Your clients’ crypto records won’t be enough
Plus: The 2026 shifts firms can’t ignore | ACCA cracks down on AI
Skip the new year industry predictions. Instead, here's an accounting trend that doesn’t require a crystal ball: differentiation is a must-have when it comes to marketing and growing your firm. To help, we’ve rounded up multiple business strategies to test drive in 2026. We’re also talking about digital assets as well as the latest solution to AI cheating on accountancy exams.
But first, here’s some motivation to create a pleasant work culture: 57% of individuals would take a pay cut in exchange for close work friendships.
Your marketing game plan: A seven-step guide to market your firm with clarity and consistency.
Price better than your competition: A CPA reviews three real-life accounting firm proposals so you can avoid making the same pricing mistakes with potential clients.
Niching down to win: Differentiate your firm and find your ideal client by answering these four questions.
Skills sharpener: This roundup of 20 leadership skills will help you thrive in the new year.
A juicy listen: "The Accounting Podcast" discusses the CPA who helped run Jeffrey Epstein’s financials while allegedly having no knowledge of his boss's crimes.
Accelerate your firm with funnel vision
You’ve heard of using tunnel vision to focus on your business and competition, but there’s a new flex accounting firm leaders should try: funnel vision. Jay Abraham, CEO of the Abraham Group, explains that better ideas can be found in businesses outside your industry. Look beyond your competition to explore different revenue strategies, operating models and partnership opportunities.
Why this matters: Copying other accounting firms won't put you ahead in the long run. Instead, stand out with small shifts that improve your operations and client experience. (ASBN)
The digital asset cringe is real
If you think reporting a client’s digital assets is a major headache, you’re not alone. Nik Fahrer, CPA, opened his AICPA National Tax Conference presentation with a poll statement that 78% of attendees resonated with: “You really dislike the complexity of working with clients that own digital assets.”
Sound familiar? Luckily, there are ways to simplify the reporting process. Instead of relying on digital asset records from your clients, Fahrer recommends vetting third-party apps so you can recommend an easier way for them to report their cryptocurrency transactions.
Why this matters: While as many as 16 million taxpayers are expected to receive a 1099-DA for 2025, the form will only show the client’s cryptocurrency gross proceeds—not the cost basis. Helping your clients keep accurate records can help lower future audit risk. (Journal of Accountancy)
21%
Percentage of U.S. tax and accounting firms already using generative AI. (PYMNTS)
- AI cheating forces in-person ACCA exams March 2026
- Stablecoins as cash? FASB reviews crypto rules 2026
- CPA firms bet on people-first culture in 2026
- Top 100 firm breach hits 220,000 clients
Making a comeback: Mergers and acquisitions are on the rise
M&A deals are back in the news after a slow start at the beginning of last year. Both deal value and deal counts grew by the end of 2025, according to recent research by Bain & Company.
While increased deal activity typically means good news for valuations, the median value-to-EBITDA multiple for financial services companies dropped slightly to 9.6x, down from 10.1x in 2024.
Why this matters: Firms looking to expand in 2026 could jumpstart growth through an acquisition, particularly since financial services valuations are on a slight decline. It’s also an important trend to note if you’re considering selling your practice in the near future. (Bain & Company)
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The Net Gains is curated and written by Lauren Ward and edited by Bianca Prieto.