Accounting
Practice Profile: RSM redefines the middle market
Published
2 months agoon

Knowing your clients is one thing; knowing how they’re changing over time is something else again — something Top 10 Firm RSM knows well, having just literally redefined one of its most important client bases: the middle market.
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The firm recently conducted economic research on this very important segment, surveying more than 1,000 companies to analyze operational challenges and exactly how and why the market has changed.
One of the most significant takeaways from the report, “Managing complexity: A renewed imperative for the evolving middle market,” is the change to the revenue parameters of this market segment, said chief operating officer Sam Mascareno.
“The brunt of our study was to kind of confirm a couple of things or to discover some things,” he explained. “One, the definition was outdated in terms of revenue. The working definition was that the middle market was companies with revenues between $10 million and $1 billion. And what we found based on our research — and this is not just in our clients, but also in the broader economy using outside sources — is that the modern middle market today is really more companies between $30 million and $10 billion, which is a much larger space.”
Additionally, there are fewer companies in that wider space than there were 10 years ago, he said, “because of consolidation, all that has happened. So not only is there less companies there, but they’re larger, they’re more complex, and they’re more global. It was interesting just to identify the fact that this new definition is one-third of the economy.”
RSM’s research not only broadened the scope of the middle-market segment, but how the firm approaches its own midmarket clients.
“What it also helped us to understand is that more so than just solving a client problem or a specific issue that they might reach out to us for, it’s really thinking about us as advisors, how do we help them create and unlock enterprise value?” Mascareno explained. “Because they might have a specific need, but their broader need might be more interconnected to other pieces, right? So they’re just saying, ‘Hey, let’s talk about this one solution, how does this impact something else? And what is this connected with?’ And maybe this is part — we’re talking about this piece, but this is a piece of a larger puzzle. So how do we help you identify and create value and unlock that value for you? So I think it broadens our approach to client service.”

As RSM caters to the larger size and complexity of these clients, the firm is transitioning, according to Mascareno, “from an old mindset of ‘You know, I’m a tax partner, I’m going to solve this tax issue for you,’ to really step back and say, ‘OK, what is this connected to and what other pieces to this puzzle are connected to this one issue you called me about and how can we help you?'”
This client service shift aligns with the larger trend in accounting of moving to more proactive, advisory and future-focused work.
RSM’s research supports serving these midmarket clients “in a more holistic way that helps you create more value for the organization,” Mascareno said. “So it goes from just solving a problem or a pinpoint to diagnosing, ‘Is there a broader challenge or a better, a broader opportunity that we can help you uncover?’ So it does expand how you serve these clients.”
Mapping it out
Also enhancing RSM’s client service are road maps the firm created based on its economic research.
“It’s something that was in process, but this survey and the results of this survey helped us to identify how important this is, not just to create a road map, but to do it literally by sector,” Mascareno explained. “Because what sectors need in order to drive value, it varies from sector to sector in very, very different ways. So it confirmed a hypothesis we had that we should create these road maps — [and produce them with] this information, this survey, and the learnings from all the different segments and where they are in their journeys, what they need.”
The maps are also offered to clients as RSM’s proprietary Enterprise Value Roadmap framework, which focuses on areas most associated with long-term value creation — revenue growth, operating efficiency and disciplined capital deployment — alongside steps for maximizing that value.
Mascareno emphasized that this documentation builds on RSM’s near-century of experience with middle-market businesses. “Again, we have 99 years of history with companies in this space,” he said. “We understand the middle market better than any firm out there. And so how do we take that sort of wisdom, and apply it to today’s fact pattern and then create something that’s sector-specific to help a client get from point A to point B? So we’re super excited about these enterprise-value road maps because it’s using a lot of our proprietary knowledge. They’re sector-specific and they are tailor-made for the middle market.”
Internally, RSM is also refining its training so firm professionals can be better guides along these business plans. “Not only are they continuing to get high-quality technical training, they’re also getting industry-specialized training and they’re also beginning to get training around how to be a business advisor that’s thinking enterprise, not just tax,” said Mascareno. “A scaling of training to go beyond just the technical — and I don’t want to minimize the importance for technical and quality, that still remains fundamental — but in addition to that, knowing the industry and even sector, and what are the needs specific to those sectors that you’re using, in our firm.”
The industry-specific training is not new, said Mascareno, but it has been boosted by RSM’s survey insights. “All of our people are focused on certain specific industries and they get industry-specific training, and that’s been going on for some time. We’re going deeper on that, and then in addition to that, how do we help you become a business advisor? So you can spot other needs and other opportunities with our clients to help them drive their own value. So I think it makes for a more holistic business professional as opposed to just a technical expert, which I think is exciting for our people.”
An organization’s people, its “human capital,” was one of several sources of operational complexity highlighted in RSM’s economic research, along with technology, financial capital, globalization and the regulatory environment.
And while the RSM report redefines a crucial market and offers a guide for better serving its many sectors, the main operational challenges for today’s businesses can still be distilled down to the core pillars.
“I would almost put it in the context of people, process and technology, right?” Mascareno said. “Do you have the right people? Are these processes that you have today scalable? And do you have the right technology for today and the right technology platforms for the future for where you want to go?”
In solving these fundamental issues, RSM — armed with its research — aspires to a greater depth of understanding.
“So I’m not just here as a tax partner,” Mascareno explained. “I’m not just here as a technology partner. I’m not just here as a name-what-I-do partner. I’m here as an expert in your industry that understands the broader framework under which you operate. That understands the people, process and technology needs for companies in your space. And so no longer am I here just to solve this one thing and walk away. It’s to say, ‘How can I come alongside you as a client and help you understand?'”
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Accounting
Are you ready for it? 4 steps to successfully integrate AI into your operations
Published
2 weeks agoon
May 7, 2026

Over the last few years, AI has gone from being a novelty to a mission-critical business strategy for many accountants. Innovative, forward-thinking firms are using these tools to streamline manual tasks, ensure compliance and provide the best possible service to their clients. According to the 2025 Intuit QuickBooks
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However, AI adoption is at varying levels across the industry. While nearly every firm has begun experimenting with basic AI tools, many remain in a sandbox phase, hesitant to move toward full-scale integration due to perceived complexity or costs.No matter where you may fall on the integration spectrum, the fact remains: AI is rapidly reshaping the accounting industry. If you’ve delayed AI adoption in your business, you’ll want to create a focused plan to catch up.
Time is of the essence, but don’t sacrifice strategy for speed
Firms that are ready to take the leap from casual use to deep integration may find themselves in need of accelerated adoption, but speed should not come at the cost of strategy. Identify tangible, practical ways that easy-to-use tools can impact your business through automation. Having a strong strategic focus allows firms to implement workflow changes to streamline manual tasks, ensure compliance and provide excellent service to your clients.
To begin your AI journey, here is a four-step plan that firms can use to transition from experimentation to execution, in a safe, practical manner:
Step 1: Kick off your first AI project
As is the case with many things, getting started is often the most challenging step. While enthusiasm is high, uncertainty with implementation risks can cause hesitation. The key is to lower risk by embracing AI and implementing an intentional, phased approach. Begin by weaving AI tools into high-impact, low-risk tasks, such as summarizing meeting notes, drafting client or firm-wide memos, or translating complex concepts into easy-to-understand ideas. Monitor results carefully and, if these initial attempts need adjustment, be prepared to pivot to the next use case until you can clearly demonstrate that AI systems are delivering a measurable impact on your operations. From there, you can learn from early experiences, adapt strategy, and scale appropriately to complete more complex projects.
Step 2: Dig into your AI toolkit
The marketplace is crowded with AI-powered tools that promise to do everything from enhancing your workflows to improving the customer experience. It can be hard to know which ones are worth investing your time and money. Find a trusted source like a respected peer, or leverage your professional network to help discuss the tools that may be the best fit for achieving your business goals. You can also look within the tools you’re already using to see if they offer AI-powered features, which can help ease into the transition. Additionally, look for free high-quality education to upskill your team. For example, Anthropic offers a Claude AI University that provides excellent foundational resources for moving beyond basic prompts.
Step 3: Review an AI security checklist
An important element in AI implementation is security. With AI tools needing access to firm and client data to function, it leads to questions of how the data will be protected. This makes the right AI and cybersecurity strategy critical. Firms must proactively ensure that client data remains protected from today’s increasingly sophisticated threats by embracing an established cybersecurity framework such as
Step 4: Openly discuss AI usage with your clients
Once you’ve established the best way to use AI tools that meet your firm’s needs, you’ll want to communicate all of the advantages afforded by these tools to your clients. Make sure you highlight the benefits and simultaneously ensure you are addressing any potential concerns. It’s also important to get explicit consent from all clients if you’re sharing their information with the third-party tools you may use. While this might seem like an extra step, it will go a long way toward fostering a greater level of transparency and deepen trust between you and your clients.
Don’t get left behind
Adopting AI does not have to be intimidating, expensive or overly complex. Think of it as a strategic business move that will not only keep you competitive, but will potentially free you up to focus on keeping clients happy and growing your practice. By strategically focusing on these best practices, identifying AI use cases in a phased approach, evaluating the right tools for your business, ensuring client information is secure and clearly communicating your AI strategy, you’ll be AI-ready in no time.

The Financial Accounting Standards Board met this week to discuss its projects on accounting for transfers of cryptocurrency assets and enhancing the disclosures around certain digital assets, such as stablecoins.
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During Wednesday’s meeting, FASB’s board made certain tentative decisions, according to a
At a future meeting, the board plans to consider clarifying the derecognition guidance for crypto transfer arrangements to assess whether the control of a crypto asset has been transferred.
FASB also began deliberations on the
The board decided to provide illustrative examples in Topic 230, Statement of Cash Flows, to clarify whether certain digital assets such as stablecoins can meet the definition of cash equivalents. It also decided to include the following concepts in the illustrative examples:
- Interpretive explanations that link to the current cash equivalents definition;
- The amount and composition of reserve assets; and,
- The nature of qualifying on-demand, contractual cash redemption rights directly with the issuer.
FASB plans to clarify that an entity should consider compliance with relevant laws and regulations when it’s creating a policy concerning which assets that satisfy the Master Glossary definition of the term “cash equivalents“ will be treated as cash equivalents.
“I agree with the staff suggestion to look at examples,” said FASB vice chair Hillary Salo. “From my perspective, I think that is going to help level the playing field. People have been making reasonable judgments. I agree with that. And I think that this is really going to help show those goalposts or guardrails of what types of stablecoins would be in the scope of cash equivalents, and which ones would not be in the scope of cash equivalents. I certainly appreciate that approach, and I think it has the least potential impact of unintended consequences, because I do agree with my fellow board members that we shouldn’t be changing the definition of cash equivalents, and it’s a high bar to get into the cash equivalent definition.”
“I’m definitely supportive of not changing the definition of cash equivalents,” said FASB chair Richard Jones. “I believe that’s settled GAAP in a way, and we’re not really seeing a call to change it for broader issues. I am supportive of the example-based approach. The challenge with examples, though, is everybody’s going to want their exact pattern, but that’s not what we’re doing.”
The examples will explain the rationale for how digital assets such as stablecoins do or do not qualify as cash equivalents and give a roadmap for other types of digital assets with varying fact patterns to be able to apply.
“We really don’t want to be as a board facing a situation where something was a cash equivalent and then no longer is at a later date,” said Jones. “That’s not good for anyone, so keeping it as a high bar with certain rigid criteria, I think, is fine.”
Stablecoins are supposed to be pegged to fiat currencies such as U.S. dollars and thus provide more stability to investors. “In my view, while a stablecoin may meet the accounting definition established for cash equivalents, not every one of those stablecoins in the cash equivalent classification represents the same level of risk,” said FASB member Joyce Joseph.
She noted that the capital markets recognize the distinctions and have established a Stablecoin Stability Assessment Framework to evaluate a stablecoin’s ability to maintain its peg to a fiat currency. Such assessments look at the legal and regulatory framework associated with the stablecoin, and provide investors with information that could enable them to do forward-looking assessments about the stability of the stablecoin.
“However, for an investor to consider and utilize such information for a company analysis the financial statement disclosures would need to include information about the stablecoin itself,” Joseph added. “In outreach, the staff learned that investors supported classifying certain stablecoins as cash equivalents when transparent information is available about the entities at which the reserve assets are held. Therefore, in my view, taking all of this into consideration a relevant and informative company disclosure would include providing investors with the name of the stablecoin and the amount of the stablecoin that is classified as a cash equivalent, so investors can independently assess the liquidity risks more meaningfully and more comprehensively by utilizing broader information that is available in the capital markets and its emerging information.”
Such information could include the issuer, reserves, governance and management, she noted, so investors would get a more holistic look at the risks that holding the stablecoin would entail for a given company.
The board decided to require all entities to disclose the significant classes and related amounts of cash equivalents on an annual basis for each period that a statement of financial position is presented.
Entities should apply the amendments related to the classification of certain digital assets as cash equivalents on a modified prospective basis as of the beginning of the annual reporting period in the year of adoption.
FASB decided that entities should apply the amendments related to the disclosure of the significant classes and amounts of cash equivalents on a prospective basis as of the date of the most recent statement of financial position presented in the period of adoption.
The board will allow early adoption in both interim and annual reporting periods in which financial statements have not been issued or made available for issuance.
FASB also decided to permit entities to adopt the amendments to be illustrated in the examples related to the classification of certain digital assets as cash equivalents without the need to perform a preferability assessment as described in Topic 250, Accounting Changes and Error Corrections.
The board directed the staff to draft a proposed accounting standards update to be voted on by written ballot. The proposed update will have a 90-day comment period.
Accounting
Lawmakers propose tax and IRS bills as filing season ends
Published
1 month agoon
April 17, 2026

Senators introduced several pieces of tax-related legislation this week, including measures aimed at improving customer service at the Internal Revenue Service, cracking down on tax evasion and curbing the carried interest tax break, in addition to efforts in the House to repeal the Corporate Transparency Act.
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Senators Bill Cassidy, R-Louisiana, and Mark Warner, D-Virginia, teamed up on introducing a bipartisan bill, the
The bill would establish a dashboard to inform taxpayers of backlogs and wait times; expand electronic access to information and refunds; expand callback technology and online accounts; and inform individuals facing economic hardship about collection alternatives.
“Taxpayers deserve a simple, stress-free experience when dealing with the IRS,” Cassidy said in a statement Wednesday. “This bill makes the process quicker and easier for taxpayers to get the information they need.”
He also mentioned the bill during a
“I’m happy to meet with the team … and do all I can to make it as good as you want it to be,” said Bisignano.
“My bill would equip the IRS with the legislative mandate to create an online dashboard so that taxpayers can monitor average call wait time and budget time accordingly,” said Cassidy. He noted that the bill would allow a callback for taxpayers that might need to wait longer than five minutes to speak to a representative, and establish a program to identify and support taxpayers struggling to make ends meet by providing information about alternative payment methods, such as installments, partial payments and offers in compromise.
“I know people are kind of desperate and don’t know where to turn for cash, so I think this could really ease anxiety,” he added. “This legislation is bipartisan and is likely to pass this Congress.”
Cassidy and Warner
“Taxpayers shouldn’t have to jump through hoops to get basic answers from the IRS — and in the last year, those challenges have only gotten worse,” Warner said in a statement. “I am glad to reintroduce this bipartisan legislation on Tax Day to ease some of this frustration by increasing clear communication and making IRS resources more readily available.”
Stop CHEATERS Act
Also on Tax Day, a group of Senate Democrats and an independent who usually caucuses with Democrats teamed up to introduce the Stop Corporations and High Earners from Avoiding Taxes and Enforce the Rules Strictly (Stop CHEATERS) Act.
Senate Finance Committee ranking member Ron Wyden, D-Oregon, joined with Senators Angus King, I-Maine, Elizabeth Warren, D-Massachusetts, Tim Kaine, D-Virginia, and Sheldon Whitehouse, D-Rhode Island. The bill would provide additional funding for the IRS to strengthen and expand tax collection services and systems and crack down on tax cheating by the wealthy.
“Wealthy tax cheats and scofflaw corporations are stealing billions and billions from the American people by refusing to pay what they legally owe, and far too many of them are getting a free pass because Republicans gutted the enforcement capacity of the IRS,” Wyden said in a statement. “A rich tax cheat who shelters mountains of cash among a web of shell companies and passthroughs is likelier to be struck by lightning than face an IRS audit, and Republicans want to keep it that way. This bill is about making sure the IRS has the resources it needs to go after wealthy tax cheats while improving customer service for the vast majority of American taxpayers who follow the law every year.”
Earlier this week. Wyden also
The Stop CHEATERS Act would provide the IRS with additional funding for tax enforcement focused upon high-income tax evasion, technology operations support, systems modernization, and taxpayer services like free tax-payer assistance.
“As Congress seeks ways to fund much-needed policy priorities and address our growing national debt, there is one common sense solution that should have unanimous bipartisan support: let’s enforce the tax laws already on the books,” said King in a statement. “Our legislation will make sure the IRS has the resources it needs to confront the gap between taxes owed and taxes paid – while ensuring that our tax enforcement professionals are focused on the high-income earners who account for the most tax evasion. This is a serious problem with an easy solution; let’s pass this legislation and make sure every American pays what they owe in taxes.”
Carried interest
Wyden, King and Whitehouse also teamed up on another bill Thursday to close the carried interest tax break for hedge fund managers that
Carried interest is a form of compensation received by a fund manager in exchange for investment management services, according to a
Under the bill, the
“Our tax code is rigged to favor ultra-wealthy investors who know how to game the system to dodge paying a fair share, and there is no better example of how it works in practice than the carried interest loophole,” Wyden said in a statement. “For several decades now we’ve had a tax system that rewards the accumulation of wealth by the rich while punishing middle-class wage earners, and the effect of that system has been the strangulation of prosperity and opportunity for everybody but the ultra-wealthy. There are a lot of problems to fix to restore fairness and common sense to our tax code, and closing the carried interest loophole is a great place to start.”
Repealing Corporate Transparency Act
The House Financial Services Committee is also planning to markup a bill next Tuesday that would fully repeal the Corporate Transparency Act, which has already been significantly
If enacted, the repeal would eliminate beneficial ownership reporting requirements, removing a transparency measure designed to help law enforcement and national security officials identify who is behind U.S. companies.
“This repeal would turn the United States back into one of the easiest places in the world to set up anonymous shell companies, something Congress worked for years to fix,” said Erica Hanichak, deputy director of the FACT Coalition, in a statement. “These entities are routinely used to facilitate corruption, financial crime, and abuse. Rolling back the CTA doesn’t just weaken transparency, it signals to bad actors around the world that the U.S. is once again open for illicit business.”
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