Time’s up for hourly billing
Plus: Offshoring cracks emerge | Protecting perks like they’re assets
Think your biggest problem is implementing new software before the busy season? Try breaking up with a client, getting fact-checked by ChatGPT or realizing the cache of credit card rewards points you've been hoarding vanished into thin air.
Also, last week’s poll struck a nerve when we asked about licensure. One reader wrote, "A test taken 30 years ago would not be better than 30 years of experience and should not be penalized by not having taken a test." Keep reading to find out how readers voted and what others had to say.
Clearly, this conversation is far from over.
Plus, did you hear about this? India might be done playing back office for the Big Four—and just as offshoring stumbles and H1-Bs get squeezed, it's making its boldest accounting move yet.
Breaking up is hard to do? How to disengage from wrong-fit clients without burning bridges
Your client has a new sidekick: When ChatGPT fact-checks your advice
Process is power: Documenting workflows can actually fuel practice growth
AI leadership: A live interview from Xerocon with Diya Jolly on innovation and change
Shift your sales mindset to win more work
Selling isn't exactly every accountant's favorite pastime, but according to Lynda Steffens, founder of The Small Business Project, it might be time to reframe the way you think about it. Instead of seeing sales as pushing services people don't want, shift your mindset toward solving client problems and creating value.
Steffens recommends moving away from the "sell more" approach and leaning into curiosity, better questions and a deeper understanding of what clients truly need. The result? Stronger relationships, more meaningful conversations and, yes, more revenue without feeling like you're doing a hard sell.
Why this matters: Accountants who embrace this mindset shift can grow their firms sustainably while ditching the awkward sales pitch. (Karbon)
Is it time to break up with hourly billing?
On her "Profitable Women" podcast, host Sheila Hansen, CPA, takes a hard look at the love-hate relationship service providers have with hourly billing. Spoiler: it's mostly hate. In this episode, Hansen digs into why the billable hour can shortchange both professionals and their clients, and explores alternative pricing models that emphasize value, clarity and long-term relationships. Think less clock-watching and more intentional conversations about what your expertise is really worth.
Why this matters: Reconsidering pricing models is a strategic move that helps accountants align with clients, boost profitability and finally stop feeling chained to the clock. (Profitable Women)
80%
Percentage of firms that plan to increase fees in 2026. (Ignition)
- IRS confirms Roth catch-up rules, tax and financial advisors exhale in relief
- Colorado pushes back on OBBBA changes while businesses brace for changes ahead
- Talent shortage stalls firm growth, sending partners scrambling for fresh recruitment ideas
- IRS drafts new form with room for new tip and overtime deductions
- SEC reconsiders reporting rules after Trump's call shakes investor expectations
Points of no return
Fraudsters aren't just coming after cash anymore. They're coming after credit card, warehouse club and airline rewards points, too. A recent episode of the "Oh My Fraud" podcast covered how hackers are exploiting loyalty programs, from free flights to hotel stays, turning those "fun money" perks into a serious fraud frontier. The schemes are clever, the losses are real and the institutions behind them aren't doing much to prevent it. It's a reminder that rewards points aren't Monopoly money; they hold real value and real risk.
Why this matters: For accountants, this is one more place fraud can creep into the financial picture. Whether you advise individuals or businesses, keeping an eye on how they secure and track perks is part of safeguarding assets. After all, your client's dream vacation shouldn't end up funding a fraudster's getaway. (Oh My Fraud)
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The Net Gains is curated and written by Janet Berry-Johnson and edited by Bianca Prieto.