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 “One, the definition was outdated in terms of revenue.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.”
Sam Mascareno
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?'”
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.
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.
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.