How can tax firms align pricing & growth with value amid escalating client expectations?

How can tax firms align pricing and growth with value amidescalating client expectations? In this episode of Clarity, Nadya Brittonspeaks with Bob Lewis, President of The Visionary Group, about the forcesreshaping the tax, audit, and accounting profession. Drawing on insights fromrecent Thomson Reuters research and his extensive experience advising firms ongrowth, mergers, acquisitions, and succession planning, Lewis argues that manyfirms are underpricing their services and leaving significant value on thetable by relying on traditional hourly billing models. Instead, he encouragesfirms to focus on outcome-based pricing, client segmentation, and advisoryrelationships that better reflect the expertise and value they deliver. Asclient expectations continue to rise, he suggests firms must rethink how theyprice services, allocate capacity, and prioritize their most valuable clientrelationships.

The conversation also explores the broader transformation ofthe profession, including the rise of private equity investment, increasingindustry consolidation, succession challenges, and the growing role of AI.Lewis notes that outside capital has accelerated competition and created newpathways for growth, while firms that choose to remain independent must developclear strategies for generating internal capital and investing in technology. Akey theme throughout the discussion is the shift toward advisory services,where firms can build deeper client relationships and unlock new sources ofvalue beyond compliance work. Looking ahead, he predicts AI will significantlyincrease productivity, enabling professionals to manage larger, higher-valueengagements while focusing more on strategic advice and client outcomes.

3 reasons to listen

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1. Learn why traditional hourly billing may belimiting growth, and how value-based pricing can help firms better align feeswith the outcomes and expertise they deliver.

2. Understand how private equity, consolidation,and succession pressures are reshaping the profession, and what firms must doto remain competitive in a rapidly changing market.

3. Gain practical insight into the future of taxfirm growth, including advisory services, client segmentation, capacitymanagement, AI adoption, and strategies for creating long-term value.

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Learn how forward-thinking tax firms are aligning pricing with value.