Today's Features

Anne Napolitano: The Future of Accounting’s in Value, Not Time | The Disruptors

“The balance sheet is where all the bodies lie.”

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The Disruptors
With Liz Farr
For CPA Trendlines

The Break-Through Blueprint for Revolutionizing the CPA Firm Business Model

Anne Napolitano used to give advisory-level guidance without charging for it. “I was doing those advisory-type services without really getting compensated for it because I just felt it was what you were supposed to offer to your clients,” she says.  

But after learning about value pricing from various resources, including Ron Baker and Ed Kless, her thinking changed. “The better we got at something, the quicker we were, the less money we were making because we could do things faster,” she says.   

MORE Disruptors with Liz Farr | CPA Trendlines Streaming Network

That realization helped her understand that clients weren’t buying time; rather, they were buying the decades of experience she and her team had as accountants and the value that comes from that experience. And today, she charges a premium for that expertise.  

“We need to value ourselves correctly and appreciate the fact that we’re really doing some great work for our clients, and we should be compensated for that,” she explains.  

Her firm, Anne Napolitano Consulting, landed on its niche specialty of restaurants, bars, breweries, distilleries, and wineries, partly because of Napolitano’s love of cooking. 

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Zoho Freezes Raises as AI Costs Climb

Intuit, Sage, Xero grapple with ‘bubblelicios’ AI spending strategies.

Surging AI costs are making managing profit margins a new challenge at many of the same companies seeking to generate new revenue in the technology.

By CPA Trendlines Research

Zoho is freezing its usual annual pay increases for its 19,000 employees worldwide and cutting marketing spending as rising server prices and AI usage are driving up costs.

Sridhar Vembu, Zoho co-founder

“AI has raised costs dramatically,” Sridhar Vembu, Zoho’s co-founder and chief scientist, says. Server prices have risen fourfold, and the company is working to avoid mass layoffs.

MORE AI in Tech

Meanwhile, Zoho’s peers and competitors report surging A.I. costs that make managing margins a new challenge. Intuit, for example, says it spent $110 million last year alone.

AI costs are rising fast enough at Zoho to stop raises, yet the company is adding capabilities to Analytics and Campaigns without increasing the base subscription prices. For now, the response includes payroll restraint and metered usage charges.

For accounting firms using Zoho products, the news shows why base subscription prices may not capture the full cost of AI. Zoho’s Analytics documentation also says some features share data with external vendors and some built-in agents support only OpenAI, determining which providers receive business data. READ MORE →

Eighteen Questions for Merger Candidates

Four people meeting at a restaurant

It’s time to get to know each other.

By Marc Rosenberg
CPA Firm Mergers: Your Complete Guide

All merger discussions have to begin somewhere. After merger candidates have been identified, there obviously needs to be an initial meeting for the two firms to get acquainted.

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Everything is confidential and informal. No exchange of financial statements. The two parties simply spend an hour or two – you guessed it – getting to know each other. Many firms like to convene this meeting over breakfast or lunch because meeting at a restaurant gives the encounter an air of informality and sociability. Other firms like to do this in the larger firm’s office so that the smaller firm can get a “house tour.”

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TwineBiller Launches in QuickBooks App Marketplace

To help accounting firms protect software billing margins

Yesberg

By CPA Trendlines Research

Timed for Intuit Connect this week, TwineApps is rolling out Twine Biller to the QuickBooks app marketplace,  to help firms keep client software billing in alignment.

View TwineBiller in the QuickBooks app marketplace: https://quickbooks.intuit.com/app/apps/appdetails/twinebiller/

Twine Biller helps firms manage software subscriptions purchased on behalf of clients and how they rebill them. The aim is to make the relationship between software expenditure and client billing clearer, so firms can identify changes and decide how to respond.

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What Do You Have to Show for Implementing AI? | Accounting Voices

Look at pricing, services, and client relationships to assess whether AI investments are reshaping the business.

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The step-by-step operating guide for CPA firms building, pricing, and scaling advisory services that clients value—and pay for.

Accounting Voices
With Rob Brown

A tax return completed in three hours instead of five gives an accounting firm something valuable: time.

What happens to those two hours may reveal more about the firm’s AI strategy than the technology that saved them.

Does the firm take on more work? Give employees breathing room? Help a client understand an emerging business problem? Reconsider how it prices its services?

MORE Accounting Voices with Rob Brown | MORE CPA Trendlines Streaming Network

In a solo episode of Accounting Voices, host Rob Brown examines a distinction that can get lost in the enthusiasm surrounding artificial intelligence: Adopting AI and changing a business are different accomplishments.

“Efficiency is not reshaping,” Brown says. “A little bit of doing things faster doesn’t change the model.”

The episode, part of the “AI Reality Inside Firms” series, offers leaders three ways to examine their progress: Look at the economics, consider the client relationship, and assess whether leadership is deliberately shaping the firm’s direction.

Together, those questions move the conversation from what a tool can do to what a firm intends to become.

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Entrepreneurship’s Biggest Enemies: Procrastination and Questioning Advice Before You’ve Tried It

hand below light bulb

Ten Questions to Check Your Entrepreneurship

By Jackie Meyer

“If your business depends on you, you don’t own a business – you have a job. And it’s the worst job in the world because you’re working for a lunatic!” – Michael E. Gerber, “The E-Myth Revisited: Why Most Small Businesses Don’t Work and What to Do About It”

October 2010. The day is etched in my memory – cold and sharp, like the sting of betrayal. I was sitting in my car, gripping the steering wheel so tightly my knuckles turned white. Just moments before, I had been fired. Fired from a job I thought was secure, on a career path I believed I was destined for. The words from my boss were still ringing in my ears: “We’re going in a different direction.” I was stunned. What did that mean for my direction?

MORE: More Revenue in Fewer Hours
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It felt like the bottom had dropped out of my life. Years of studying, late nights, and climbing what I thought was the “right” ladder had led to this: humiliation, anger and a terrifying sense of … nothingness. But as I sat there, eyes burning with tears I refused to let fall, something unexpected began to stir beneath the surface of those raw emotions. A spark. A flicker of defiance. And the faintest whisper of an idea.
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Would Your Controls Hold Up Under Pressure? | Transformation Trends

Strengthen cybersecurity by testing how approvals, access, and recovery plans work when routine business takes an unexpected turn.

Transformation Trends
By Donny Shimamoto
Center for Accounting Transformation

A supplier provides new payment instructions. An executive sends an urgent bank transfer request. A payroll administrator receives a message asking to reset a password. 

Each situation looks like ordinary business, but needs a control that works even when the request seems legitimate. 

October was Cybersecurity Awareness Month, an opportunity for accounting and finance professionals to examine how their organizations protect money, private information, and the ability to keep operating. Whether we work in business and industry, government, nonprofits, or public practice, cybersecurity reaches into the processes accountants manage every day. 

We do not need to become cybersecurity engineers to protect our organizations. In fact, cybersecurity tools don’t protect you from the situations above; traditional accounting internal controls do. We need to bring our understanding of risk, authorization, and accountability into decisions about technology and the work that we are doing. 

Payment controls are cybersecurity controls
The FBI’s 2025 Internet Crime Report records 24,768 business email compromise complaints and approximately $3.05 billion in reported losses. These are losses reported to the FBI’s Internet Crime Complaint Center, not an estimate of every loss nationwide.[1] 

That threat lands directly in accounting’s territory. A convincing message can redirect a legitimate payment without first shutting down the organization’s systems. 

The FBI recommends independently verifying payment requests and changes to account numbers or payment procedures.[2] Build that verification into the workflow. Call a known contact using a previously verified number, rather than a number supplied in the request. Require a second approval for sensitive changes, and document the verification before releasing funds. 

Then examine the exceptions. Can someone override the process because an executive is traveling or a vendor is demanding immediate payment? Does the same person change banking information and authorize the transfer? 

A control that disappears under pressure offers little protection when urgency is the attacker’s strategy. Leaders should explicitly support employees who pause a transaction to verify it, including requests that appear to come from leadership. 

Ask for evidence that protections work
Verizon’s 2026 Data Breach Investigations Report finds that vulnerability exploitation accounts for 31% of initial access in its breach dataset. Ransomware appears in 48% of breaches.[3] These findings describe the report’s investigated breaches; they are not the probability that any particular organization will experience an attack. 

For accounting professionals, the practical response is to ask better questions about the protections supporting critical work and sensitive information. 

Who owns software updates? How are urgent security fixes prioritized? Which devices and applications fall outside the organization’s normal monitoring? If a system is too old to secure adequately, who approves the risk of continuing to use it? 

Access deserves the same scrutiny. NIST recommends enabling multifactor authentication on accounts that offer it and considering phishing-resistant options for sensitive applications. It also advises limiting access to what people need and removing it when their needs change or they leave.[4] 

Ask to review access to banking, payroll, financial reporting, and document-sharing systems with the responsible technology team. An employee’s new role (transfer within the organization) should trigger an access review, just as departure does. Convenience should not quietly become permanent authority. 

Translate downtime into business consequences
A backup report saying “successful” does not tell leadership how quickly payroll can resume or whether the accounting team can complete the close. 

Work with technology and operational leaders to identify the processes that must continue during an outage. Estimate the cost of interruption, including delayed collections, missed payments, overtime, and the effort required to reconstruct records. Decide how long each process can reasonably remain unavailable. 

Then test recovery against those needs. Ask for a restoration exercise that demonstrates usable data and an achievable recovery time. Include the people who will actually perform the work after systems return. 

Outsourcing also requires clear responsibilities. For a payroll provider, cloud accounting platform, or managed technology service, establish who handles access, backups, incident notification, and recovery. Ask what your team must do if the provider becomes unavailable. Record those answers before an incident forces everyone to negotiate responsibilities under pressure. 

Make the response a practiced process
An effective response begins with employees knowing how to report a concern quickly, without fear that an honest mistake will become a public reprimand. 

Run a short exercise using a realistic scenario: A payment has gone to a fraudulent account, or staff cannot access payroll on processing day. Identify who contacts the bank, who coordinates with technology specialists, and who authorizes operational decisions. Keep essential contact information accessible even if email is unavailable. 

For suspected business email compromise, the FBI advises contacting the financial institution immediately and reporting the incident to IC3.[2] Put those steps into the response plan. 

If you didn’t already do it in October, choose one critical workflow and follow it from request through authorization, execution, and recovery. Identify a weakness, assign an owner, and set a date to verify the improvement. 

Cybersecurity becomes more useful to leadership when we can explain what is protected, what could interrupt operations, and which action reduces that exposure. Accounting and finance professionals can make that conversation concrete, and help ensure that the controls on paper work when the organization needs them. 

 

Build Your Cybersecurity Confidence
Center for Accounting Transformation resources 

Understand your technology options
On Nov. 16, 2026, Donny Shimamoto presents “Understanding Your Cybersecurity Tech Options: How Non-Techies Can Mitigate Their Malware Risks.” This two-hour webinar offers 2 CPE credits and explores malware protection, device management, email security, backup, secure document exchange, and other risk areas. Learn how to assess your controls and identify remaining risks to discuss with your technology adviser. 

Explore the course and upcoming events 

Explore protection for a small or home office
The Center’s Small Office/Home Office (SOHO) Protection Package is designed for small- to medium-sized accounting practices seeking help selecting cybersecurity protection. The process starts with understanding your services and technology stack, then identifying a subscription level that fits your needs and budget. Connect with an adviser to explore the available options. 

Learn about the SOHO Protection Package 

Sources 

  1. FBI, 2025 Internet Crime Report, published in 2026, printed pages 7–8. Business email compromise complaints and reported losses.
  2. FBI, Business Email Compromise. Payment verification and incident reporting guidance.
  3. Verizon, 2026 Data Breach Investigations Report Executive Summary, printed pages 9–10. Vulnerability exploitation and ransomware findings.
  4. NIST, Multi-Factor Authentication, updated Jan. 5, 2026. Authentication and access management guidance.

Before Building with AI, Firms Need a Plan for Client Data | Innovation Insights

Context, verified sources, and human review remain essential as teams build AI tools.

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Innovation Insights
With Donny Shimamoto and Liz Mason
Center for Accounting Transformation

A tax firm can build an AI agent to organize documents, flag missing information, and track unfinished returns. The harder assignment is deciding what that agent should never do on its own. That question drives this episode of Innovation Insights, a Center for Accounting Transformation podcast conversation between hosts Donny Shimamoto, CPA.CITP, CGMA, and Liz Mason, CPA.

As smaller firms experiment with building their own tax tools, the two examine what separates a useful automation from a costly lapse in security, accuracy, or professional responsibility.

More Donny Shimamoto

Shimamoto is founder and managing director of IntrapriseTechKnowlogies LLC and founder and inspiration architect for the Center for Accounting Transformation. Mason is co-founder and CEO of TaxFigure, founder and CEO of High Rock Accounting, a member of Intuit’s Partner Council, a board member of AuditMiner, and CEO and founder of Rebel Rock.

Their message gives firms room to experiment, but it also gives that experimentation a clear starting point: Understand the data, the workflow, and the professional obligations before building.

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One Times Fees Is Only One Way to Acquire a Firm

Businesswoman using calculator while reviewing something on laptop screen

If you do the math, you might be surprised.

By Marc Rosenberg
CPA Firm Mergers: Your Complete Guide

Partners in accounting firms are familiar with the rule of thumb that a CPA firm’s goodwill is worth one times fees; however, like many “rules of thumb,” this notion is often incorrect.

MORE by Marc Rosenberg
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When buyers begin to think about how much they will pay for a smaller firm, they often have this one-times-fees notion in the back of their minds. Then, when sellers are bold enough to ask for a price in excess of one times fees, buyers often balk because they feel that the asking price is too rich.

The purpose of this article is to demonstrate that buying a small firm for one times fees is a steal (for the buyer). In fact, it’s still an outstanding investment at a premium price, say, as high as 1.3 times fees. Let me illustrate.

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Michael Annichine: Why Women’s Health Belongs in the Career Conversation | MOVE Like This

Are women’s own healthcare needs being heard?
This is a preview. The complete video episode, with commentary and transcript, is first and always available exclusively to PRO Members | Go PRO here
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Optimize Profits, Delight Clients, & Build a Top-Value Firm!

MOVE Like This
With Bonnie Buol Ruszczyk
For CPA Trendlines Research

The 2026 Accounting MOVE Project report examines how caregiving affects women’s careers. A newly released MOVE Like This episode explores another part of that conversation: whether women’s own healthcare needs are being heard.

Supporting women’s careers requires understanding the lives they lead beyond work.

That connection comes into focus with the release of the 2026 Accounting MOVE Project report, Caught in the Middle: How Caregiving Pressures Are Reshaping Women’s Careers in Public Accounting, which examines how caregiving pressures affect advancement in public accounting. Among participating firms, 47% reported seeing caregiving slow progress toward promotion or partnership, and 76% said the career impact falls mostly on women.

MORE MOVE Like This | MORE Caregiving Research | MORE CPA Trendlines Streaming Network

Released alongside the report, this episode of MOVE Like This broadens the discussion to women’s health. Host Bonnie Buol Ruszczyk talks with Michael Annichine, CEO of Magee-Womens Research Institute & Foundation at the time of the recording, about gaps in medical research, the importance of listening, and what happens when women’s concerns are dismissed.

The conversation offers a useful perspective for accounting leaders considering the report’s findings: Understanding what people need is only the beginning. Institutions also have to act on what they learn.

Editor’s note: This episode was recorded April 16, 2024. References to the president refer to then-President Joe Biden. Discussion of federal initiatives, research funding, and diversity, equity, and inclusion reflects the context at the time of recording.

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