated.

USMCA Impact and Carve-Outs

Significantly, the newly ordered 50% duties will apply to designated items even if they otherwise comply with the United States-Mexico-Canada Agreement (USMCA).

However, the administration confirmed key targeted exemptions:

  • Energy products (including oil and natural gas)
  • Potash and critical minerals
  • Fish and seafood
  • Goods already governed by sector-specific duties (such as existing steel and aluminum tariffs)

Administration representatives emphasized that the tariffs do not stem from recent disputes concerning drifting Canadian wildfire smoke, noting that policy options regarding environmental spillover remain under separate review.

Canadian Response and Market Reaction

Following the White House announcement, the Canadian dollar experienced a sharp decline against the U.S. dollar, falling approximately 0.4% during evening trading.

Canadian Prime Minister Mark Carney issued a statement emphasizing that Canada’s earlier counter-duties had merely matched previous U.S. trade actions. “Canada stands ready to engage intensively to address outstanding issues with the U.S. to the mutual benefit of our citizens,” Carney stated, pointing to detailed proposals Ottawa submitted to modernize the USMCA framework.

Ontario Premier Doug Ford took a firmer stance, urging a “dollar-for-dollar” reciprocal response if the measures go into effect on August 19.

With a 30-day implementation window before the duties officially lock in, industry associations and trade groups on both sides of the border are calling for urgent bilateral negotiations to avert further supply chain disruption across North America.

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Accounting

Automated Continuous Auditing: Transforming Compliance and Real-Time Financial Oversight

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Transforming Compliance and Real-Time Financial Oversight

The traditional accounting paradigm—defined by periodic monthly closures and post-hoc annual audits—is rapidly giving way to continuous, automated financial oversight. As of July 2026, forward-thinking accounting practices and multinational corporate finance departments are leveraging continuous auditing systems powered by advanced machine learning models. These systems monitor operational transactions in real time, shifting audit methodologies from sample-based post-analysis to absolute, 100% transaction-level verification.

The operational advantages of continuous auditing are transformative. Standard auditing procedures historically relied on statistical sampling, which, despite rigorous methodology, inherently left gaps where anomalies or fraudulent transactions could go undetected for months. Modern continuous auditing platforms integrate directly with enterprise resource planning (ERP) databases, instantly cross-referencing purchase orders, invoices, bank feeds, and tax records. Any deviation from established control parameters or unusual transaction behavior triggers immediate flags for internal audit teams, dramatically reducing detection lag from quarters to seconds.

Beyond fraud prevention, continuous auditing fundamentally alters internal reporting and decision-making. Executive leadership no longer has to wait weeks after the close of a quarter to evaluate precise financial standing; real-time verified ledger data provides an uninterrupted view of operating margins, tax liabilities, and cash flow dynamics. This real-time visibility enables corporate controllers to adjust capital allocation strategies dynamically, mitigating liquidity constraints and capitalizing on emerging commercial opportunities far more efficiently than competitors bound to legacy reporting cycles.

However, implementing continuous auditing requires accounting professionals to acquire new analytical capabilities. The role of the auditor is evolving from manual data reconciliation toward system validation, algorithmic model governance, and strategic risk interpretation. Accounting firms and corporate finance departments must invest in continuous technical education, ensuring that audit staff possess the data engineering skills necessary to design, maintain, and evaluate complex automated compliance systems.

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