Pulse of the Practice

In this Pulse of the Practice conversation, Paul Miller unpacks why the best “tax planning season” is all year long—not just Q4. With many firm initiatives already targeting 2026, Paul shares how leading firms translate today’s client conversations into concrete capacity, revenue, and staffing plans for the next 12–24 months.Key takeaways:Listen for life‑event signals. Clients rarely say “I need an exit plan.” They hint at transitions—succession, burnout, relocation, health, or market shifts. Train your team to hear those cues and start planning early.Valuation isn’t a finish line; it’s a starting point. Regularly benchmark the business so owners can align pricing, client mix, and structure with their eventual exit timeline.Make planning continuous. Replace last‑minute Q4 models with a cadence of mini‑check‑ins that combine numbers with narrative: goals for the next 1–5 years, risk tolerance, and capacity constraints—both client and firm‑side.Charge for strategy with confidence. Longstanding relationships don’t make advisory “free.” Clarify scope, package outcomes (e.g., exit readiness, tax savings roadmap, sale prep), and communicate the value long before a transaction looms.Redesign roles for impact. Shift staff from “cranking numbers” to managing relationships and discovery. The result: better insights, earlier interventions, and more profitable engagements.Think 2026 now. If 75% of your big projects already point to 2026, formalize forecasts, staffing plans, and pricing updates today.Whether your clients are five years from a sale or just exploring growth options, this episode shows how to move from reactive calculations to proactive advisory—without awkward money talks.Timestamps00:00 Intro and why planning sneaks up on firms03:55 Why 2026 planning starts today06:45 Spotting exit triggers in normal conversations11:15 Numbers vs. life events: bringing both into planning16:15 Pricing advisory in long‑term relationships20:25 When to discuss valuation (and how often)24:20 Turning staff into relationship managersKeywords (primary/secondary/long‑tail) Primary: year‑round tax planning, advisory services for accounting firms, business valuation, exit planning, 2026 firm planning Secondary: CPA firm capacity planning, client discovery, pricing advisory, scope management, relationship management, revenue projections Long‑tail: how to price advisory for long‑term clients, signs a business is ready to sell, continuous tax planning vs Q4, training staff for client advisory, building a 2026 capacity plan

In this episode of "Pulse of the Practice," hosts Mo Arbas and Paul Miller dive deep into the latest tax law updates impacting accounting and tax firms as we approach the fourth quarter of 2025. Discover practical strategies for communicating key legislative changes—like the expiration of the clean vehicle credit, updates to renewable energy incentives, R&D credit modifications, QBID (Section 199A), and bonus depreciation—with your clients. Learn how to break down complex information into digestible video announcements and distinguish between goodwill communications and billable advisory work.Mo and Paul offer actionable insights on how firms can stay ahead by proactively addressing client needs, leveraging new tax planning opportunities, and maintaining confidence in an ever-evolving regulatory landscape. Whether you're managing busy extension deadlines or looking to optimize your advisory services, this episode is packed with best practices, real-world examples, and expert guidance to ensure your clients are informed and your firm is prepared for the year ahead.Tune in to keep your finger on the pulse of tax law changes, maximize client value, and position your practice for success in 2025 and beyond!Keywords:2025 tax law changes, accounting firm advisory, clean vehicle credit expiration, renewable energy tax credits, R&D credit update, Section 199A, QBID extension, bonus depreciation, tax planning strategies, client communication, proactive tax advisory, small business tax updates, IRS guidance, accounting best practices, tax legislation, extension deadlines, business tax credits, firm workflow optimization, tax compliance, tax advisory services, podcast for accountants

In this insightful episode of Pulse of the Practice, hosts Mo Arbas and Paul Miller reconnect to discuss the ever-evolving landscape of tax law changes and the impact on accounting practices. With recent travel and busy schedules behind them, Mo and Paul dive deep into how firms can proactively adapt to new legislation, including the "big beautiful bill" and its implications for tax credits, child tax exemptions, overtime income, and more.Listeners will gain actionable advice on how to stay ahead of regulatory updates, optimize tax planning strategies for clients, and effectively communicate changes through targeted content like short, topic-specific videos. The hosts explore the importance of advisory services, the evolving roles within accounting teams, and how firms can build trust and demonstrate value beyond compliance work.Key topics include:The importance of proactive client communication in light of legislative changesStrategies for team readiness and workflow optimizationLeveraging video content for client education on tax law updatesAdvisory vs. compliance: transitioning to value-added servicesReal-world scenarios for maximizing deductions, credits, and filing status optimizationBuilding client trust and engagement for future advisory relationshipsManaging documentation and staff responsibilities as laws evolvePlanning ahead for 2025, 2026, and beyondWhether you’re a firm owner, tax professional, or team member, this episode delivers practical insights to help your practice thrive amid change and position itself as a trusted advisory partner.Keywords: tax law changes, tax advisory, accounting firm strategies, tax credits, child tax credit, overtime income, compliance vs advisory, client communication, tax planning, proactive advisory, accounting workflow, staff optimization, tax deduction strategies, tax exemption, client engagement, financial advisory services, accounting team roles, regulatory updates, pulse of the practice, tax legislation, tax return planning, 2025 tax changes, 2026 tax changes, short-form video marketing, client education, CPA firm best practices

Join us for a dynamic live episode of “Pulse of the Practice” from the 2025 Advisory Symposium in Miami! Hosts Mo and Paul kick off with lively banter, audience engagement, and a look behind the scenes at the evolution of their own professional journeys. This special session dives into the rapid pace of innovation and adaptation in various industries, spotlighting the transformation of Amazon from humble beginnings to global powerhouse. Discover how Amazon’s relentless drive for innovation—and its willingness to learn from failures—offers valuable lessons for the accounting and tax advisory profession.Hear from special guest Elizabeth Bystrom, President of Tax at Thomson Reuters, who shares insights into the launch of the groundbreaking “Ready to Advise” platform. Elizabeth discusses the importance of client relationships, the transition from transactional services to strategic advisory, and how AI and automation are reshaping the future of tax practices. The episode also features interactive games, audience prizes, and shout-outs to sponsors like Protection Plus.Whether you’re a tax professional, accountant, or business leader looking to stay ahead of industry trends, this episode offers actionable strategies, innovation milestones, and a look at the next wave of advisory technology. Don’t miss this fun, insightful, and forward-thinking conversation that will inspire you to embrace change and lead your practice into the future!Key Topics Covered:The evolution and innovation journey of Amazon and its impact on client expectationsHow disruption in the retail industry provides lessons for the accounting professionThe importance of continuous innovation in tax and accounting servicesIntroduction to Thomson Reuters’ “Ready to Advise” platform and its benefitsLeveraging AI and automation to enhance efficiency and client relationshipsOvercoming resistance to change and embracing technology in professional servicesLive audience interaction, prize giveaways, and more!Keywords: tax advisory, accounting innovation, Amazon business case, industry disruption, Thomson Reuters, Ready to Advise, tax technology, AI in accounting, automation, client relationships, tax practice growth, CPA evolution, professional services trends, accounting symposium

SummaryIn this episode, Mo Arbas and Paul Miller discuss the recent Partner Summit and the evolving landscape of advisory services in the accounting industry. They reflect on the challenges firms face, including pricing strategies, client relationships, and the impact of AI. The conversation emphasizes the importance of understanding client perspectives and the need for firms to adapt to changing market conditions while maintaining strong relationships with clients.TakeawaysAI is becoming a crucial part of advisory services.Firms are facing challenges with pricing and client expectations.Building confidence in pricing changes is essential for firms.Legacy clients can be difficult to transition away from.Communication with clients about changes is vital.Customization in services can lead to unsustainable practices.The accounting industry must evolve to remain competitive.Understanding client perspectives can improve relationships.Firms need to balance legacy clients with new business models.Sustainability in business practices is a growing concern.Keywords: partner summit, advisory services, client relationships, legacy clients, business sustainability, change management, AI in accounting, pricing strategies, firm evolution, client communication

SummaryIn this episode, Mo Arbas and Paul Miller engage with Trisha Floyd, a CPA firm owner, discussing her journey in transitioning from traditional accounting to advisory services. Trisha shares insights on the importance of client education, building trust, and the integration of wealth management into CPA practices. The conversation highlights the evolving landscape of the service industry and the opportunities for CPAs to provide higher levels of service and support to their clients.TakeawaysTrisha Floyd emphasizes the importance of client education in advisory services.Building trust is crucial for CPAs to effectively offer wealth management.The integration of wealth management into CPA practices can enhance client relationships.Understanding client needs goes beyond tax returns; it's about holistic financial planning.Trisha's firm aims to provide customized plans for clients of all ages.The service industry is evolving, with a growing demand for comprehensive financial services.CPAs can leverage their expertise to offer higher levels of service and support.Effective communication and asking the right questions can uncover additional client needs.The future of advisory services lies in the ability to adapt and provide tailored solutions.Trisha is excited about the potential of marrying CPA services with wealth management.Keywords: CPA, advisory services, wealth management, client education, financial planning, trust, client relationships, service industry, tax planning, financial advisory

It's bittersweet moment as Paul and Mo reflect on key moments this year and what they're looking forward to in 2025. 

SummaryIn this conversation, Mo Arbas and Paul Miller discuss the evolving landscape of advisory services in the accounting and tax industry. They reflect on their recent experiences at a conference, the importance of understanding what advisory truly means, and the challenges firms face in delivering value to clients. The discussion highlights the need for structured advisory services, the role of technology, and the importance of client relationships. They also touch on the future of advisory services and the necessity for firms to adapt to changing client expectations.TakeawaysAdvisory services are becoming increasingly important in the accounting industry.There is a need for clarity in what advisory services entail.Firms must evolve their client relationships to provide more value.Technology plays a crucial role in enhancing advisory services.Clients are looking for proactive solutions rather than reactive ones.Understanding client needs is essential for delivering effective advisory services.The advisory landscape is broad and requires firms to define their niche.Private equity is recognizing the potential in the advisory space.Firms should focus on structured processes for delivering advisory services.The future of advisory will involve more collaboration and integration of services.Keywords: advisory services, client relationships, tax advisory, accounting, technology, client expectations, business transformation, private equity, consulting, financial planning

SummaryIn this conversation, Mo Arbas and Paul Miller discuss the complexities of client management in the advisory sector, emphasizing the importance of proactive engagement and understanding the annual client cycle. They explore the challenges of balancing technology with client needs, the significance of routine communication, and the necessity of shifting mindsets regarding tax preparation. The discussion highlights strategies for building successful client relationships and managing expectations throughout the year.TakeawaysTechnology can be a double-edged sword in client management.Learning to say no is crucial for prioritizing tasks.Client relationships are ongoing and require continuous engagement.Tax filing should be a routine part of a larger process.Proactive communication can prevent last-minute rushes.Understanding the annual client cycle is essential for effective management.Routine check-ins can alleviate end-of-year stress.Clients often view tax preparation as just another step in the process.Effective client management requires clear scope and engagement definitions.Building a knowledge base can enhance client communication and service.Keywords: technology, client management, annual cycle, proactive engagement, communication, tax preparation, client relationships, advisory services, workflow, business strategy

In this week's episode, Paul and Mo are joined by Brady Lievens, Chief Revenue Officer with Protection Plus. They discuss notices and audits and how Protection Plus partners with, and offers Tax and Accounting firms defense services.

In this week's episode, Mo goes back in time.. into the school days, and asks Paul about student loans and tax and planning stragies.

Paul and Mo are joined by Thomas J (TJ) Sabotka, Managing Partner of O'Brien Shortle Reynolds & Sabotka, PC. TJ shares his firm's journey, acquisitions, and how being the leader of change and having a coaching mindset are both important contributors to his success. 

In this week's episode, Paul and Mo are joined by Tim Petrey, the CEO of HD Growth Partners. They have a discussion around the challenges and opportunities in the past, the current, and the future accounting firm. 

Paul and Mo go LIVE from Carlsbad, CA during the Thomson Reuters annual Advisory Symposium, interacting with a live audience for the first time, and bringing them an exciting conversation with Tom Hood, CPA, CITP, CGMA. Tom is currently the EVP Business Growth & Engagement for AICPA-CIMA and the Business Learning Institute. He was named in the top three most influential people in accounting by Accounting Today Magazine for the eleventh year. His focus is elevating and accelerating the role of CPAs and CGMAs in corporate and management accounting.

To guilt or not to guilt! In this week's episode, Paul and Mo have a discussion on a specific prospective client situation, and the conflict between the feeling of guilt and the right time to say No.

Paul and Mo are joined by Nathan Nelson, Attorney and Co-Founder of Virtus Law, as they have a part 2 discussion around the Beneficial Ownership Information (BOI) reporting rules and managing client information. 

Paul and Mo have a discussion around their experience of the first Partner Summit in 2024! They recall some highlights from the event and how the mindset of many peers in the profession has shifted into understanding advisory and realizing value.  

Paul and Mo have a discussion about the IRS ramping up its enforcement efforts and the operating plans for more audits. They also discuss initiatives that could be done to make sure clients have all their paperwork in order. 

In this week's episode, Paul and Mo have a discussion around deadlines and the unnessary stress that it brings sometimes, and how to manage that between staff and clients.

Special Edition from SYNERGY 2023 broadcast booth.