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Microsoft and Institute Join Forces
B ill Gates, chairman and chief executive officer of Microsoft, announced that his company and the American Institute of CPAs are forming an affiliation to help CPAs learn more about information technology and expand their services as technical advisers. Microsoft is already involved in helping state CPA societies with work on the Internet (see JofA, Oct. 96, page 4).
In the first half of this year the AICPA and Microsoft will host a conference designed to educate managing partners about business systems consulting. CPAs will get the details on how to build a technology consulting practice, with emphasis on how a CPA with both business knowledge and technical skills can provide small businesses with the advice they need. "The strategic alliance with Microsoft builds on our complementary strengths, ensuring greater recognition for our members as strategic business advisers and information professionals for their clients and employers," said AICPA President Barry Melancon.
Helping CPAs shape the future
"Consulting
services are the next big revenue pool for CPAs, but the
infrastructure is not in place," Matt Davis, Microsoft's
marketing manager for the accounting profession, told the
Journal. By "infrastructure," Davis was referring
not just to hardware and software but also to training and a change of
mind-set. He said large firms were getting more of their revenue from
consulting engagements than any other practice segment and that small
firms, in an era of flat growth for many traditional CPA services,
should consider increasing their consulting practices. "I believe
90% of all business problems have at their core a solution that
involves technology," he said.
Long-term goals: more for all
Although many small
firms already offer some consulting services, most are not realizing
their potential, according to Davis. He said Microsoft's objective is
to have 20% of all CPA firms derive more than a third of their revenue
from business systems consulting. These firms would then be able to
get their clients up to speed, creating a wave of technologically
sophisticated small businesses. "We will work with the AICPA to
develop a program with technology support, marketing assistance and
education. We will develop and deliver the infrastructure in
1997."
What's in it for Microsoft? "The more businesses there are
using information technology, the more customers there are for
Microsoft," said Davis, who again emphasized that Microsoft's
competitors could also reap rewards from an increased customer base.
"We're growing the pie for CPAs, for ourselves-for
everyone."
