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The path to profitability for accounting firms: Upsell to advisory

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All accounting firms want to be more profitable. But how?

How can accounting firms become more profitable when the commoditization of compliance work is forcing fees lower and lower?

Well, to become more profitable firm owners need to look to new services. Specifically, firm owners need a new service that has higher margins, cannot be automated, is in demand, and is something that a financial professional is uniquely suited to provide.

The perfect answer? Advisory services.

Simply put, advisory services (sometimes referred to as outsourced or fractional CFO services) are a consulting service in which you use your expertise and knowledge to help guide your clients to create a growing and more profitable business. Crucially, advisory services differ from business coaching in two major ways:

  • First, you rely on the financial data of your clients to drive your advice.
  • Second, you’re already a trusted financial professional. From the perspective of your clients, you’re ideally suited to provide the advice they desperately want.

In a previous article, I introduced the three most popular types of advisory services and went into detail on how you could add advisory services as an enhancement to your firm. In this article, you’ll learn about the next option: advisory as an upsell.
 
Advisory as an upsell

A firm using the upsell model of advisory services offers tax, accounting and/or bookkeeping services. However, it has the explicit goal of upselling its clients to higher-margin advisory services.

These firms will either train existing staff to be advisors or they’ll delegate tax and/or bookkeeping work to lower-level staff, and more senior staff will handle the advisory part of the service. The firm’s owner will usually become the main advisor.

Firms that upsell their existing tax, bookkeeping or accounting clients to advisory clients will see an improvement in their profitability because of the simple fact that advisory services have much higher margins than traditional transactional or compliance work.

In the minds of your clients, advisory services are more valued because your clients want (not just need) someone like you (whom they already trust) to guide them on having a growing and successful business.

This is because the firm’s clients already trust their accountant and, once advisory services are explained in detail, clients will be more willing to pay for the advisory service.

It works this way for a simple reason: The client wants your help in having a successful business, even if they don’t know what that looks like until you explain it.

In addition, by upselling your existing clients to advisory services, you can position your firm as a one-stop shop for all of your client’s financial needs. Compliance and advice under one roof — you can never overstate the importance of convenience in a client relationship.

There are many similarities with this type of firm and a firm that offers advisory as an enhancement (which I covered in my first article.) From your client’s perspective, all the compliance work is already being handled by someone they trust, but now those numbers are being used for something “useful.”

Remember, most business owners don’t really care about compliance or bookkeeping work. It’s something that must be done, a necessity that comes around every month and culminates during tax season. For your clients, it’s a burden that they are happy to offload.

Except now, they know that compliance work is being funneled into a service they truly care about: getting actionable advice from someone they trust during monthly strategy sessions.

This is a great benefit to your clients, as they are getting what they need and what they want. They can be confident that the compliance work is being handled by someone they trust (which is what they need) and that the numbers provided are then being translated into advice that can be used to build a growing and successful business (which is what they desperately want).

From your perspective as a financial professional, you get to offer a wide range of services to your clients, upselling when you can and offering only compliance work as an alternative. More importantly, you differentiate your firm from your competitors, becoming a highly-sought-after firm that provides more than just a commoditized version of compliance work.

Yours becomes the go-to firm, positioned as the only firm a client requires to fulfill their needs.

Another added benefit is that your firm will retain clients longer, allowing you to spend less time and money on marketing and more time on servicing those clients.

By continuing to offer compliance services, you also keep more options open to your firm by retaining clients who only want tax or accounting services. However, you also have the opportunity to upsell these clients, potentially increasing your revenue further without the need for any additional marketing.

“Advisory as an upsell” as a service model is perhaps the most flexible of all the options for the firm owner. You get the benefits of all firm types, while having the flexibility to transform your business into an advisory as a replacement firm with relative ease.

Look for a third article in this series next week.

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Accounting

Ramp announces availability of business and investment accounts for users

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Spend management solution provider Ramp announced the release of Ramp Treasury, which can act as a business or investment account for users. 

Specifically, Ramp Treasury lets businesses store cash in a business account that earns 2.5% interest, or in an investment account with the potential for higher yields, all within the same platform they already use to pay their bills. 

Users can create as many business accounts as they need versus having to juggle multiple accounts and passwords. They can also set a target balance for their Ramp Business Account and top up from their checking account. Upon opening a Ramp Business Account, Ramp will pay users a monthly cash reward, calculated as a percentage of their deposited funds. They begin earning on the first dollar they deposit, and there is no cap to how much they can earn. Earnings are disbursed automatically by Ramp each month. Earnings are paid as cash, versus statement credits or rewards requiring redemption. Instead, the customer can transfer earnings from their Ramp Business Account to be used as cash elsewhere.

Customers can transfer funds in and out of a Ramp Business Account via externally linked commercial or business bank accounts. Funds that are moved may settle as quickly as the same day, but could take as long as five business days. Funds in a Ramp Business Account can be used to pay Ramp statements, Ramp Bill Pay and employee reimbursements. Payments to Ramp statements settle instantly. At this time, the Business Account cannot be used to deposit checks, receive external payments, receive transfers from bank accounts that are not linked to Ramp, or make payments outside of the Ramp platform.

The Ramp Investment Account, meanwhile, allows businesses to invest cash in the Invesco Premier U.S. Government Money Portfolio (FUGXX), a money market fund. Securities products and brokerage services are provided by Apex Clearing Corporation, an SEC-registered broker-dealer. The Investment Account is not a deposit product, not insured by the FDIC, and may lose value.

The launch is part of Ramp’s ambitions to automate more areas of the financial tech stack beyond payments.

“The old treasury playbook meant either constant micromanaging of cash positions and payment dates … or just accepting you’ll lose out on interest. The new playbook is refreshingly simple: let technology do the heavy lifting, so you don’t have to,” said Ramp CEO Eric Glyman. “This is why we created Ramp in the first place. We find every cent you deserve so you can focus on moving your business forward. It’s all about the timeless principle of making every dollar and hour work harder, and go farther.”

While the service acts a lot like a bank account, Ramp is not a bank and therefore is not subject to all the same rules and regulations of a bank (though the accounts are FDIC insured, according to the website). The Business Account is a deposit account offered through First Internet Bank of Indiana, which is the one who provides the bank services. There are no account opening or management fees, no deposit minimums, and no withdrawal restrictions. 

Ramp Treasury allows for unlimited same-day ACH, international wires and domestic wires. It also offers alerts before funds are low or if cash is available to invest. The solution provides support for fully integrated workflows from beginning to end, meaning that cash transfers and earnings automatically sync with a connected ERP system and get categorized in the correct general ledger accounts. The security features allow only authorized people to transfer or release money, and the software provides a comprehensive audit trail. Ramp also makes Ramp for Accounting Firms.

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Accounting

FinQuery announces new CEO, COO, executive chairman

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Accounting and contract management solutions provider FinQuery announced a major reshuffle of its executive team, including a new CEO, COO and executive chairman. Joe Schab—the president and chief operating officer—has been appointed to the role of chief executive officer, effective immediately. 

“It’s an honor to be appointed CEO of FinQuery,” said Schab. “I’m incredibly proud of the positive impact we’ve made on our customers, helping them simplify complex accounting processes and gain unparalleled visibility into their committed spend. I’m eager to continue building on this success and deliver even more impactful solutions that meet their evolving needs.”

Meanwhile, George Azih, founder and now-former CEO, will transition to the role of founder and executive chairman, where he will continue to provide strategic guidance and support the company’s growth.

“Joe has been an invaluable partner in building FinQuery into the successful company it is today,” said Azih. “A deep understanding of the technology industry coupled with his strategic vision and operational expertise make him the ideal leader to guide FinQuery through its next phase of growth. I am confident that under Joe’s leadership, FinQuery will continue to innovate and deliver exceptional value to our customers.”

In addition to Schab’s promotion, FinQuery also announced the promotion of Justin Smith from chief financial officer to both CFO and COO. Smith will assume responsibility for overseeing the company’s financial and operational performance. It is unknown who the replacement CEO will be. 

Overall, according to Azih, these changeups in the leadership reflect a natural evolution in people’s roles through the years. 

“This transition is about aligning titles with the roles that have already been shaping FinQuery’s success,” he said. “Joe has been serving as president and COO for several years, playing a pivotal role in driving our strategy and operations. His promotion to CEO is a natural evolution, recognizing his outstanding leadership and vision. Similarly, Justin’s move into the dual roles of CFO and COO reflects how closely these two functions have become aligned in recent years, as we prioritize both financial strategy and operational excellence to deliver greater value to our customers. As I step into the role of executive chairman, my focus will remain on guiding FinQuery’s strategic vision while empowering this exceptional team to continue simplifying complex accounting processes for our customers.” 

FinQuery, formerly LeaseQuery, has spent the last few years growing well beyond its original focus on lease accounting, prompting a rebrand early last year. The transition to FinQuery mirrors the company’s expanded vision toward providing comprehensive financial solutions. While lease accounting software remains a core part of its offering, FinQuery represents a more holistic approach to financial management. To this end, the company recently released a prepaid and accrual accounting solution as well as a contract management solution.

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Accounting

State tax changes predicted for 2025

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More states are expected to simplify their sales tax laws and leverage artificial intelligence for doing tax audits, according to a new report from Avalara, a provider of tax compliance technology.

The annual Avalara Tax Changes report for 2025, released Tuesday, predicts this could be the year for meaningful simplification in home rule states like Colorado. In home rule states, cities, counties and other local government entities have the authority to administer local sales tax, including auditing businesses, creating their own forms, and defining terms differently from the state. That can lead to more sales tax complexity for businesses selling into those states. The report noted that a handful of home rule states — Colorado, Alabama, Louisiana, Arizona, and Alaska — are making moves toward simplification, though businesses selling into home rule states still face a heavier tax compliance burden.

States are also starting to turn to AI to help with tax audits, just as the Internal Revenue Service has begun to do. New York’s State Department of Taxation and Finance has employed AI since 2022 to increase audits, even with fewer auditors. The state is reportedly “sending out hundreds of thousands of AI-generated letters looking for revenue,” and getting results.

The report also looks at state tax nexus issues for cross-border transactions. As of December 2024, in 22 states, having only $100,000 in annual sales is enough to give a remote retailer a sales tax obligation. In another 20 states, the economic nexus threshold is $100,000 in sales or 200 sales transactions. However, the transaction threshold is losing ground, with 13 states having already eliminated it. Alaska dropped it, effective Jan. 1, 2025, while New Jersey is moving to drop it in 2025. 

“States rarely comment on how they choose someone to audit or how they conduct audits,” said Scott Peterson, vice president of U.S. tax policy at Avalara, in a statement. “But it’s very safe to say they have long used tools to help in both and AI should be a natural fit.”

The report also examines the rise of e-invoicing internationally and in the U.S., in which businesses are more frequently required to submit electronic versions of audit files, invoices, credit notes, debit notes, and payment receipt data to tax authorities. In addition, it covers the phased-in threshold for Form 1099-K reporting of gig economy payments, along with other topics.

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