The profitability leak accountants miss

Extension deadlines are almost here, but there’s still time to focus on your firm’s long-term growth. Today we’re talking about labeling accounting services, an aggressive in-person networking strategy and content topics to share with clients all year long.

But first, here’s some celebrity accounting news: Sharon Osbourne wants to oust Ozzy’s accountant as executor of her late husband’s estate. He’s worked with the family since 1982.

The right angle: Swap audience for behavior in your next marketing campaign to interrupt the patterns stopping your ideal client from moving forward

Start the clock: The actual amount of time saved when firms automate tax prep

Name-brand CPA: How to use white label delivery as a deliberate growth strategy

Rubbing elbows: A Redditor shares his aggressive in-person marketing strategy that led to $250k in revenue within the first 18 months 

Consistency wins: Why a year-round content strategy compounds your firm’s growth beyond tax season

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Expanding your firm’s capacity alone isn’t the best way to grow, according to Sergio Ermacora. Instead, focus on reviewable production capacity that allows senior team members to stay on top of client advice and final sign-off. Rather than measuring total capacity, score other metrics like reviewer time per engagement, first-pass acceptance and rework rates and deadline performance.

Why this matters: Growth isn’t just about how much work your firm can take on; it’s about how much work your senior team can effectively review. Tracking quality and review bottlenecks can help your firm scale without sacrificing quality or overwhelming your team. (CPA Practice Advisor)

The INSIDE Public Accounting Podcast gave some teaser trends on the organization's upcoming report on The 2026 State of the Profession. IPA executive director Chelsea Summers and podcast host Rob Brown point out that while overall revenue growth for accounting firms continues to slow, two service areas saw larger increases in revenue: client accounting services and computer and IT consulting. Unsurprisingly, tax compliance and assurance services continue to account for the largest revenue lines in most firms.

Summers points out that while revenue per work hour and revenue per FTE both rose, those increases struggle to keep up with inflation.

Why this matters: Summers warns that firm owners can’t ignore the economy. Even if your traditional revenue metrics appear to be increasing each year, compare that growth to your expenses and make sure you’re not losing profitability due to increasing overhead costs. (The Inside Public Accounting Podcast)

Overall CFO turnover rate for the year, the highest rate since 2019. (CFO Brew)

While accountants routinely encourage clients to make a plan to retire from their business, firm owners notoriously delay their own retirement plan. David A. Perez argues that too many owners simply assume someone–like a family member or an employee–will buy the firm when they’re ready to retire. But years of neglect can hurt the chances of any succession plan. Ask yourself what needs to be done in order to retire without damaging your team, business or own future. Then get the right systems in place to make it an attractive purchase for multiple types of buyers so you have the most options available when the time comes.

Why this matters: Many firm owners don’t build with an exit in mind. Investing in the right systems and documentation gives you a better chance of someone buying the firm at a multiple that helps your retirement nest egg. (Inside Public Accounting)

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The Net Gains is written and curated by Lauren Ward and edited by Bianca Prieto.