During a recent meeting of the AICPA Governing Council, Barry Melancon, CEO of the institute shared this insight: At the heart of the tension between millennials and boomers is a static business model at CPA firms. The CPA firm value proposition has long centered around convenience for the client. "We worry about when your taxes are due so that you don't have to." In this session we'll discuss how that value proposition is changing and with it, the entire CPA firm business model. We'll discuss the factors driving this change and will introduce you to the business model canvas as a tool for iterating business models. Then we'll show you some practical steps you can take to transition your business model from compliance and client convenience to trusted client partner and driver of enterprise value.

1. CPA 2.0
The Future of
the Accounting
Profession

2. #AICPA_EDGE
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Tweets Welcome! @GriffithsCPA

3. Fenway Park

4. How long before
everyone drowns?

5. How much warning
will fans have?

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We live in exponential times

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Moore’s Law
Processor Speed
Time

8. #AICPA_EDGE 8
Changing Business
Models

10. What is a Business Model?

11. #AICPA_EDGE 11
Business Model Canvas

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Not Just Tweaks, but Wholesale
Changes in the Value Proposition
Historical Value Proposition
Convenience
“Thank you for
remembering when my
taxes are due and reading
all of those new accounting
pronouncements so that I
don’t have to.”
Future Value Proposition
Enterprise
Value
“Thank you for playing a
vital role in driving business
performance and enterprise
value.”

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Diversification in accounting firms
Source: AICPA Trends survey
New hires at
accounting
firms
2007
41,508
2012
53,092
13%
24%

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Aging Workforce

16. #AICPA_EDGE 16
Technological Changes

17. Cloud computing trends
Source: Sage North America
of small businesses are
demanding cloud-based
computing
61%

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Technology adoption remains slow
of firms are using online or cloud solutions
to collaborate and share accounting
information with their clients
10%

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A Case Study in New Software
Adoption

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Regulation
2002
66 Pages
2010
2,319 Pages

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New Competencies

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Organizational Structures

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Just How Important is
Strategic Thinking?
Study of 60,000 leaders:
“We found that a strategic approach to
leadership was, on average, 10 times more
important to the perception of effectiveness
than other behaviors studied.”

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A Picture
is Worth a
Thousand
Words . . .

25. #AICPA_EDGE 25
In Case You were wondering,
this is not a picture . . .

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Business Model Canvas Exercise

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Let’s Connect
Dan Griffiths is the Director of
Strategic Planning at Tanner, a
CPA firm based in Salt Lake City.
He provides strategic and
business planning, business
coaching, and leadership
development. Contact Dan at:
dgriffiths@tannerco.com
Or connect with him on LinkedIn:
www.linkedin.com/in/dangriffiths
cpa

28. © 2016 American Institute of CPAs. All rights reserved.