survey: rough seas ahead for small business
their best advice: innovate, adapt, go online. hang on.
by 卡塔尔世界杯常规比赛时间 research
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client service opportunities
when siblings battle over the family business
succession plans can get dicey… for the advisor.
by ed mendlowitz
call me before you do anything: the art of accounting
someone has to be the boss. when the founder is active, he or she is usually the boss. but what about arents who step aside to have their children run the business? particularly where there is more than one child working in the business?
more: readers rip: ‘she wanted her shoebox back’ | when parents, children hit an impasse | wealth is a state of mind | the six types of “impossible” clients | you’re not just taxes | granting unconventional request pays off | 20 best practices for staff training and retention | what does the client want to see?
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i’ve seen some situations where two siblings can run the business as equals. and then, there are other situations where they can’t. what do you do?
why accountants fail at consulting
the move requires commitment and resources.
by gary bolinger
most all cpas in public practice talk about transitioning away from traditional compliance services to offer more advisory services.
more: advisory vs. low-value clients | what + who leads firms to better service | how accountants are profiting in disruption | ask the right question(s) | seven elements of engagement for cpas | true advisory work isn’t just consulting
when i have talked to firms in the past few years and i ask about percent of total firm revenues in a&a, tax and advisory, the percentage for a&a and tax constitutes a significant majority of total fees. but advisory alone is usually 10 percent or less.
even then, those advisory consulting fees are generally closely tied to some aspect of compliance. so, i’m not sure that i would really say that’s advisory. so, with all the talk – for maybe the last 20 years – about the need to grow advisory revenues, why are the revenues so low in relation to compliance services?
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she wanted her shoebox back
one of the oddest ways i ever lost a client.
hoisted from comments
looking at comments, ed mendlowitz seems to have hit a nerve with this piece. 卡塔尔世界杯常规比赛时间 readers are reacting with knowing nods and war stories of their own.
by ed mendlowitz
call me before you do anything: the art of accounting
who would ever think that the most important part of a shoebox with a client’s tax information was the shoebox?
more: when parents, children hit an impasse | how bickering can ruin a family business | one hour a year since 1972 | 50 ways to make more money in busy season | 20 good ways to boost tax season production
not me, and i lost a client because of it. read more →
would you buy your own services?
templates are handy but don’t show understanding of what the client wants.
by steven e. sacks
the new fundamentals
do you ever wonder why after spending many hours on drafting, editing, proofing and polishing – and proofing and polishing just once more – your engagement proposal efforts did not result in winning the engagement? and if this happens on a semi-regular basis, the frustration is never easier to take.
more: the future of the accounting profession | 7 signs your accounting firm agreement falls short | five common negotiating mistakes | reaching for authenticity in client service | deadlines? ha! don’t make me laugh | organizational change starts and ends with people | busyness isn’t the same as productivity
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you may have the requisite knowledge and experience and perhaps even a broad view based on a diverse set of clients. however, you may have become complacent by maintaining a “cookie-cutter” approach to developing your proposals. like the old joke defining a consultant: “a person who takes off your watch, tells you the time and gives the watch back to you,” implies an approach that you believe is best for your potential client, yet reflects no understanding of what the client actually needs.
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