Why firms can’t afford 'afterthought sales'
Plus: Leadership traps | Social Security cap changes
If you've ever wondered why your growth levers feel stuck, you're not alone. This week, we're digging into the leadership traps that stall firms before they hit seven figures, why treating sales like an afterthought costs more than you think and how to avoid being the bottleneck in your own advisory practice.
But first: tariffs might be squeezing retailers, but will "creative accounting" shape how profitable they look on paper?
Remote reality: Remote employees log fewer hours, but productivity holds steady
Wage watch: Do your clients need a wage and hour audit? This checklist can help them find out.
CAS = culture? Offering advisory services just might attract talent and improve work/life balance
Report refresh: How sharper insights keep your bookkeeping clients coming back
Stop treating sales like an afterthought
If your firm treats sales as a "nice to have," you're leaving money on the table. Sales culture isn't just for big corporations. It's the backbone of every successful firm.
In a recent episode of The Unique CPA Podcast, host Randy Crabtree, CPA, spoke to Amy Franko, author of The Modern Seller, to unpack why so many accounting firms treat sales like an afterthought. Franko argues that without a strong sales and growth culture, firms risk stunting their potential before they even get started. She also offers a blueprint for firms that want to grow without burning out.
Why this matters: Growth doesn't just happen. For accountants, treating sales as a strategy is the difference between coasting and compounding. (The Unique CPA Podcast)
Spin control: Records matter more than ever
The IRS is eyeing new rules for corporate spinoffs, and the message is clear: sloppy records could cost companies big. Jean Broderick, a retired tax attorney who spent more than 20 years in the corporate tax division of the IRS Office of Associate Chief Counsel, highlights how accurate documentation will be central to determining whether these transactions qualify for tax-free treatment. Without airtight records, businesses risk audits, reclassifications and potentially hefty tax bills.
Why this matters: Accountants are often the ones keeping clients out of regulatory hot water. When the IRS tightens the rules, it's your record-keeping discipline that keeps spinoffs clean, compliant and tax-efficient. (Bloomberg Tax)
58%
Percentage of U.S. employers that expect executive retention to have a major impact on executive benefits decisions, down from 84% in 2023. (NFP)
- A new bill could raise (and eventually eliminate) the Social Security cap
- New report urges IRS transparency in phone service chaos
- IRS quietly shutters kiosk program amid service shake-ups
- Want to upskill your workforce? McKinsey says Gen Z is the answer
- The story of a $2M shareholder agreement that nearly sank an accounting firm
Firms say AI will change everything. Few are ready.
The tax, audit, and accounting profession is in the middle of a transformation wave driven by retirements, private equity, and new technology. According to Thomson Reuters’ Future of Professionals Report, 79% of professionals believe AI will have a transformational impact in the next five years — yet only 14% of firms currently have a defined AI strategy. The firms that are moving from idea to execution are already seeing ROI and outpacing peers.
Why this matters: Transformation isn’t optional anymore. Firms that treat AI as a strategic imperative — rather than a future “nice to have” — are already reaping revenue and efficiency gains. Those that delay risk being left behind as competitors scale faster, expand offerings, and attract both clients and talent. (Accounting Today)
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The Net Gains is curated and written by Janet Berry-Johnson and edited by Bianca Prieto.