when not to charge for an initial consultation

bonus: a sample initial business valuation consultation engagement proposal. by ed mendlowitz 101 questions and answers: managing an accounting practice, the complete 2-volume set q: i was wondering what your thought is regarding initial consultation fees. more: what’s your ‘kg’ … continued

survey: firms prefer dell servers

as in “four times the nearest named competitor.”

2022年足球世界杯晋级球队

for some questions, the answers are all over the map. hardware, not so much, with dell coming in at 40 percent preference for servers and hp next at 10 percent.

bar chart

more: survey: webroot tops virus fighters | you’re probably not reading this on an ipad | 52% of firms look outside for it support | pandemic? what pandemic? | today’s top 3 problems: staffing, workflow and tech
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2022年世界杯小组赛名单

young businessman staring at laptop computer in officedon’t skip the notes.

by ed mendlowitz
2022年世界杯赛程表时间

how do you start reviewing a financial statement? like any good book, you must start at the beginning.

more on advisory: when an audit is a great thing | how to read a financial statement | the kpi an absentee manager needs | 2022足球世界杯直播 | 世界杯预选赛直播欧洲
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but where is the beginning? and how can you do it in only seven minutes? here is how …
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do you know your client’s total picture?

diagrambonus case study: the cpa who saved a family’s net worth.

by anthony glomski

i realize that not all of your clients are entrepreneurs. but, consider this: 90 percent of all the wealth in the u.s. is owned by business owners and 10 percent is inherited. nearly every cpa i know works with business owners and their families. with all the changes impacting the cpa profession today, it’s imperative that you get comfortable changing lanes and adopt a more consultative role with your clients.

more: what level of advice do entrepreneurs need? | three approaches to investment consulting | the role of the personal cfo | three components of collaborative wealth management | 2022世界杯32强赛程表时间
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if you’re a cpa and you’re not actively overseeing all the people helping your clients with their financial lives, then you’re missing a big opportunity with your practice. you’re overlooking the opportunity to make a massive impact on the lives of your best clients, their families and the causes they care about.
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how to encourage firm ownership

what better way to shape the culture?

by sandra wiley

there’s a general assumption these days that younger professionals don’t have as much inclination toward, or ability for, firm ownership compared to previous generations. data is scarce to support that idea; however, it may be a misperception stemming from factors other than simply desire and potential. when asked, firm leaders young and old express enthusiasm about the opportunities for emerging leaders.

more: change when? continuously | win with an intentional culture | each generation must change
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in our discussion of bridging the gap between management and emerging leaders, we would be remiss in not addressing the topic of moving from emerging leader to owner. the perception among many in our profession is that there are fewer individuals at the senior and manager levels who aspire to be an owner, and even when they show a desire, they simply do not seem technically capable.
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cas is an upgrade pitch

two businesspeople meeting over coffeetell clients what they will lose if they decline.

by hitendra patil
client accounting services: the definitive success guide

when you pitch client accounting services to your existing clients and new prospects, your communication and messaging changes quite a lot. it is no more packages, hourly rates and standard deliverables mentioned on your website, in your emails, engagement letters and sales brochures/materials.

more: hook your firm on cas | cut cost by three quarters with cas? yes, please | client wants vs. needs | the big money in cas for small firms | the mindset you need for client accounting services
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cas is not a sales pitch to your existing clients. it is a value pitch, an upgrade pitch.
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the four phases of service life

chart of a product life cycleplus the effects of a late mature market.

by august j. aquila

there is an important concept in marketing that provides companies with tremendous insight as to what they can expect for their products or services in the marketplace. it’s called the product life cycle and, sooner or later, all products and services will go through the complete cycle. as they do, several external and internal factors change. the accounting industry and the services it provides are no different.

more: what we know about pricing strategies | make the most of your marketing mix | marketing orientation is what firms need | when hourly billing hurts profits
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as this figure shows, the product life cycle is divided into four distinct phrases: introduction, growth, maturity and decline. the most important thing to remember about the product life cycle is that it is intimately tied into the sales of that product or service. it’s important that a firm’s marketing mix change during the life cycle of its various products.
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2022年世界杯赛程表及结果

the quick and easy system for measuring top talent.

by ed mendlowitz
2022年世界杯预选赛分组

q: i suspect that my partner has “maxed out” and cannot grow further, which will retard our growth. what can i do or how can i deal with this?

more: how to stop yourself | what good managers know about bad judgment | 世界杯预选赛直播 | 世界杯欧洲区预选赛赛程积分 | 10 reasons clients don’t pay
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a: this is a frequent question, and sometimes it is the person asking it who has “maxed out.” but sometimes the partner or a key staff member wants to be made a partner.

i developed a knowledge gap (“kg”) method to provide a way of measuring the difference in growth when you interact with people.

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buying a solo

two people sitting across from each other at a deskwhat to negotiate, plus key operating and financial issues.

by marc rosenberg
cpa firm mergers: your complete guide

the approach to orchestrating a merger differs depending on the nature of the transaction. is there a true survivor? in substance, not form, is the deal more an acquisition than a true merger?

more: 23 questions for mergers of equals | 世界杯2022夺冠热门 | thirteen ways to woo potential firm buyers | one times fees isn’t the only way | four reasons to fear a merger
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when a sole practitioner is the seller, virtually all deals are true acquisitions. solos intend to retire in just a few years. their primary focus is on the negotiation of financial terms, such as the purchase price, payout term, down payment and compensation for the time they work. issues related to the operation of the buyer are generally of minor importance to the solo. in other words, when a buyer acquires a retirement-minded solo, the transaction is fairly simple and straightforward.
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selling isn’t hard

young man facing image of himselfit’s a new skill. you have to practice.

by martin bissett
business development on a budget

if winning new clients is simply a matter of being yourself, why is selling so difficult for accountants? well, it’s a combination of several factors, but there are two main reasons.

more: how are you showing your commitment? | nine points to check before hello | why clients struggle with growth | nine biz-dev metrics for making partner | communication isn’t about you | how to measure partner potential | making partner when competence isn’t enough
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first, accountants have not traditionally been required to sell. maybe your practice has grown by referral – business has come to you and you haven’t had to do much to win that business. unfortunately, however, business doesn’t always walk through the door; you don’t know how often it will, or what caliber it will be when it does.
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survey: webroot tops virus fighters

microsoft, norton close behind.

2022年足球世界杯晋级球队

regardless of how many new software tools come onto the market, one constant remains: an anti-virus has to be part of your firm’s mix.

bar chart

more: survey: you’re probably not reading this on an ipad | cloud backup declining | 2022卡塔尔世界杯决赛时间 | m&a looms large for 30% of firms

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we hope those who reported “none, n/a or unsure” just didn’t know what they were using, as that figure stretched from 4.8 percent for solos to an alarming 21.4 percent for extra-large firms of 101-plus.

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when an audit is a great thing

two businessmen talking at officebonus breakdown: audits vs. reviews vs. compilations.

by ed mendlowitz
2022年世界杯赛程表时间

one of my clients generously gave me his take on the benefits he received from the audited financial statements we issued for him. i was appreciative of this and want to share his views with you.

more on advisory: how to read a financial statement | the kpi an absentee manager needs | 2022足球世界杯直播 | 世界杯预选赛直播欧洲 | 2022年世界杯小组赛名单
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he began with an introduction explaining how he started his business and shepherded its growth by concentrating on developing his services and delivering them quickly and on time to his clients. the business grew rapidly, and little time was spent on the recordkeeping except for getting invoices to the clients or making payroll, while keeping the back office as lean as he could. at the same time there were legal, regulatory, hr, occupancy and tax issues from operating in multiple states and countries and he was spending quite a lot of time and fees on these activities, because he had to, while pushing aside and neglecting the accounting work.
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what level of advice do entrepreneurs need?

maze with word "plan" at the centerhelp them navigate the maze of options.

by anthony glomski

the financial services industry has failed some of your clients who are entrepreneurs. a big gap can exist between what they pay (and the services delivered) versus what they need.

more: three approaches to investment consulting | the role of the personal cfo
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we can agree that your clients will usually need an investment management solution. but how can you help your client sort through the different advice options to get them aligned with the right professional?  how can you determine who is the right fit for your practice to develop a working relationship? the diagram below is the hierarchy of advice available:
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change when? continuously

build improvement into your culture.

by dustin hostetler

change is never easy, and the accounting profession has often shown a particular resistance to relinquishing traditional patterns. but for those firms that embrace change at all levels through process improvement initiatives such as lean six sigma, the results have been both visible and rewarding.

more: win with an intentional culture | each generation must change
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when this kind of initiative succeeds, generational conflicts melt away as the shared vision and firmwide efforts unite older and younger team members in their quest for the common goal.
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hook your firm on cas

three happy businesspeople looking at laptopdon’t just introduce, reinforce.

by hitendra patil
client accounting services: the definitive success guide

unless you become the “cas champion” or make someone accountable to be one, your client accounting services practice will not take off the starting blocks.

more: cut cost by three quarters with cas? yes, please | 2022年世界杯预选赛时间 | clients’ new expectations | what cas is and isn’t
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and the single biggest initial challenge for the cas champ is how to communicate the value of cas to the firm’s future fortune to every stakeholder – be it partners, staff, clients and prospects. for this post, i will assume that your cas champ absolutely “gets it.”
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