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Four Practice Management Trends You Should Consider


Feb 4, 2019

Is your firm operating at peak efficiency? You have the opportunity to leverage insights around certain practice management approaches that could help you become more effective and profitable.

Practice Management Trends


Recently, the American Institute of CPAs’ Private Companies Practice Section (PCPS), in collaboration with CPA.com, invited firms of all sizes across the country to participate in the National Management of an Accounting Practice (MAP) Survey. More than 1,900 firms responded, and the findings revealed some important practice management trends of which you should be aware. Consider the following:.

1. Engaging Clients Outside the Hourly Billing Box

More firms are strengthening client relationships by shifting the conversation from time spent on services to the value of those services. Value pricing/value billing and fixed pricing allow the opportunity for you to potentially expand service offerings and become an even greater trusted adviser to your clients. These billing models might help minimize stress on your staff members while also promoting a healthy work/life balance.

According to the MAP Survey’s results on value pricing/value billing and fixed pricing:

  • There were significant increases in the number of firms of all sizes using these models, with smaller firms leading the way.
  • Firms with less than $200,000 in revenues increased their use of
    these billing models by 10 percent.
  • Firms with $200,000 to $750,000 in revenues more than doubled their use of value pricing and value billing from the 2016 survey.
  • Most firms had increased their use of fixed pricing.

  • 2. Your Cyber Risk Potential — Regardless of Your Firm's Size

    Some smaller organizations believe the risk doesn’t apply to them, when in reality, 61 percent of data breaches happen at small businesses. That’s an important message for your small business clients.

    CPA firms are not immune from cyber risks, and the MAP Survey found a growing number of firms are insuring against cyber liability risk:

  • Among firms with under $200,000 in revenues, 60 percent now have insurance, compared with 41 percent just two years ago.
  • In firms with $200,000 to $500,000 in revenues, 67 percent were insured, up from 53 percent in 2016.
  • For firms with $500,000 to $750,000 in revenues, the percentage went up to 70 percent from just 47 percent in 2016.

  • 3. Investing in Time-Saving Technology

    CPA firms are not immune from cyber risks, and the MAP Survey found a growing number of firms are insuring against cyber liability risk:

     

    4. Diversifying Services to Keep Up With Your Competition

    Traditional services may be a firm’s bread and butter, but many firms also are making solid inroads into client advisory services. More than half of firms in almost every size category are providing some form of these services. If you don’t already have a foot in the water, now is the time to dive in and distinguish your services from your competition.

    The good news: Firms continue to enjoy solid growth.

    According to the MAP Survey, most firms have increased net client fees — up 4.2 percent across all firms since the last survey results in 2016. Given the continuing demand for CPA services, there’s even more incentive to make sure your practice is working at peak efficiency and you’re maximizing opportunities. Benchmarks are an important way to assess your firm’s inner workings, set priorities and establish goals. Make sure you’re considering these practice management trends from the MAP Survey, and you’ll be on the road to optimal success.

    For more information about full survey results visit aicpa.org/mapsurvey.


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