Have you ever had an engagement stall due to slow client responses? Do back-and-forth exchanges delay your work? Are deadlines pushed because of incomplete or missing documents?
These are all symptoms of a much larger, industry-wide problem that negatively impacts the entire engagement experience and is one of the biggest barriers to engagement efficiency today. This persistent issue, known as the Client Readiness Gap, slows down workpaper preparation, strains client relationships, and puts pressure on budgets and deadlines, making it harder for firms to deliver timely, high-quality engagements.
The Root Cause of the Client Readiness Gap
The Client Readiness Gap is caused by the misalignment in expectations, processes, and priorities between firms and their clients as they work toward the common goal of completing accurate, timely, and efficient engagements. While it may be tempting to attribute these challenges solely to a client’s lack of preparedness or responsiveness, a deep look into these disconnects reveals that firms contribute equally through unclear communication, inefficient tools, and inconsistent processes.
The effects of the Client Readiness Gap are significant and undeniable. The 2025 State of Audit Efficiency Report found that 87% of accounting professionals experience client delays that disrupt timelines, and 89% struggle with receiving accurate data, making it difficult to prepare workpapers or complete key procedures and analyses. More than half of client requests are not fulfilled correctly or completely the first time, creating ripple effects like missed deadlines, excessive back-and-forth communication, and rising costs, which can make it difficult to meet firm realization targets.
The Financial Impact
The Client Readiness Gap also affects firms’ bottom lines. The same study revealed that 26% of audits exceed planned completion dates, and 28% surpass their budgeted hours, primarily due to delays and miscommunications. Firms outside the Big 4, especially smaller ones, experience the highest budget overages and missed deadlines, directly impacting their profitability and competitiveness. Despite conservative benchmarks, 25% of audit engagements fail to meet realization targets, and on average, 22% of engagements exceed originally quoted fees.
The Path Forward: Leveraging Technology to Close the Gap
Closing the Client Readiness Gap starts with rethinking how firms collaborate with clients. The key is embracing tools that foster real-time communication, automate routine tasks, and provide visibility into engagement progress. That’s why we’re proud to announce the industry’s first fully-integrated Request-to-Test solution with the launch of our new product Workpaper Suite and a new collection of AI-driven automation and collaboration capabilities called Assessment Hub. These new products are the first in a wave of innovations specifically designed to address the Client Readiness Gap.
With Workpaper Suite, firms can transform how they manage client collaboration and document workflows. It seamlessly integrates with our industry-leading Request List Management solution, and brings the full power of Suralink’s cloud platform and collaboration capabilities directly into an engagement team’s Excel workpapers—eliminating the need to switch between different software solutions. Engagement teams gain access to a full range of automated testing, data matching, and real-time collaboration tools designed to boost productivity and strengthen client communication at every stage of the engagement.
Closing the Gap for Long-Term Success
The Client Readiness Gap affects firm efficiency, profitability, and client satisfaction. By addressing the root cause—gross misalignments between firms and their clients—firms can enhance their engagement processes and position themselves for sustainable growth. Leveraging technology and streamlined workflows will empower firms to overcome these challenges and ensure more timely, cost-effective engagements, strengthen client relationships, and drive long-term profitability.
To learn more about how Suralink can help your firm close the Client Readiness Gap, visit suralink.com
Meet the Suralink team on stand 1010 at Accountex London, taking place at Excel London on the 14-15 May, 2025.
