Business Model Trends for CPA Firms

The business of accounting is evolving. What was once a profession grounded in tax preparation, audits, and compliance is now pivoting into a far more diverse and strategic domain. CPA firms are transforming their operational models to meet the changing expectations of their clients, staff, and the marketplace. 

According to the Business Model Trends Report 2024—a study based on feedback from over 650 accountants and business clients—this transformation is not only necessary but already well underway. The report reveals: 

• Over 60% of firms now identify advisory services as their main growth driver. 

• Buyers are willing to pay up to 50% more for packages that include strategic advisory services, with those who purchase advisory already spending 43% more on average. 

• 63% of buyers prefer non-hourly billing (e.g., fixed-fee or per-project), while 54% purchase bundled services, showcasing a shift toward value-based models. 

• High-performing firms are 2x more likely to use fully integrated tech platforms, and those that communicate the benefits of automation are 3.5x more likely to raise their prices successfully. 

• Remote and hybrid models are helping firms tap into broader talent pools and reduce costs while maintaining agility and continuity. 

Rethinking the CPA Firm as a Platform 

One of the most striking trends outlined in the report is the shift from “practice mindset” to “platform thinking.” Traditional firms have long operated as service providers—focused on time-based billing, one-off engagements, and siloed service lines.

Today’s forward-looking firms, however, are redesigning themselves as platforms—agile, technology-enabled ecosystems designed for recurring value delivery. 

This platform model is built on: 

• Recurring revenue: Leveraging subscription services and monthly retainers. 

• Client lifecycle value: Extending engagements through advisory and tech-forward services. 

• Scalable delivery: Empowering teams with digital workflows and standardized processes. 

This evolution allows CPA firms to behave more like SaaS businesses—lean, client-focused, and growth-ready. 

Subscription and Tiered Pricing Models 

One of the biggest business model transformations underway is in how firms price their services. While still prevalent, hourly billing is being rapidly replaced or supplemented by subscription and fixed-fee models. Both client expectations and operational efficiency drive this shift. 

According to the report, firms that have adopted subscription pricing models: 

• Experience more consistent cash flow 

• Reduce client churn 

• Improve staff morale due to less reactive workload 

Many firms are also introducing tiered offerings—like bronze, silver, and gold packages—to let clients self-select services based on their needs and budgets. This creates predictable revenue and positions the firm as a proactive partner. 

Source: Business Model Trends for Accounting Advisory Services 

Advisory at the Core 

Another significant change in the business model is re-centering the firm’s strategy around advisory services. Compliance work is becoming commoditized. Advisory, in contrast, is about creating strategic impact. 

Firms are redesigning their operating models to:  

• Lead with advisory, not compliance 

• Build cross-functional teams for client delivery 

• Use data to identify client needs proactively 

The report notes that 60% of CPA firms view advisory as their primary source of growth in the coming years. This shift increases revenue potential, deepens client relationships, and improves retention. 

Tech-First Foundations 

Modern CPA firms are also becoming technology companies in their own right. The report shows a direct correlation between firm performance and tech integration. 

High-performing firms: 

• Are 2x more likely to use fully integrated platforms 

• Employ automation to streamline compliance work 

• Leverage AI to generate real-time business insights 

Firms still operate with fragmented systems and struggle to meet client demands and internal productivity goals. As a result, many are investing in client portals, CRM integrations, analytics dashboards, and automated billing solutions. 

Remote, Agile, and Global-Ready 

The rise of hybrid and remote work has not just been a logistical shift—it’s fundamentally altered CPA business models. The traditional location-based firm now operates anywhere, anytime. 

Benefits of this model include: 

• Access to wider talent pools 

• Scalable staffing with remote contractors and outsourced partners 

• 24/7 service delivery models for global clients 

The report highlights firms using virtual work models to build specialty teams across geographies, maintain business continuity, and reduce office costs. 

Ownership and Leadership Transformation 

Business models are also changing at the leadership and governance levels. The report shows a trend toward non-partner ownership models that reward top performers with equity or long-term incentive plans. This creates more inclusive growth paths and improves retention. 

Simultaneously, M&A activity is being used to reshape firm scale and capabilities. Smaller firms merge to pool resources, while mid-sized firms acquire niche players to expand vertical expertise or tech stacks. 

Succession planning is no longer a five-year-out conversation. It’s happening now, with firms actively grooming future leaders and institutionalizing firm knowledge. 

The CPA Firm as a Strategic Business Engine 

Modern CPA firms behave less like professional services firms and more like data-driven, client-obsessed businesses. They track marketing ROI, implement client satisfaction benchmarks, and actively invest in their brand. 

This transformation is visible in how firms: 

• Use NPS (Net Promoter Score) and retention metrics 

• Launch client onboarding programs similar to SaaS companies 

• Build marketing teams to drive inbound advisory leads 

As the report puts it, the CPA firm of the future will win not by working more hours—but by working smarter and delivering value more consistently. 

Key Takeaways from the 2024 Business Model Trends Report 

• Advisory services are no longer supplemental—they’re central to growth. 

• Subscription and tiered pricing models are improving client trust and firm stability. 

• Technology integration is the backbone of modern CPA operations. 

• Remote and hybrid models are reshaping hiring and service delivery. 

• Governance and succession models are evolving to ensure continuity and agility. 

To support this transformation, CPA firms need a partner that understands both the demands of the accounting profession and the pace of modern technology. Ace Cloud Hosting offers fully managed, secure, and scalable cloud solutions tailored for accounting firms of all sizes. From hosting QuickBooks Desktop and tax software to enabling remote desktops and safeguarding data, we help you operate smarter, faster, and with greater peace of mind. 

Modern firms require modern infrastructure—and that’s where Ace Cloud Hosting delivers unmatched reliability, expert support, and deep industry alignment.