Connect with us

Accounting

Standing out from the CAS crowd

Published

on

Many accounting firms these days are implementing client advisory services. This is why niching down your CAS firm makes a lot of sense. A niche client focus can direct your time and resources toward a target market that is specific. It allows your firm to tailor the services and deliverables to one type of client.

One of the greatest advantages of niching is that it helps a CAS firm be unique in a crowded market. It’s a lot easier to position your services when you know exactly the type of client you work with. Many firms take a generalized approach and work with everyone. How do you stand out when you offer the same services to anyone who will give you their credit card?

When you’re competing in a generalized space, it’s limited to how you can compete. One of the big ways is on price. If you’re competing on price, it’s always a race to the bottom. The margins dwindle and it’s hard to scale or even pay yourself a proper income. Everyone and their dog are trying undercut you.

That is not to say that you can’t thrive as a generalist firm. Many firms are and have been for a long time. Today it’s getting harder to stand out as more and more new CAS firms open. Many existing firms are also starting to add CAS. This makes for a more competitive market. Because of this, the need to differentiate becomes even more imperative.

By niching into a particular industry, you start to understand that world. You know what accounting challenges these businesses have. This makes it easy to create a very specific set of accounting deliverables for them. You can package those deliverables into a service that you sell to that market. 

Think of it as creating an “accounting product” instead of a package of services. You could even go one step further and give the product a name which will help set you apart even more. 

From a marketing perspective, it’s important to understand your market/clients. This is the foundation of great marketing. It’s hard to market to ideal clients if you don’t understand the nuances of their world. These nuances then become a part of your messaging and valuable proposition. It also plays into your entire marketing strategy.

When you have this dialed in, it’s easy to craft a solid value proposition. There are three things you want to include into your value proposition:

  • The specific clients you work with;
  • The market/industry challenge(s) that you solve; and,
  • The solution (product or service) you use to solve that challenge

It’s so much easier to position your firm when your value proposition is crystal clear. There is no ambiguity in your messaging. When people see it, they know right away how you can solve their challenges.

To illustrate this, let’s say your CAS firm serves the HVAC industry. If you were to put this into a short and concise value proposition, it may look like this:

“We help HVAC companies uncover money they didn’t know they had using our all-in-one accounting advisory solution so they can redirect it towards buying more trucks to take on more jobs.”

This, of course, is an example. I haven’t the slightest clue what the accounting challenges of HVAC companies are. One thing to note: The message is clear. It tells you exactly who you work with, the challenge you solve, and how you do that. If an HVAC company is having this issue, more than likely they’re calling you.

When you have your value proposition in place, you can start basing your marketing around it. You’ll now be laser-focused on where to spend your marketing budget. Instead of trying to appeal to everyone, you can now use your energy to get in front of your niche.

Serving a specific market and getting your firm out in front of it also positions you as the expert. People and businesses want to work with the best. Being perceived as an expert will also help you attract better and higher-paying clients — the clients who have no issues spending what they need to get their problem solved.

Aside from the marketing, having a niche firm has many other benefits. I won’t go in-depth about them here, but one thing is operations: They become more streamlined. You will be able to create very specific processes and systems and have one set of deliverables. Fewer moving parts, easier to train staff on how to fulfill, and it’s predictable.

Conclusion

There are many benefits to having a niche CAS firm — or a full-service firm for that matter. By articulating exactly who you work with, the problem you solve, and how you do that, will set your firm apart.

Many businesses want to work with firms that understand their business and industry. Get out in front of those businesses and share your value proposition. When someone asks what your firm does, there should be no hesitation. Tell them you work with a specific industry, and you have a service or product that can help them. People will take notice.

The accounting profession is competitive. Not having a solid value proposition will blend your firm into the background. When that happens, in the eyes of clients you’re just another accounting firm. If someone asks how you’re different and you’re blended into the background, it will be hard to answer. Make answering that question easy by getting your value proposition dialed in.

Continue Reading

Accounting

FASB proposes guidance on accounting for government grants

Published

on

The Financial Accounting Standards Board issued a proposed accounting standards update Tuesday to establish authoritative guidance on the accounting for government grants received by business entities. 

U.S. GAAP currently doesn’t provide specific authoritative guidance about the recognition, measurement, and presentation of a grant received by a business entity from a government. Instead, many businesses currently apply the International Financial Reporting Standards Foundation’s International Accounting Standard 20, Accounting for Government Grants and Disclosure of Government Assistance, by analogy, at least in part, to account for government grants.

In 2022 FASB issued an Invitation to Comment, Accounting for Government Grants by Business Entities—Potential Incorporation of IAS 20, Accounting for Government Grants and Disclosure of Government Assistance, into GAAP. In response, most of FASB’s stakeholders supported leveraging the guidance in IAS 20 to develop accounting guidance for government grants in GAAP, believing it would reduce diversity in practice because entities would apply the guidance instead of analogizing to it or other guidance, thus narrowing the variability in accounting for government grants.

Financial Accounting Standards Board offices with new FASB logo sign.jpg
FASB offices

Patrick Dorsman/Financial Accounting Foundation

The proposed ASU would leverage the guidance in IAS 20 with targeted improvements to establish guidance on how to recognize, measure, and present a government grant including (1) a grant related to an asset and (2) a grant related to income. It also would require, consistent with current disclosure requirements, disclosure about the nature of the government grant received, the accounting policies used to account for the grant, and significant terms and conditions of the grant, among others.

FASB is asking for comments on the proposed ASU by March 31, 2025.

“It will not be a cut and paste of IAS 20,” said FASB technical director Jackson Day during a session at Financial Executives International’s Current Financial Reporting Insights conference last week. “First of all, the scope is going to be a little bit different, probably a little bit more narrow. Second of all, the threshold of recognizing a government grant will be based on ‘probable,’ and ‘probable’ as we think of it in U.S. GAAP terms. We’re also going to do some work to make clarifications, etc. There is a little bit different thinking around the government grants for assets. There will be a deferred income approach or a cost accumulation approach that you can pick. And finally, there will be different disclosures because the disclosures will be based on what the board had previously issued, but it does leverage IAS 20. A few other things it does as far as reducing diversity. Most people analogized IAS 20. That was our anecdotal findings. But what does that mean? How exactly do they do that? This will set forth the specifics. It will also eliminate from the population those that were analogizing to ASC 450 or 958, because there were a few of those too. So it will go a long way in reducing diversity. It will also head down a model that will be generally internationally converged, which we still think about. We still collaborate with the staff [of the International Accounting Standards Board]. We don’t have any joint projects, but we still do our best when it makes sense to align on projects.”

Continue Reading

Accounting

In the blogs: Questions for the moment

Published

on

Fighting scope creep; QCDs as the year ends; advising ministers; and other highlights from our favorite tax bloggers.

Questions for the moment

  • CLA (https://www.claconnect.com/en/resources?pageNum=0): One major question of the moment: What can nonprofits expect from future federal tax policies?
  • Mauled Again (http://mauledagain.blogspot.com/): Not long ago, about a dozen states would seize property for failure to pay property taxes and, instead of simply taking their share of unpaid taxes, interest, and penalties and returning the excess to the property owner, they would pocket the entire proceeds of the sales. Did high court intervention stem this practice? Not so much.
  • TaxConnex (https://www.taxconnex.com/blog-): What are the best questions to pin down sales tax risk and exposure?
  • Current Federal Tax Developments (https://www.currentfederaltaxdevelopments.com/): In Surk LLC v. Commissioner, the Tax Court was presented with the question of basis computations related to an interest in a partnership. The taxpayer mistakenly deducted losses that exceeded the limitation in IRC Sec. 704(d), raising the question: Should the taxpayer reduce its basis in subsequent years by the amount of those disallowed losses or compute the basis by treating those losses as if they were never deducted?

Creeping

On the table

  • Don’t Mess with Taxes (http://dontmesswithtaxes.typepad.com/): What to remind them, as end-of-year planning looms, about this year’s QCD numbers.
  • Parametric (https://www.parametricportfolio.com/blog): If your clients are using more traditional commingled products for their passive exposures, they may not know how much tax money they’re leaving on the table. A look at possible advantages of a separately managed account. 
  • Turbotax (https://blog.turbotax.intuit.com): Whether they’re talking diversification, gainful hobby or income stream, what to remind them about the tax benefits of investing in real estate.
  • The National Association of Tax Professionals (https://blog.natptax.com/): Q&A from a recent webinar on day cares’ unique income and expense categories.
  • Boyum & Barenscheer (https://www.myboyum.com/blog/): For larger manufacturers, compliance under IRC 263A is essential. And for all manufacturers, effective inventory management goes beyond balancing stock levels. Key factors affecting inventory accounting for large and small manufacturing businesses.
  • U of I Tax School (https://taxschool.illinois.edu/blog/): What to remind them — and yourself — about the taxation of clients who are ministers.
  • Withum (https://www.withum.com/resources/): A look at the recent IRS Memorandum 2024-36010 that denied the application of IRC Sec. 245A to dividends received by a controlled foreign corporation.

Continue Reading

Accounting

PwC funds AI in Accounting Fellowship at Bryant University

Published

on

PwC made a $1.5 million investment to Bryant University, in Smithfield, Rhode Island, to fund the launch of the PwC AI in Accounting Fellowship.

The experiential learning program allows undergraduate students to explore AI’s impact in accounting by way of engaging in research with faculty, corporate-sponsored projects and professional development that blends traditional accounting principles with AI-driven tools and platforms. 

The first cohort of PwC AI in Accounting Fellows will be awarded to members of the Bryant Honors Program planning to study accounting. The fellowship funds can be applied to various educational resources, including conference fees, specialized data sheets, software and travel.

PwC sign, branding

Krisztian Bocsi/Bloomberg

“Aligned with our Vision 2030 strategic plan and our commitment to experiential learning and academic excellence, the fellowship also builds upon PwC’s longstanding relationship with Bryant University,” Bryant University president Ross Gittell said in a statement. “This strong partnership supports institutional objectives and includes the annual PwC Accounting Careers Leadership Institute for rising high school seniors, the PwC Endowed Scholarship Fund, the PwC Book Fund, and the PwC Center for Diversity and Inclusion.”

Bob Calabro, a PwC US partner and 1988 Bryant University alumnus and trustee, helped lead the development of the program.

“We are excited to introduce students to the many opportunities available to them in the accounting field and to prepare them to make the most of those opportunities, This program further illustrates the strong relationship between PwC and Bryant University, where so many of our partners and staff began their career journey in accounting” Calabro said in a statement.

“Bryant’s Accounting faculty are excited to work with our PwC AI in Accounting Fellows to help them develop impactful research projects and create important experiential learning opportunities,” professor Daniel Ames, chair of Bryant’s accounting department, said in a statement. “This program provides an invaluable opportunity for students to apply AI concepts to real-world accounting, shaping their educational journey in significant ways.”

Continue Reading

Trending