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Show financial leadership via the art of storytelling

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Think about people who have captured your attention with a great story. How did the narrative influence your connection to that person and help you understand the wisdom and insights they were sharing with you?

When most people hear the word “storytelling,” they think about movies, novels, theater and folklore. But storytelling has many practical applications for accountants. As financial professionals, we can use storytelling to connect financial data to real-world scenarios, customer needs, and industry trends. By doing so, those connections become more vivid for the listener and easier to understand. Our profession is so used to talking in numbers that we sometimes forget to explain the story that those numbers are telling us. As a financial leader, you can use storytelling to engage and inform your audience on a deeper level and become a better business partner for your clients.

When an organization veers off track, accountants must become truth-tellers who hold the organization accountable to its mission. That means setting reasonable guidelines. It also means throwing out the script and not letting an unnecessary process kill creativity. By the way, a firm’s best storytellers are often not in the executive suite. They are often the employees closest to the action and on the front lines of service. 

In my new book, Green Shades: Accountants Aren’t Supposed To Die This Way, the protagonist Dex McCord is a masterful storytelling CPA who solves problems in unique ways. He is confident without being arrogant. He has a gift for building relationships and gaining the trust of all kinds of people wherever he goes in the world. McCord has learned how to use storytelling to tap into people’s emotional side to get his points across in a way that just running the numbers cannot. 

7 storytelling hints

As an accountant, how do you tell a compelling story? Here are a seven storytelling hints:

  1. Know your audience. This first step is crucial. It helps you determine how long the story should be and which topics they can relate to.
  2. Make them care about the characters in your story.
  3. Set the scene with visuals that they can almost feel.
  4. Know your punchline or point that you need to make.
  5. Engage your audience with energy. Let them see how passionate you are about a topic.
  6. Use tension, conflict and discourse to demonstrate the need for urgency.
  7. End with a heartfelt and impactive conclusion.

During one of my IPO roadshows in the late 1990s, the CEO of my employer at the time was a great communicator who mastered the seven story-telling tactics above. He told a great “story” to potential investors about the dangers of Y2K and the risks of a catastrophic technology meltdown due to the quickly approaching Year 2000 changeover from 1999. He would tell potential investors that several Fortune 500 chief technology officers were scrambling to find talent to correct the Y2K problem but faced a significant shortage of IT professionals in the U.S. due to work visa issues.

Our company in Barbados had a new near-shore IT staffing solution with over 700 software engineers from India at a cost-effective price. Those engineers would save the day for many of our CEO’s chief technology officer friends. I got to see firsthand how sharing compelling stories with your audience makes it easier for people to relate to you. As a result, you can form better working relationships and secure significant investor capital.

Likewise, in my book Green Shade$, I try to grab the reader’s attention right from Page One with a compelling story: “A public accounting audit partner was being pulled by his feet behind a new Aquariva Super, an Italian speedboat capable of 41 knots. The ski rope was taut. His hands were tied behind his back and his head was bouncing off the water” (see excerpt of Chapter 1 at www.CPA-Author.com). The reader naturally wants to know who the audit partner is, and why he’s being dragged behind a speedboat. Is he a thrill-seeker or just being tortured? If he’s being tortured, then why? Did this incident have something to do with his job? My hope as an author and storyteller is that most readers will stay engaged long enough to find out. 

Storytelling builds trust

Storytelling is also about building trust. As accountants, how can we expect people to trust us and be influenced by us when we don’t let them know who we are? We should create stories that demonstrate our trustworthiness in different situations by adding personal characteristics that prove our trustworthiness. For example, we can share a story about previous stakeholders who trusted us and who had success. Or we can share personal volunteer experiences that demonstrate our willingness to serve others. It’s imperative that you make the connection with your personal story before trying to earn trust.

CPAs, accountants and auditors often need to drive qualitative and quantitative outcomes by using data to tell their story. It’s common that finance mavens use storytelling to guide their associates to the “why’s” and “benefits” of an idea. Your story should start with a vision or principal change. From that vision, you can create components that can be used to move the audience toward a movement. The goal is to make people feel more comfortable and committed about a decision or process based on numbers and dollars. One good storytelling method taught by my employer, the American Management Association, to finance organizations around the world is SPAR:

  • Situation: Identify a situation that will be the central theme for the story.
  • Problem: Link a problem that is associated or resulted from a situation. 
  • Action: Add the solution and actions that you took to remedy the problem, keep it clear and concise.
  • Results: Find the return on investment, which speaks to your organization’s focus on solving a problem.

The SPAR model enables accountants to tell the truth first and then allow objections to be aired later in an organic manner. 

Good storytelling is everyone’s responsibility and co-creating stories are among a company’s greatest assets. So go ahead, create an energetic story that galvanizes your fellow employees to action and motivates them to get on board with a vision. As Franklin Roosevelt said, “People don’t care how much you know until they know how much you care.”

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Accounting

Cohen & Co to acquire Tassi and Company

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Cohen & Co, a Top 50 Firm based in Cleveland, is acquiring Tassi and Company, based in the northwest suburbs of Chicago.

Tassi and Company provides accounting and consulting services tailored to the real estate industry. The deal is expected to close at the end of March and will enhance Cohen’s national real estate service offering and expand its presence in the Chicago market.Tasso was founded by Joe Tassi in 1990 and has approximately 35 employees. The firm serves real estate owners, developers, managers and investors. It offers outsourced fund and partnership accounting, property management and development accounting, construction draw accounting and tax services.

Financial terms of the deal were not disclosed. Cohen has 88 partners and will be adding three people from Tassi — Joe Tassi, Terri Nietzel and Gretchen Sampson — as new partners.

Cohen & Co. ranked No. 43 on Accounting Today’s 2025 list of the Top 100 Firms, with 187.51 million in annual revenue and 781 employees.

 “We are excited to welcome Tassi and Company to our firm,” says Cohen & Co CEO Chris Bellamy in a statement Thursday. “The real estate and construction industry is an important growth area and one that we’ve made a priority for investment. This transaction will provide additional expertise and scale for the benefit of our clients, as well as new career path opportunities for employees of both firms.”

 “Cohen & Co shares our core cultural and entrepreneurial philosophies rooted in client service and taking care of our people,” said Tassi in a statement. “This is the natural next step for our firm as we plan for our future. We are impressed with Cohen & Co and are confident our clients and teammates will benefit from their leadership and strategic vision.”

The Tassi team will remain in their current Deer Park, Illinois, office space. Combined with Cohen & Co’s existing downtown Loop location, Chicago will becomes one of Cohen & Co’s largest geographic markets.

 Calfee, Halter & Griswold LLP served as legal counsel to Cohen & Co. Creative Planning, LLC served as legal counsel to Tassi and Company.

 Cohen & Co announced a strategic growth investment from Lovell Minnick Partners, a private equity firm, last October. The firm’s most recent acquisition was Cleveland-based Tax and Wealth Management, Inc., which closed in January of this year.

In 2023, Cohen added Szymkowiak & Associates CPAs and its affiliate, Pear Consultants LLC, in Buffalo, New York, as well as BBD’s Investment Management Group, a Philadelphia-based provider of audit and tax services for registered and unregistered investment companies. In 2017, it added Arthur Bell, a firm that specialized in auditing mutual funds, exchange-traded funds, hedge funds and investment advisors. 

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Stop settling: A young CPA’s guide to finding your industry niche

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As Mahatma Gandhi famously said, “If you don’t ask, you don’t get it.” I bring this up because young accountants (and soon-to-be accounting graduates) are increasingly telling me they must take any assignment their firm gives them. 

I understand not wanting to make “waves” when you’re just starting your career. But if you don’t have a clear vision of your future self as a CPA, then you’re never going to get there. And when you continually settle, you could be on the fast-track to burn out. Tri-Merit’s CPA Career Satisfaction Survey, among other studies, have shown that burnout is not only caused by long hours and constant stress. It can also be caused by boredom or just feeling increasingly disengaged from your job and your colleagues.

In a perfect world, your company or firm should collaborate with you to align your work with your career goals. This is huge for recruiting and retaining top talent like you. Unfortunately, it doesn’t always work out that way. That means you need to take charge of controlling your career and for being your own advocate. That means getting clear about your passions. 

Identifying your passions

I’ve had a lifelong love affair with entertainment, gaming and numbers. As a child I always claimed the role of banker when playing Monopoly. Growing up, I loved playing video games with my siblings too, whether it was Mario Kart battles or teaming up in co-op adventures. Outside, we spent hours playing football and basketball where competition and strategy were just as exciting. That drive for competition and the thrill of winning — whether in video games or sports — fueled my love for gaming.

Watching characters evolve and worlds unfold has always inspired me. It’s part of what drives my passion for connecting finance to these industries. In many ways, a financial statement is a big puzzle to solve.

I started my career at the Big Four firm where I had interned in college. I was thrilled to have a job at such a prestigious firm even though I knew my first stop — auditing for a large retail chain in Florida — was not where I wanted to spend my career. To lay the groundwork for a transfer to a more interesting area, I made sure I was always one of our group’s strongest performers and used my spare time to scour the firm’s website to identify the partners and managers in charge of the media and entertainment practice. I stayed up on current events in the entertainment industry and even took CPE courses to learn more about accounting issues and nuances of the media and entertainment business.

Once the retail audit in Florida was done, I reached out to my resource director and asked if she knew of any job openings in the media and entertainment practice. The firm had NBC as a client in Los Angeles and New York. It had just opened up a smaller audit for the Puerto Rico division that was headed up in Florida. I liked my chances. But the retail group needed someone year-round in my role. Since I was one of the strongest performers, they didn’t want me to go. So, I kept working hard but never stopped pushing for a transfer and was finally offered an audit assignment for NBC New York. Right before I accepted the transfer, an older colleague I was close with told me that if I really wanted a career as an entertainment industry accountant, then I would have to be in Los Angeles where all the action was. Plus, I didn’t want to go back to the cold weather after my time in Florida.

Instead of moving to New York, I kept looking for opportunities on the West Coast. Eventually, a recruiter told me about Siegried, a nationwide leadership and financial advisory firm with a growing presence in the Los Angeles entertainment market. I flew out for a weekend interview. I was hired soon thereafter as a 23-year-old senior accountant and moved to LA. 

I quickly got exposure to entertainment industry leaders such as Caesars and Fox. The Fox assignment was especially rewarding as we had to create 16 new financial statements from scratch for different parts of the company that never had their own financial statements before.

From Siegfried, I moved on to Netflix and ITV America before starting my own firm, KCK CPA, which provides accounting and financial advisory services to entertainment and cryptocurrency companies. I had always been interested in entrepreneurship, so going out on my own felt like a natural career progression. I even started CPAcon, a conference designed to help change the narrative in accounting and to bring excitement, competition and community through gamified learning into the profession. CPAcon is essentially the accounting industry’s Super Bowl!

5 keys to charting your ideal career path

1. Clarify your goals: Understand why you’re passionate about an industry and how it aligns with your skills and career aspirations. Even if you don’t know what your true passion in life is, that’s OK. What types of things do you find yourself doing when nobody is forcing you to do it? What energizes you? For example, if you like shopping, you could look into career opportunities in retail. If you love cooking and hosting dinner parties, you could consider the restaurant or hospitality industry. Try to get part-time jobs or internships in those industries, so you’ll get a feel for which parts of the industry you like and which parts you don’t like before making a full-time commitment there.

2. Do your research: Learn about your current (or prospective) firm’s involvement in your desired industry. The web and AI have made it incredibly easy to do research on targeted companies and industries. But you must also get out and talk to people in those industries and ask them what their experiences have been like. Also talk to the managers and their direct reports at your firm who are working in your targeted industry. They’re tasked with helping to develop talent and so they’ll appreciate knowing what you’re really interested in and think you might be good at. Lean into face-to-face interaction, even if that makes you uncomfortable at first.

3. Show your value: Highlight your performance and explain how your interests could benefit the firm, such as bringing fresh perspectives or expanding the client base. There’s always a need for fresh ideas and approaches in our profession. Accounting firms are prone to SALY (Same as Last Year) thinking. But you’re young. You can bring in a fresh take such as: “Hey, I understand how you guys do this. But I learned this: x, y and z. Do you think this would be interesting to you?” They might not agree, but it shows you have an interest in their business and that you’re taking the initiative to learn. That will help you stand out.

4. Have a thoughtful conversation: Schedule a meeting with the managers and resource directors at your firm to discuss your career development, share your interests and propose actionable steps, like taking on relevant projects or clients. They usually have control over your schedule and how your time is allocated at the firm. Make them your allies. 

5. Be patient but persistent: The influencers you’re trying to reach are busy people and may not have the same sense of urgency as you do. This is one of the hardest lessons for young professionals to learn. Just because you sent someone a text or email doesn’t mean they’re going to drop everything to read it. You must keep reminding them who you are and what you’re seeking. You may need to follow up every week or two (put it in your calendar or reminder tool) to keep the heat on. Don’t worry about being too pushy —- they’ll let you know if you’re over-stepping. More often than not, they’ll appreciate the courteous, professional reminders. 

No one knows you better than yourself and it’s on you — not your employer — to chart your most fulfilling career path. Be your own advocate. My journey from retail auditing to entertainment industry accounting wasn’t just luck — it was the result of careful planning, persistent networking and a clear vision of where I wanted to go. You can too.

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Accounting

Wealthy tax cheats set to benefit from Trump plans to halve IRS

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Cutting IRS staffing in half over the next 10 months would mean less help and longer waits for many U.S. taxpayers and increase the risk that wealthy tax cheats escape paying what they owe.

It also would leave the Internal Revenue Service with its smallest workforce since at least the 1960s, according to official IRS data.

The Trump administration plans to cut the number of IRS employees in half by the end of the year, Bloomberg Tax reported Tuesday. But gutting the workforce so dramatically and so quickly could mean slower refunds and processing of returns for many Americans, taking the agency back to the difficulties it experienced before an infusion of tens of billions in new funding under the 2022 tax-and-climate law known as the Inflation Reduction Act, according to tax professionals.

“This strikes me as foolhardy, unless your intention is to bankrupt the US government by essentially making tax-paying optional,” said Kimberly Clausing, a tax law professor at the University of California at Los Angeles and a former Treasury Department official under President Joe Biden. “I think the approach they’re following so far seems to be taking a wrecking ball to the system without concern for the consequences.”

The planned job cuts in an IRS workforce that in January was roughly 100,000 would come across the agency. They would include attrition, layoffs, and two already-announced efforts: the firing of probationary employees, and Trump adviser Elon Musk’s “deferred resignation” plan, under which some employees have resigned in exchange for getting paid through this September.

About 12,000 employees have already left the agency under those two efforts.

“The IRS needs more people, not less,” said Lee Meyercord, a partner at Holland & Knight. Job cuts like these “will reverse the dramatic improvement in recent years in taxpayer service, collection, and enforcement.”

Tax cheats “will sleep better at night,” Clausing said, anticipating that audits of wealthy people would be more drawn-out, less efficient, and less probing when they happen at all.

Structure changes, uncertainty

Not everyone has the same view of the workforce changes.

Halving staff numbers “will force the IRS to rethink how it’s structured and how it operates,” said David Kautter, federal specialty tax leader at RSM US LLP and a former Treasury Department tax official during President Donald Trump’s first term. The administration still wants to collect taxes, but the huge cuts are an expression of the idea that the IRS “needs to change” and “do something different,” he said.

But large staffing cuts would mean longer waits for taxpayers to resolve disputes with the IRS, said Nikole Flax, a principal at PricewaterhouseCoopers and a former commissioner of the IRS’s Large Business & International division.

There would be “less opportunities for tax certainty” if dispute-resolution programs like appeals, fast-track settlement and advance pricing agreements become less accessible to taxpayers, she said.

Longer waits on dispute resolution would also cost companies money, in the form of continuing legal fees and interest that keeps accruing on their tax bills.

‘Distrust of the government’

Which areas will feel the greatest impact will depend on exactly where the job cuts ultimately are made, said Monte Jackel, principal at Jackel Tax Law and a former IRS official. Whether they’re from employees generally or focused on IRS divisions such as LB&I and the Office of Chief Counsel; whether they’re primarily in Washington or outside Washington.

“I don’t know how they’re going to prioritize it,” Jackel said.

The consequences of the job cuts could be long-lasting, said Janet Holtzblatt, senior fellow at the Urban-Brookings Tax Policy Center.

Next year’s filing season was already looking “shaky” anyway, she said, because IRS funding via the Inflation Reduction Act is supposed to dry up by the end of this year, and layoffs will only deepen the problems with IRS performance.

“In combination, it adds to the distrust of the government and it creates further vulnerabilities in the IRS’s ability to administer the tax code,” Holtzblatt said.

The threat of major job cuts has already decimated morale among IRS employees, said David Carrone, an IRS revenue agent and a chapter president for the National Treasury Employees Union in Arkansas and Louisiana.

“Your whole routine is gone. You’re waiting for that tap on your shoulder,” Carrone said. Employees continue to do their work, he said, but “the reality of the situation is everybody’s head is spinning.”

Kautter said the job cuts will spur the agency to adopt technology rapidly to carry out its work.

But improved IRS technology isn’t a substitute for the people needed to conduct complex audits of wealthy people’s complicated returns that are needed to force them to pay up, Carrone said.

“The computer can’t catch those.”

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