Tax & AccountingAugust 09, 2023

Case study: A deliberate approach to accounting firm growth

The accounting industry is growing steadily, many firms are looking for new ways to create sustainable growth. But there’s no single correct approach to accounting firm growth. The type of clients a firm serves, along with unique staffing considerations and practice management strategies will all factor into how the firm achieves its growth goals. Gary Frisch of Landmark CPAs recently discussed how the growing firm has leveraged technology like CCH Axcess to improve its business.

One important point that Frisch makes is that growth should be strategic. He says, “There's something to be said for organic growth — growing through referrals and the clients that we already have. So if you're going to grow, it's growing with the right clients that are good for the business. We're good for them. And they're good for us.”

What is your firm's approach to growth?

How are changing client expectations affecting the firm?

Growing firms often need to adjust their strategies to meet changing client expectations. To attract new clients, they need to offer services that clients value, with staff that clients trust. For Landmark, the efficiency of integrated CCH Axcess solutions has helped streamline their tax processes so that they have time and resources to provide higher-level services.

“I think one of the challenges in the industry as a whole is that it's become more of a commoditized business,” says Frisch. “And I think that we're ultimately having to change to be able to show our clients that we're providing more of a consultative type service… So they're ultimately seeing value in the services that we're providing.”

How are changing client expectations affecting the firm?

How does the firm’s technology enable growth?

With 6 locations across Arizona and Arkansas, Landmark benefits from centralized data in the cloud. The centralized Staff Manager module enables them to easily add and manage staff information, and the centralized data helps ensure consistency across the firm. As the firm has grown, CCH Axcess has scaled up to meet changing needs and additional staff.

“The technology is very scalable,” Frisch explains. “As we grow and it grows with us over the years, it's becoming more and more capable. And as we add new employees, it's very easy to add on. From a licensing standpoint, you call, you get your new licenses, and you're off and running. So it's very simple.”

How does the firm's technology enable growth?

How is the firm attracting and retaining staff?

Like other growing firms, Landmark has to compete for the best staff. According to Frisch, “On the staffing side of things, like all firms today, we have challenges finding people, and certainly the right people.” Still, the firm doesn’t want to hire just anyone. He says, “We want good people. And one of the things about the technology is that it allows us to be anywhere, and ultimately still work together.”

With cloud-based software, Landmark can offer more flexible working arrangements to attract and retain great staff. Staff can work remotely when needed, and the added efficiency helps everyone get their work done faster.

How is the firm attracting and retaining staff?

Whether you’re connecting a multi-office firm or managing remote staff, cloud-based software can help bridge the gaps. With CCH Axcess Tax, firms can create an efficient end-to-end tax process to maximize growth.

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Product Marketing Manager, Tax

Aimee Hall is a product marketing manager for Wolters Kluwer Tax and Accounting US, focusing on the professional market. In this role, she is responsible for leading the marketing strategy for tax software products including CCH Axcess Tax, CCH ProSystem fx Tax and ATX Tax. She joined Wolters Kluwer in 2006 and lives in the Chicago suburbs.

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