Daily Archives: January 20, 2026

Busy Season 2026: Firms Look to Pricing for Growth

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Revenues and client rosters outpace profit gains as firms battle cost pressures.

On the front lines (clockwise from left): Clockwise from left: Hall, Langworthy, Lenz, Kwiecinski, Dickerson

By CPA Trendlines

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CPA firms heading into the 2026 tax season expect revenue gains driven primarily by higher prices, not by adding clients, even as a majority anticipate another heavy extension season.

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MORE TAX, PRICING, and THE 2026 OUTLOOK

According to the CPA Trendlines Busy Season Barometer, about 6 in 10 firms expect total revenue to increase this year, while roughly one-third expect revenue to hold steady. Profit expectations trail revenue slightly, a pattern that points to continued cost pressure even as clients and would-be clients clamor for more, and more high-end, services

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Merging Up? Settle These Twenty Items

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green marker checking boxes

 

The smaller firm gets a say, so decide what you want.

By Marc Rosenberg
The Rosenberg Practice Management Library

When a small firm considers merging upward, they listen to the terms offered by the larger firm and decide whether they can accept them. Through a combination of face-to-face meetings, negotiation sessions, telephone calls and review of materials, the seller should be comfortable with each of the following:

MORE by Marc Rosenberg
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1. Hopefully, you have identified the problems and the goals you have for the merger (retirement, access to staff, technical expertise, management capabilities, etc.). Do you see each of these problems and goals actually being addressed and resolved with the merger?
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Brannon Poe: Is Your Firm PE-Ready? | The Disruptors

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Most firms aren’t. Here’s how to change that.

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The Disruptors
With Liz Farr

Brannon Poe, founder of Poe Group Advisors, says the key to a successful firm transaction is fit.  

“I think having a good deal is really about having a good fit,” he says. Besides technical skills, “you have to have management styles that mesh well, you have to have client service philosophies that are aligned,” he explains.  

MORE STREAMING: Oliver: Build a Biz that Runs Without You | Daiber: Use Succession as a Growth Strategy | Cannon: Busy Season is Self-Inflicted | Carroll: When One Person Can Break the Firm |  Rampe: Build a Roadmap Even When the Road’s Not There | Chang: Killing SALY, One Agent at a Time | Vanover: 5-Star Firms Don’t Bill by the Hour | Kless: Profit Is a Result. Flourishing Is the Purpose | Whitman: Build Culture on ‘Progress,’ Not Change | Shein: No PE? No M&A? No Problem | Hood and Weber: Time to RISE | Proctor: Turn Dumb Ideas into Brilliant Solutions | Carter-Gray: How 1 Poor Review Strengthened the Firm | Hartman: Upwork to “40 Under 40” in 3 Years |

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For sellers, choosing the right buyer matters as much as the price. “I find that the sellers in particular, who keep their focus on fit and choose the right buyer, usually are the happiest with their exit.” 

The last few years have created favorable conditions for accounting firm sales, but not for everyone.  

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Regulators Put PE Under the Microscope

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Private equity meets public trust.

By CPA Trendlines Research

The nation’s accounting regulators are signaling that private equity’s rapid expansion into CPA firms has reached a point that demands closer scrutiny.

MORE Private Equity

In a new white paper, the National Association of State Boards of Accountancy lays out a framework of questions that could shape the next phase of regulation for firms backed by private equity or operating under alternative practice structures. At the same time, senior officials at the Securities and Exchange Commission are warning CPA firms to remain focused on “the basics.” The AICPA is also considering revising its independence regime.

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