Beyond Compliance: The CPA Firm’s Path to Becoming a Trusted Advisor

Trusted Business Advisor with Bill Reeb

The accounting profession is undergoing a seismic transformation. Firms that have traditionally thrived on compliance services—tax preparation, audit, and financial reporting—are finding that their clients expect more. Today’s business owners don’t just need accountants; they need trusted advisors who can guide them through complex financial landscapes, strategic decisions, and future growth.

In this episode of the Digital CPA Podcast, we sit down with Bill Reeb, an industry thought leader, former chair of the AICPA, and co-founder of the Succession Institute, to explore how CPAs can evolve into the role of strategic business advisors. Drawing from his extensive experience and insights from the 2024 CAS Benchmark Survey, Bill breaks down the opportunities and challenges of shifting from a compliance-based model to an advisory-first approach.

The Shift to Advisory: Why It Matters Now More Than Ever

The push toward advisory services isn’t just a trend—it’s a necessary evolution. CPAs who embrace this shift position themselves at the forefront of the profession, strengthening client relationships, increasing firm revenue, and future-proofing their business.

Bill highlights some of the key drivers of this transformation, including:

• The increasing commoditization of compliance services
• Technological advancements that automate transactional work
• Rising client expectations for strategic guidance
• The profitability and scalability of advisory services

In short, firms that fail to adapt risk losing relevance in a rapidly changing profession. But while the need for change is clear, execution remains a major hurdle for many firms.

Lessons from the 2024 CAS Benchmark Survey

As a major contributor to CPA.com’s 2024 CAS Benchmark Survey, Bill shares exclusive insights into how firms are adopting Client Accounting & Advisory Services (CAS) and what the most successful ones are doing differently. CAS has been the proving ground for advisory services, allowing firms to move beyond bookkeeping and offer deeper financial insights.

Key takeaways from the survey include:

• CAS practices continue to grow at a rapid pace, demonstrating the demand for high-value advisory services.
• Firms investing in CAS are seeing higher profitability per client compared to traditional compliance work.
• The most successful firms have well-defined governance structures that support advisory services.

Bill emphasizes that firms looking to expand their advisory footprint should look at CAS as a model for growth, leveraging their existing client base while refining the skills necessary for higher-level consulting.

Overcoming the Barriers to Advisory Transformation

Many firms understand the importance of advisory services, yet struggle with implementation. Bill outlines the biggest challenges preventing firms from making this transition, including:

✅ Lack of Clear Leadership & Governance – Moving to an advisory-first model requires restructuring leadership roles, assigning clear responsibilities, and ensuring accountability at all levels.

✅ Resistance to Change – Many partners and team members are accustomed to traditional compliance work. Shifting firm culture to embrace advisory services requires strong change management strategies.

✅ Defining & Communicating Value – Firms need to rethink how they present their services to clients. Many business owners still see their CPA as just a tax preparer or auditor. Communicating the value proposition of advisory services is critical.

✅ Upskilling & Hiring – Advisory services require different competencies than traditional accounting. Firms must invest in upskilling their current teams while also recruiting talent with consulting, technology, and strategic planning expertise.

The Skill Set of a Trusted Business Advisor

To successfully transition into an advisory-first firm, CPAs must go beyond technical accounting knowledge and develop new soft skills and consulting competencies. Bill outlines some of the most important skills professionals should focus on:

🔹 Strategic Thinking – Helping clients plan for the future, beyond just compliance needs.
🔹 Data Analytics & Interpretation – Turning financial data into actionable insights.
🔹 Consultative Selling – Learning how to package and position advisory services effectively.
🔹 Technology & Automation – Leveraging tools that enhance efficiency and create new advisory opportunities.
🔹 Client Relationship Management – Shifting from transactional engagements to long-term strategic partnerships.

Bill emphasizes that becoming a trusted advisor isn’t about replacing compliance work—it’s about enhancing it. CPAs who successfully integrate advisory services into their existing offerings create more value for clients and establish deeper relationships.

Practical Steps to Start the Advisory Journey

For firms eager to make this shift, Bill provides a roadmap for success, focusing on the following key areas:

📌 Assess Your Current State – Identify which services you already provide that could be enhanced with advisory elements.

📌 Develop a Clear Service Offering – Create standardized advisory packages that clients can easily understand and invest in.

📌 Train & Upskill Your Team – Invest in training programs to help CPAs develop consulting, communication, and strategic advisory skills.

📌 Redefine Internal Governance – Establish accountability structures that prioritize advisory services.

📌 Educate Clients on the Value of Advisory – Move away from selling “hours worked” and start selling solutions and insights that help clients grow their businesses.

What’s Next for CPA Firms?

Looking ahead, Bill predicts that advisory services will become the defining feature of successful CPA firms. Firms that fail to embrace this evolution will struggle to remain competitive in an industry where clients expect more than just financial reporting and tax returns.

Some of the biggest opportunities on the horizon include:
✅ Expanding into industry-specific advisory niches
✅ Leveraging AI and automation to enhance advisory capabilities
✅ Creating subscription-based advisory models for recurring revenue
✅ Strengthening partnerships with third-party technology providers

Final Takeaways: The Future of the Trusted Business Advisor

The Digital CPA Podcast closes with Bill offering his top advice for firms looking to start (or accelerate) their advisory journey:

1️⃣ Start Small, but Start Now – Firms don’t need to overhaul their entire business overnight. Instead, start by integrating advisory conversations into existing client interactions.

2️⃣ Leverage CAS as a Launchpad – If your firm already offers CAS, use it as a stepping stone to deeper advisory services.

3️⃣ Prioritize Client Education – Clients won’t understand the value of advisory services unless firms actively communicate how these services will help them grow.

4️⃣ Build a Strong Leadership Structure – Advisory success isn’t just about services—it’s about having the right governance, culture, and mindset within the firm.

5️⃣ Invest in Your Team – A firm’s greatest asset is its people. Upskilling, hiring strategically, and fostering a culture of innovation will drive long-term success.

This episode is a must-listen for any accounting professional who wants to stay ahead of the curve in an industry that’s rapidly evolving. Becoming a trusted business advisor is not a luxury—it’s a necessity.

To dive deeper into Bill Reeb’s insights, check out his book Trusted Business Advisor and explore the resources available at the Succession Institute.

Additional Resources: 

https://www.cpa.com/insights

 

www.CPA.com

 

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