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What accounting firms can learn from technology vendors serving them

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Last week, AICPA brought together leading accounting technology vendors in their annual AICPA Executive Roundtable for these innovators to share best practices and collaborate on joint opportunities. Listening to these tech vendors, it became apparent that accounting firms could greatly benefit from adopting some of the strategies and mindsets these technology companies are using to thrive. Some of them include:

1. Professionalizing the go-to-market function

One of the most evident areas where accounting firms can draw inspiration is in the professionalization of go-to-market (GTM) functions. For technology companies, even at their inception, there is a clear concept of the roles and responsibilities across sales, marketing, customer success, and business development. While startup founders may initially wear multiple hats, the distinct scope and importance of these functions are recognized early on, and teams grow while explicitly balancing the resourcing needs of each GTM function.

Today, many accounting firms are in the process of retrofitting and implementing these functions within their organizations. Historically, client acquisition and expansion have been led more ad hoc by partners, without clear distinctions between the support functions that can accelerate client awareness, acquisition, retention, and expansion. As accounting firms transform their organizational structure, there is an opportunity to learn from the playbook of technology vendors of focusing on the entire client lifecycle from client awareness to services expansion. Structuring distinct roles and defining clear scopes of responsibilities for each part of the client journey, whether in sales, marketing, business development, or client success, will help firms ultimately drive growth.

2. A holistic approach to client success

Technology vendors excel at taking a holistic approach to customer success, something that accounting firms could benefit from adopting. In the tech world, customer success is treated as a distinct function, with dedicated metrics such as gross/net revenue retention, churn rate, and net promoter score that helps assess how well we are serving our customers. Customer success managers often act as the quarterback for each account, ensuring that the customer’s needs are seamlessly met across multiple functions, products, and services. This approach ensures that the customer feels supported, understands the full value of what they are receiving, and is more likely to continue and expand their relationship with the vendor.

Accountants can take a page from this playbook for their practices. One of the topics discussed at the AICPA Executive Roundtable was the transformation of accountants beyond trusted advisors to strategic business partners, blending multiple service lines to deliver a comprehensive and seamless client package. For accounting firms, this means moving away from siloed service delivery, where tax, audit, and advisory traditionally operated separately, and towards a client-first, integrated approach where the client’s needs are addressed across all areas of the firm’s expertise.

For example, rather than simply providing tax advisory as a trusted advisor, a firm can create a cohesive solution that includes tax advisory, audit risk assessments, fractional outsourced finance team/CAS support, and IT risk consulting. The outcome is a much deeper relationship where the accounting firm is seen as an integral part of the client’s team, helping to solve their most pressing business challenges holistically. 

Accounting firms of the future will succeed by breaking down traditional silos and going beyond the trusted advisor model to form a broader and more strategic business partnership with “Client Success Managers” as a discrete function that owns this holistic approach.

3. Value-based pricing and default ROI-first mindset

The accounting industry has been discussing value-based pricing for quite some time, with many firms transitioning from the traditional time-and-billing model to value-based pricing. Here, technology vendors shine with our value-first mindset, focusing on the return on investment (ROI) that our solutions deliver to our customers. As technology vendors, we do not price our products based on the hours spent by engineers, product managers, or designers in developing a solution. Instead, we start with the outcomes that we deliver for our customers, whether it’s time savings, revenue growth, or enhanced operational efficiency, then figure out a fair pricing that is a win-win for all sides.

Accounting firms can benefit by adopting a similar approach, always starting from assessing the value they provide to clients and using that as the foundation for their pricing structure. This transition requires not just a change in pricing, but also a change in mindset. It requires firms to deeply understand the impact they have on their clients’ businesses and to communicate that impact effectively. When accounting firms position their services based on outcomes rather than hours worked, they are able to differentiate themselves in a competitive market and build stronger, more profitable relationships with their clients.

Overall, the accounting industry is at an exciting inflection point, where technology can not only improve the way firms operate but also serve as inspiration for how to improve other parts of the firm. By learning from the technology vendors that are already driving innovation in the profession, accountants can thrive in running stronger, more resilient, and more client-centric businesses. Professionalizing go-to-market functions, adopting ROI-based pricing, and taking a holistic approach to client success are three key areas where accounting firms can make meaningful changes that will help them ultimately position themselves as true strategic partners.

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Accounting

Inventory Management For Financial Accuracy and Operational Success

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Inventory Management

In the dynamic world of business operations, precise inventory management is more than a routine task—it is a critical factor in achieving financial accuracy and operational efficiency. Beyond simple stock tracking, accurate inventory recording plays a vital role in financial reporting, resource planning, and strategic decision-making. This article explores the essential practices for maintaining accurate inventory records and their profound impact on business performance.

At the heart of effective inventory management is the implementation of a real-time tracking system. By leveraging technologies such as barcode scanners, RFID tags, and IoT sensors, businesses can maintain a perpetual inventory system that updates stock levels instantly. This ensures accuracy, reduces the risk of stockouts or overstocking, and enables better forecasting and planning.

A standardized process for receiving, storing, and dispatching inventory is equally important. Documenting each step—from goods received to final distribution—establishes a clear audit trail, reduces errors, and minimizes the potential for discrepancies. Properly labeled and organized inventory not only saves time but also supports efficient workflows across departments.

Regular physical counts are essential for verifying recorded inventory against actual stock. Whether conducted through periodic cycle counts or comprehensive annual inventories, these audits help identify issues such as shrinkage, theft, or obsolescence. Combining physical counts with real-time systems ensures alignment and strengthens the accuracy of inventory records.

The use of inventory management software has transformed the way businesses maintain inventory data. Advanced systems automate data entry, provide centralized visibility across multiple warehouses or locations, and generate actionable analytics. Features like demand forecasting, low-stock alerts, and real-time reporting empower businesses to make informed decisions and optimize inventory levels.

Accurate inventory valuation is another cornerstone of sound inventory management. Businesses typically choose from methods such as First-In, First-Out (FIFO), Last-In, First-Out (LIFO), or the weighted average cost method. Selecting and consistently applying the appropriate method is essential for financial accuracy, tax compliance, and reflecting inventory flow in financial statements.

Inventory management also has direct implications for financial reporting, tax preparation, and securing business financing. Reliable inventory records instill confidence in stakeholders, demonstrate operational efficiency, and support compliance with accounting standards and regulatory requirements. Additionally, precise data allows businesses to assess their inventory turnover ratio—a key metric for evaluating operational performance and profitability.

In conclusion, accurate inventory recording is a strategic imperative for businesses aiming to enhance financial precision and operational excellence. By adopting advanced technologies, implementing standardized processes, and conducting regular audits, companies can ensure their inventory records remain accurate and reliable. For business leaders and finance professionals, effective inventory management is not just about compliance—it is a powerful tool for driving profitability, improving resource allocation, and maintaining a competitive edge in the market.

Mastering inventory management creates a foundation for long-term success, allowing businesses to operate efficiently, make better decisions, and deliver consistent value to stakeholders.

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Accounting

New IRS regs put some partnership transactions under spotlight

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Final regulations now identify certain partnership related-party “basis shifting” transactions as “transactions of interest” subject to the rules for reportable transactions.

The final regs apply to related partners and partnerships that participated in the identified transactions through distributions of partnership property or the transfer of an interest in the partnership by a related partner to a related transferee. Affected taxpayers and their material advisors are subject to the disclosure requirements for reportable transactions. 

During the proposal process, the Treasury and the Internal Revenue Service received comments that the final regulations should avoid unnecessary burdens for small, family-run businesses, limit retroactive reporting, provide more time for reporting and differentiate publicly traded partnerships, among other suggested changes now reflected in the regs.

  • Increased dollar threshold for basis increase in a TOI. The threshold amount for a basis increase in a TOI has been increased from $5 million to $25 million for tax years before 2025 and $10 million for tax years after. 
  • Limited retroactive reporting for open tax years. Reporting has been limited for open tax years to those that fall within a six-year lookback window. The six-year lookback is the 72-month period before the first month of a taxpayer’s most recent tax year that began before the publication of the final regulations (slated for Jan. 14 in the Federal Register). Also, the threshold amount for a basis increase in a TOI during the six-year lookback is $25 million. 
  • Additional time for reporting. Taxpayers have an additional 90 days from the final regulation’s publication to file disclosure statements for TOIs in open tax years for which a return has already been filed and that fall within the six-year lookback. Material advisors have an additional 90 days to file their disclosure statements for tax statements made before the final regulations. 
  • Publicly traded partnerships. Because PTPs are typically owned by a large number of unrelated owners, the final regulations exclude many owners of PTPs from the disclosure rules. 

The identified transactions generally result from either a tax-free distribution of partnership property to a partner that is related to one or more partners of the partnership, or the tax-free transfer of a partnership interest by a related partner to a related transferee.

IRS headquarters

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The tax-free distribution or transfer generates an increase to the basis of the distributed property or partnership property of $10 million or more ($25 million or more in the case of a TOI undertaken in a tax year before 2025) under the rules of IRC Sections 732(b) or (d), 734(b) or 743(b), but for which no corresponding tax is paid. 

The basis increase to the distributed or partnership property allows the related parties to decrease taxable income through increased cost recovery allowances or decrease taxable gain (or increase taxable loss) on the disposition of the property.

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Accounting

Treasury, IRS propose rules on commercial clean vehicles, issue guidance on clean fuels

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The Treasury Department and the Internal Revenue Service proposed new rules for the tax credit for qualified commercial clean vehicles, along with guidance on claiming tax credits for clean fuel under the Inflation Reduction Act.

The Notice of Proposed Rulemaking on the credit for qualified commercial clean vehicles (under Section 45W of the Tax Code) says the credit can be claimed by purchasing and placing in service qualified commercial clean vehicles, including certain battery electric vehicles, plug-in hybrid EVs, fuel cell electric vehicles and plug-in hybrid fuel cell electric vehicles.  

The credit is the lesser amount of either 30% of the vehicle’s basis (15% for plug-in hybrid EVs) or the vehicle’s incremental cost in excess of a vehicle comparable in size or use powered solely by gasoline or diesel. A credit up to $7,500 can be claimed for a single qualified commercial clean vehicle for cars and light-duty trucks (with a Gross Vehicle Weight Rating of less than 14,000 pounds), or otherwise $40,000 for vehicles like electric buses and semi-trucks (with a GVWR equal to or greater than 14,000 pounds).

“The release of Treasury’s proposed rules for the commercial clean vehicle credit marks an important step forward in the Biden-Harris Administration’s work to lower transportation costs and strengthen U.S. energy security,” said U.S. Deputy Secretary of the Treasury Wally Adeyemo in a statement Friday. “Today’s guidance will provide the clarity and certainty needed to grow investment in clean vehicle manufacturing.”

The NPRM issued today proposes rules to implement the 45W credit, including proposing various pathways for taxpayers to determine the incremental cost of a qualifying commercial clean vehicle for purposes of calculating the amount of 45W credit. For example, the NPRM proposes that taxpayers can continue to use the incremental cost safe harbors such as those set out in Notice 2023-9 and Notice 2024-5, may rely on a manufacturer’s written cost determination to determine the incremental cost of a qualifying commercial clean vehicle, or may calculate the incremental cost of a qualifying clean vehicle versus an internal combustion engine (ICE) vehicle based on the differing costs of the vehicle powertrains.

The NPRM also proposes rules regarding the types of vehicles that qualify for the credit and aligns certain definitional concepts with those applicable to the 30D and 25E credits. In addition, the NPRM proposes that vehicles are only eligible if they are used 100% for trade or business, excepting de minimis personal use, and that the 45W credit is disallowed for qualified commercial clean vehicles that were previously allowed a clean vehicle credit under 30D or 45W. 

The notice asks for comments over the next 60 days on the proposed regulations such as issues related to off-road mobile machinery, including approaches that might be adopted in applying the definition of mobile machinery to off-road vehicles and whether to create a product identification number system for such machinery in order to comply with statutory requirements. A public hearing is scheduled for April 28, 2025.

Clean Fuels Production Credit

The Treasury the IRS also released guidance Friday on the Clean Fuels Production Credit under Section 45Z of the Tax Code.

Section 45Z provides a tax credit for the production of transportation fuels with lifecycle greenhouse gas emissions below certain levels. The credit is in effect in 2025 and is for sustainable aviation fuel and non-SAF transportation fuels.

The guidance includes both a notice of intent to propose regulations on the Section 45Z credit and a notice providing the annual emissions rate table for Section 45Z, which refers taxpayers to the appropriate methodologies for determining the lifecycle GHG emissions of their fuel. In conjunction with the guidance released Friday, the Department of Energy plans to release the 45ZCF-GREET model for use in determining emissions rates for 45Z in the coming days.

“This guidance will help put America on the cutting-edge of future innovation in aviation and renewable fuel while also lowering transportation costs for consumers,” said Adeyemo in a statement. “Decarbonizing transportation and lowering costs is a win-win for America.”

Section 45Z provides a per-gallon (or gallon-equivalent) tax credit for producers of clean transportation fuels based on the carbon intensity of production. It consolidates and replaces pre-Inflation Reduction Act credits for biodiesel, renewable diesel, and alternative fuels, and an IRA credit for sustainable aviation fuel. Like several other IRA credits, Section 45Z requires the Treasury to establish rules for measuring carbon intensity of production, based on the Clean Air Act’s definition of “lifecycle greenhouse gas emissions.”

The guidance offers more clarity on various issues, including which entities and fuels are eligible for the credit, and how taxpayers determine lifecycle emissions. Specifically, the guidance outlines the Treasury and the IRS’s intent to define key concepts and provide certain rules in a future rulemaking, including clarifying who is eligible for a credit.

The Treasury and the IRS intend to provide that the producer of the eligible clean fuel is eligible to claim the 45Z credit. In keeping with the statute, compressors and blenders of fuel would not be eligible.

Under Section 45Z, a fuel must be “suitable for use” as a transportation fuel. The Treasury and the IRS intend to propose that 45Z-creditable transportation fuel must itself (or when blended into a fuel mixture) have either practical or commercial fitness for use as a fuel in a highway vehicle or aircraft. The guidance clarifies that marine fuels that are otherwise suitable for use in highway vehicles or aircraft, such as marine diesel and methanol, are also 45Z eligible.

Specifically, this would mean that neat SAF that is blended into a fuel mixture that has practical or commercial fitness for use as a fuel would be creditable. Additionally, natural gas alternatives such as renewable natural gas would be suitable for use if produced in a manner such that if it were further compressed it could be used as a transportation fuel.

Today’s guidance publishes the annual emissions rate table that directs taxpayers to the appropriate methodologies for calculating carbon intensities for types and categories of 45Z-eligible fuels.

The table directs taxpayers to use the 45ZCF-GREET model to determine the emissions rate of non-SAF transportation fuel, and either the 45ZCF-GREET model or methodologies from the International Civil Aviation Organization (“CORSIA Default” or “CORSIA Actual”) for SAF.

Taxpayers can use the Provisional Emissions Rate process to obtain an emissions rate for fuel pathway and feedstock combinations not specified in the emissions rate table when guidance is published for the PER process. Guidance for the PER process is expected at a later date.

Outlining climate smart agriculture practices

The guidance released Friday states that the Treasury intends to propose rules for incorporating the emissions benefits from climate-smart agriculture (CSA) practices for cultivating domestic corn, soybeans, and sorghum as feedstocks for SAF and non-SAF transportation fuels. These options would be available to taxpayers after Treasury and the IRS propose regulations for the section 45Z credit, including rules for CSA, and the 45ZCF-GREET model is updated to enable calculation of the lifecycle greenhouse gas emissions rates for CSA crops, taking into account one or more CSA practices.    

CSA practices have multiple benefits, including lower overall GHG emissions associated with biofuels production and increased adoption of farming practices that are associated with other environmental benefits, such as improved water quality and soil health. Agencies across the Federal government have taken important steps to advance the adoption of CSA. In April, Treasury established a first-of-its-kind pilot program to encourage CSA practices within guidance on the section 40B SAF tax credit. Treasury has received and continues to consider substantial feedback from stakeholders on that pilot program. The U.S. Department of Agriculture invested more than $3 billion in 135 Partnerships for Climate-Smart Commodities projects. Combined with the historic investment of $19.5 billion in CSA from the Inflation Reduction Act, the department is estimated to support CSA implementation on over 225 million acres in the next 5 years as well as measurement, monitoring, reporting, and verification to better understand the climate impacts of these practices.

In addition, in June, the U.S. Department of Agriculture published a Request for Information requesting public input on procedures for reporting and verification of CSA practices and measurement of related emissions benefits, and received substantial input from a wide array of stakeholders. The USDA is currently developing voluntary technical guidelines for CSA reporting and verification. The Treasury and the IRS expect to consider those guidelines in proposing rules recognizing the benefits of CSA for purposes of the Section 45Z credit.

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