How Firm Leaders Can Discover New Business Ideas and Revenue Streams

Most firm owners think “new revenue” requires a new offer, a new hire, or a new initiative. In reality, the best ideas often sit inside the work you already do, in the patterns you see across clients, and in the time your team spends on repeat tasks. The challenge is noticing those signals while deadlines keep stacking up.

Ace Cloud Hosting spoke with Seth Fineberg, an accounting industry consultant, content strategist, and speaker. With over 30 years of experience following the profession’s evolution, Seth has seen firsthand how firms are reshaping their services to stay relevant and responsive to client needs. Before founding Accountants Forward, he spent decades as a business editor and journalist, helping the accounting community understand key trends and innovations shaping the industry.

In this expert Q&A, Seth Fineberg shares how accounting leaders can spot practical business ideas, shift toward value-based thinking, and use better conversations and better data to build services clients actually want.

Most firm leaders are busy delivering work. Where should they realistically look for new business ideas without adding more chaos to their day?

Based on the conversations I’ve had, the most realistic place to look is right where they are. Look at the time you and staff spend on transactional work and figure out how it can be better utilized, adding more value to your clients’ businesses. Even something as simple as reducing the volume of tax prep work and focusing more on the planning side.

It’s a Value over Volume discussion with your team and yourself. What makes more sense, and price accordingly. And if you’re deep into books, the same rules apply. It’s not how many you do, it’s what you’re delivering beyond accuracy and assurance.

Guidance, genuine interest in why things are happening, and explaining, in real terms, what it means for your client’s business. Moreover, how can you help get or keep them on a growth track? All of this is right in your hands already; you just have to make the decision to structure your business in that way.

In your experience, what is the biggest mindset shift accounting leaders need to make to move from “service delivery” to “idea generation”?

I think I mentioned above, the Value > Volume mindset is a good start. Truly consider what it is you are not only charging clients for, but what you’re delivering. Outcomes are what matter most to clients, not how much time you spent on a particular thing.

If you get all staff on board with thinking about how they are delivering value, what comes out may even surprise you. You already have the client relationship, something that is well-earned with years of exceptional service.

Showing what more you can do, based on that relationship, will pay dividends for many more years to come because the outcome will be their business growing and thriving, as well as yours.

How can client conversations become a source of new service ideas rather than just problem-solving sessions?

First and foremost, client conversations with intent are the cornerstone of advisory work. Having the right data at the ready and the relationship you are already building, you are well on your way to delivering far higher value and the aforementioned outcomes than any problem-solving session would do.

What role do technology, data, and AI play in helping firms spot new opportunities they might otherwise miss?

Technology has long been in place from a task-automation standpoint. But today, there exists the ability to produce reports and data analysis in ways that help you have the type of meaningful, impactful conversations and planning sessions your clients will gladly pay you well for.

If this is the direction you would like your business to head in, speaking with colleagues about tech stack choices would be the right next move for you to make.

What client behavior change today should firm leaders pay attention to right now?

I’m not so sure it’s a behavior change so much as a mindset, expectations, and overall market needs change. As we know in business, how it is done and what is needed to compete and stay ahead are always in flux.

If you view yourself now, or in the foreseeable future, as less of a transactional and more of a consultative, outcomes-driven role, then you need to meet your clients where they’re at. Having that learned understanding of what will actually make them better at what they do will secure your role in their professional lives for years to come. Be predictive, not reactive, and help them to do the same.

Support Better Conversations with Better Technology

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Ideas Start Inside Your Practice

Seth’s message is simple: stop chasing more volume and start delivering clearer outcomes. When you lead client conversations with intent and back them with the right data, new service ideas naturally emerge, and clients value them because they tie directly to growth.

To make this shift successful, firms need a solid foundation that includes secure access, reliable systems, and clean data to support better conversations.

At Ace Cloud Hosting, we’ve been empowering the CPA and accounting industry for over 15 years with secure, cutting-edge cloud solutions. From hosting critical applications like QuickBooks to delivering virtual desktops, managed IT, and AI-powered managed cybersecurity services, we help firms stay agile, efficient, and prepared for what’s next.

What shift are you making this year: better pricing, better conversations, or better tech to support it? Drop your thoughts in the comment box.

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How Accounting Firm Leaders Can Discover New Business Ideas and Revenue Streams