July 1999 Issue

Consultant Predicts Profession's Future

By Joanne S. Barry

Jay Nisberg, a nationally recognized management consultant to CPAs, talked about how to succeed in a changing business environment at the June meeting of the Society's board of directors in Vermont.

His remarks followed a discussion on the CPA Vision Project, a collaborative effort of CPAs nationwide to define the future of the profession.

"It's not important to beat up on the pros and cons," Nisberg said. "It's out there; the profession is changing and there are all kinds of opportunities for growth."

Nisberg discussed regulatory re-engineering, human resources dilemmas, and the salary explosion, as well as marketplace issues including the expansion of assurance services and e-commerce. He said that firms should create niches and specializations and use strategic partnerships to satisfy client needs.

Nisberg also said that CPAs do not always understand the power and influence they represent. His advice included moving beyond an hourly rate mentality and billing for worth. He stressed that CPA firms should exceed client expectations.

Nisberg predicted that as a result of mergers, acquisitions, and roll-ups by non-CPA affiliates, 60 percent of CPAs would work for a large public corporation by 2010.

He also stated that not all corporate buyouts would survive. Careful selection of corporate acquirers will be a critical process. He advised firms considering consolidation to hold out for twice the amount of gross fees.