Word of Advice

By Marton Medina  |  August 18, 2025

The Chaos of "Busy Season"

Every spring, it happens like clockwork: Phones ring off the hook. Emails pour in faster than you can read them. You work nights and weekends, surviving on coffee, adrenaline, and the faint hope that this tax season will be the last one you do this way. And then, just as suddenly as it began, it's over. You catch your breath, send out the final returns...and revenue drops off a cliff.

Sound familiar? For most small CPA firm owners, this feast-or-famine cycle has been the norm for decades. But what if I told you this model is on its way out—and the firms that cling to it will be left behind?

The future of accounting isn't seasonal chaos. It's steady, year-round relationships that provide guidance, not just compliance.

The Compliance Model is Crumbling

For decades, CPAs have been viewed primarily as compliance experts—people who file taxes, run payroll, and keep businesses in line with the IRS. That work still matters, but technology is rapidly eating away at its value. Automation and AI are streamlining tax prep, payroll, and bookkeeping tasks at unprecedented speed. Tools like QuickBooks, Xero, and even DIY tax apps now handle much of the work once billed by CPAs. According to a 2024 McKinsey report, up to 42% of accounting tasks could be automated by 2030. (mckinsey.com) As automation grows, clients expect lower fees for compliance work, compressing margins for small firms.

Add to this the CPA shortage: with 75% of public accounting CPAs nearing retirement eligibility in the next 15 years (kiplinger.com), the workload is heavier than ever...but the value of that work is falling. It's a recipe for burnout and instability.

Clients Want More Than Tax Returns

Today's small business owners aren't just looking for someone to file forms. They want a trusted financial guide who helps them make smarter decisions throughout the year so they can get help with cash flow, budgeting, and profitability. They want someone who will also help them plan—for growth, tax reduction, and succession. The peace of mind knowing someone has their back, in an area that's not their expertise, is extremely valuable.

According to CPA.com's Business Model Transformation report, advisory services are now the top growth opportunity for CPA firms, with demand rising as compliance becomes commoditized. (cpa.com)

Here's the kicker: your clients already trust you more than any other financial professional. You've earned their loyalty over the years. The opportunity is to deepen those relationships beyond April 15.

Seasonal Revenue Model vs. Year-Round Advisory Model

Relying on tax season revenue isn't just exhausting—it's risky. The cash flow rollercoaster will take you through the familiar spike in spring and the drought in summer and fall. The exhaustion also to work burnout and high turnover, which impact client satisfaction, and the need to scramble under stress. Lastly, firm valuation drops as seasonal firms sell for far less because revenue isn't predictable. Buyers and successors want steady, recurring revenue, not a business built around a 3-month sprint. And without steady revenues, your firm is worth a fraction of what you may expect.

Shifting to a year-round advisory-first model solves these problems while creating new opportunities. Here's what it looks like in practice:

• Recurring Monthly Revenue—Clients pay a fixed monthly fee that includes bookkeeping, tax planning, and ongoing CFO-level advice which produces predictable cash flow, higher firm valuation, and no more springtime panic.
• Deeper Client Relationships—Instead of seeing clients once a year, you become part of their decision-making team. With your expertise, you can spot problems early and add measurable value beyond compliance. This keeps clients loyal, making it hard to imagine running their business and/or finances without you.
• Tech-Powered Efficiency—Modern cloud tools and automation free up your time to focus on strategy instead of data entry. This makes your firm leaner and more scalable. Tech-savvy clients see you as progressive and future-focused.

"But I Don't Know How to Do Advisory"

Many CPAs worry they're not ready to step into an advisory role. Here's the good news: you don't have to reinvent the wheel.

• You already have deep financial knowledge—clients just need it translated into action plans.
• Proven systems exist to guide you through packaging, pricing, and delivering advisory services.
• You can start small with a handful of clients, then grow steadily as confidence builds.

The key is being willing to learn and partner with experts who understand the business side of running a modern firm.

A Tale of Two Futures

Let's fast-forward five years and imagine two scenarios.

Firm A — Stuck with the old model:

• Tax season is busier than ever.
• Revenue is unpredictable.
• Owner is burned out, clients frustrated, and no buyer in sight.
• When the owner retires, the firm simply...closes.

Firm B — Embraced year-round advisory.

• Recurring revenue provides stability.
• Clients rave about the value they receive.
• Firm value increases because buyers love the predictable cash flow.
• The owner retires on their own terms, with a smooth handoff to a successor.

Which future do you want for your firm—and your legacy?

Build a Future-Ready Firm

The shift to year-round advisory doesn't happen overnight, but it starts with a single step: deciding to leave the seasonal grind behind. You've spent your career helping clients succeed. Now it's time to build a practice that rewards you with stability, fulfillment, and lasting value. The seasonal CPA firm is dying. But the first that embrace year-round advisory will not only survive—they'll thrive.

Sources

• McKinsey: The Future of Accounting and Finance Automation (2024)
• Kiplinger: The CPA Shortage Problem (2024)
• CPA.com: Business Model Transformation Report (2020)
• AICPA & PCPS: Succession Planning Survey (2023)

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