Skip to content

This site uses cookies to store information on your computer. Some are essential to make our site work; others help us improve the user experience. By using the site, you consent to the placement of these cookies. Read our privacy policy to learn more.

Close
AICPA-CIMA
  • AICPA & CIMA:
  • Home
  • CPE & Learning
  • My Account
Journal of Accountancy
  • TECH & AI
    • All articles
    • Artificial Intelligence (AI)
    • Microsoft Excel
    • Information Security & Privacy

    Latest Stories

    • Incorporating prompt engineering into the accounting curriculum
    • Create a dynamic to-do list with Excel’s checkboxes
    • Another way to manage authentication texts
  • TAX
    • All articles
    • Corporations
    • Employee benefits
    • Individuals
    • IRS procedure

    Latest Stories

    • Paper tax refund checks on the way out as IRS shifts to electronic payments
    • IRS keeps per diem rates unchanged for business travel year starting Oct. 1
    • Details on IRS prop. regs. on tip income deduction
  • PRACTICE MANAGEMENT
    • All articles
    • Diversity, equity & inclusion
    • Human capital
    • Firm operations
    • Practice growth & client service

    Latest Stories

    • Paper tax refund checks on the way out as IRS shifts to electronic payments
    • Practice mobility update: New NASBA tool tracks changes for CPAs
    • IRS keeps per diem rates unchanged for business travel year starting Oct. 1
  • FINANCIAL REPORTING
    • All articles
    • FASB reporting
    • IFRS
    • Private company reporting
    • SEC compliance and reporting

    Latest Stories

    • SEC accepting Professional Accounting Fellow applications
    • SEC names new chief accountant
    • SEC ends legal defense of its climate rules
  • AUDIT
    • All articles
    • Attestation
    • Audit
    • Compilation and review
    • Peer review
    • Quality Management

    Latest Stories

    • AICPA unveils new QM resources to help firms meet Dec. 15 deadline
    • 8 steps to build your firm’s quality management system on time
    • Auditing Standards Board proposes a new fraud standard
  • MANAGEMENT ACCOUNTING
    • All articles
    • Business planning
    • Human resources
    • Risk management
    • Strategy

    Latest Stories

    • Business outlook brightens somewhat despite trade, inflation concerns
    • AICPA & CIMA Business Resilience Toolkit — levers for action
    • Economic pessimism grows, but CFOs have strategic responses
  • Home
  • News
  • Magazine
  • Podcast
  • Topics
Advertisement
  1. newsletter
  2. Cpa Insider
CPA INSIDER

Future-proof your tax practice by adding planning services

Tax reform presents an opportunity to add value to your engagements.

By Susan McAndrew, CPA
May 7, 2018

Please note: This item is from our archives and was published in 2018. It is provided for historical reference. The content may be out of date and links may no longer function.

Related

September 25, 2025

Professional liability risks related to Form 1065, CPA firm acquisitions

September 24, 2025

Paper tax refund checks on the way out as IRS shifts to electronic payments

September 23, 2025

IRS keeps per diem rates unchanged for business travel year starting Oct. 1

TOPICS

  • Tax
    • Practice Management & Professional Standards
    • Individual Income Taxation
  • Personal Financial Planning
    • Tax Planning

The landscape for CPAs serving individual clients is shifting. Consumers are seeking a primary point of contact to address the full scope of their financial needs, including tax, estate, and gift planning; retirement planning; risk management; and more.

In a recent AICPA webcast, veteran CPA financial planner Lyle Benson, CPA/PFS, and Andrea Millar, CPA/PFS, director of the AICPA Personal Financial Planning Division, discussed why CPAs may want to expand their service offerings and outlined a game plan that CPAs can use to remain relevant in the future. Here are some of their key points:

Changes to the landscape of services to individuals

CPAs who are focused solely on tax compliance and planning should be aware of changes in the marketplace for services to individuals. Rather than just expecting traditional tax services from their advisers, clients are now looking for more comprehensive planning services that integrate tax with retirement, estate, risk management, and other planning areas. According to the Bureau of Labor Statistics, the job outlook for personal financial advisers is expected to increase by 15% from 2016 to 2026, much faster than job growth across all occupations.

With the rapid evolution of technology, some of the work that CPAs have historically offered in the tax arena may become commoditized. Many non-CPA competitors are also recognizing the value of the tax relationship in the full advisory picture and are adding it to their service offerings. Though CPAs are naturally concerned about this shift in the tax marketplace, they can also view it as an opportunity to improve the experience they offer clients.

Tax can serve as a bridge to planning services

CPAs are uniquely well-positioned to offer planning services. They already hold the position of the trusted adviser and are expected to provide services in an objective manner, putting the best interest of the public first. Many already offer some level of tax, retirement, and estate planning, as well as planning for business owners. Their client base often includes consumers with complex tax situations who fit the target market for holistic planning services. The reality is that every piece of the client’s overall financial picture has a tax element that CPAs are well-positioned to address.

Advertisement

Tax planning is still an integral value proposition for individual clients. But it can also serve as a jumping-off point for providing clients with other value-added services. In fact, if clients aren’t already asking you questions about their other financial goals or needs in the course of a tax engagement, you can expand the tax relationship by opening those deeper conversations. (See the Analysis of a Tax Return for Financial Planning Opportunities and Personal Financial Outlook checklists for ideas.)

This year, tax reform has created an excellent opportunity for CPAs to showcase their expertise, ask clients deeper questions about their goals, and weave tax planning into clients’ broader planning picture. Listen to the webcast for more information.

The CPA as primary point of contact

Many financial plans require input from several professionals: not only CPAs, but also estate planning attorneys, investment advisers, insurance brokers, and others. However, if these professionals do not understand the client’s entire financial picture, they may give advice in a silo, without understanding how their recommendations will affect other areas of the client’s financial life. CPAs can provide clients with a valuable and much-needed service by acting as a primary point of contact who can integrate various parts of the client’s financial life. CPAs can coordinate among all the experts working on a client’s plan while providing their own financial expertise.

Practical steps to get started

How can you expand your tax practice to include planning services? For starters, you need to communicate to your clients your willingness and ability to engage in broader planning. Be intentional about telling clients what your service offerings are, rather than waiting for them to ask questions.

You can also use free AICPA checklists to help you review clients’ tax returns in order to identify important issues and opportunities for planning conversations.

Advertisement

The AICPA’s Personal Financial Planning and Tax Divisions can also assist with the transition. These divisions are constantly creating resources to support CPAs and bring together tax and planning content. Visit aicpa.org/pfp/pathway for practical resources tailored to CPAs interested in expanding their service offerings, aicpa.org/taxreform for comprehensive AICPA coverage on tax reform, and aicpa.org/pfp/proactiveplanning for proactive financial and tax planning strategies .

Take advantage of the unique opportunity of 2018 tax reform changes to let clients know about the various services you can provide. By providing your clients with planning services, you can help meet their needs and future-proof your business as well. 

Susan McAndrew, CPA, is a freelance writer based in Florida. To comment on this article or to suggest an idea for another article, contact Courtney Vien, a JofA senior editor, at Courtney.Vien@aicpa-cima.com.

Advertisement

latest news

September 24, 2025

Paper tax refund checks on the way out as IRS shifts to electronic payments

September 24, 2025

Practice mobility update: New NASBA tool tracks changes for CPAs

September 23, 2025

IRS keeps per diem rates unchanged for business travel year starting Oct. 1

September 22, 2025

Managing teams, managing time: The importance of setting expectations

September 19, 2025

Details on IRS prop. regs. on tip income deduction

Advertisement

Most Read

MAP Survey finds CPA firm starting pay on the rise
IRS finalizes regulations for Roth catch-up contributions under SECURE 2.0
NASBA, AICPA release proposed revisions to CPE standards
Congress passes act allowing tax relief when a state declares disaster
Treasury posts preliminary list of jobs eligible for no tax on tips
Advertisement

Podcast

September 25, 2025

Professional liability risks related to Form 1065, CPA firm acquisitions

September 18, 2025

‘We’re still the thinkers’ — a reminder for tax pros in the AI era

September 11, 2025

Strong storytelling helps speakers deliver ‘medicine’ without the aftertaste

Features

Calming nervous clients nearing retirement
Calming nervous clients nearing retirement

Calming nervous clients nearing retirement

7 retirement tips for small firm CPAs
7 retirement tips for small firm CPAs

7 retirement tips for small firm CPAs

Building a better CPA firm: Stepping up service offerings
Multi-colored plus signs

Building a better CPA firm: Stepping up service offerings

2025 tax software survey
Smiley, frowney, and neutral faces for Tax Software Survey.

2025 tax software survey

FROM THIS MONTH'S ISSUE

Flip out with the latest Tech Q&A

The September Technology Q&A column shows how to create dynamic to-do lists with Excel's checkboxes and also how to set up multifactor authentication texts that don't rely on phones. Flip through both items and view a video walkthrough in our digital format. 

From The Tax Adviser

August 30, 2025

2025 tax software survey

August 30, 2025

Are you doing all you can to keep the cash method for your clients?

July 31, 2025

Current developments in S corporations

July 31, 2025

Paid student-athletes: Tax implications for universities and donors

MAGAZINE

September 2025

September 2025

September 2025
August 2025

August 2025

August 2025
July 2025

July 2025

July 2025
June 2025

June 2025

June 2025
May 2025

May 2025

May 2025
April 2025

April 2025

April 2025
March 2025

March 2025

March 2025
February 2025

February 2025

February 2025
January 2025

January 2025

January 2025
December 2024

December 2024

December 2024
November 2024

November 2024

November 2024
October 2024

October 2024

October 2024
view all

View All

http://JofA_Default_Mag_cover_small_official_blue

PUSH NOTIFICATIONS

Coming soon: Learn about important news

CPA LETTER DAILY EMAIL

CPA Letter Logo

Subscribe to the daily CPA Letter

Stay on top of the biggest news affecting the profession every business day. Follow this link to your marketing preferences on aicpa-cima.com to subscribe. If you don't already have an aicpa-cima.com account, create one for free and then navigate to your marketing preferences.

Connect

  • X Logo JofA on X
  • facebook JofA on Facebook

HOME

  • News
  • Monthly issues
  • Podcast
  • A&A Focus
  • PFP Digest
  • Academic Update
  • Topics
  • RSS feed rss feed
  • Site map

ABOUT

  • Contact us
  • Advertise
  • Submit an article
  • Editorial calendar
  • Privacy policy
  • Terms & conditions

SUBSCRIBE

  • Academic Update
  • CPE Express

AICPA & CIMA SITES

  • AICPA-CIMA.com
  • Global Engagement Center
  • Financial Management (FM)
  • The Tax Adviser
  • AICPA Insights
  • Global Career Hub
AICPA & CIMA

© 2025 Association of International Certified Professional Accountants. All rights reserved.

Reliable. Resourceful. Respected.