take a moment for appreciation
work on building your resilience.
by sandi smith leyva, cpa
accountant’s accelerator
featured
thirteen ways to woo potential firm buyers
plus how sellers should assess them.
by marc rosenberg
cpa firm mergers: your complete guide
thirteen things to know before selling your practice
timing is critical.
by ed mendlowitz
101 questions and answers: managing an accounting practice, the complete 2-volume set
q: i am getting older and want to continue working at least five more years. should i merge now to anticipate and facilitate a buyout?
a: selling means retiring. is that something you want to do?
more: 10 reasons clients don’t pay
exclusively for pro members. log in here or 2022世界杯足球排名 today.
i’ve written many times about being clear about your goals and what you really want. that being said, here is a general discussion about the reality of the value of your practice.
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2022世界杯赛程安排
what’s real and what’s puffery.
by 卡塔尔世界杯常规比赛时间 research
2022世界杯32强赛程表时间
five challenges to anticipate.
by anthony glomski
my years of experience helping successful entrepreneurs, combined with my research and interviews with experts in the area of successful business exits, have helped me to identify five key financial challenges that must be addressed by entrepreneurs who are planning to cash out of their businesses.
the objective is to help business owners make a smooth and successful transition from where they are today to where they want to be post-exit.
let’s look at five of the top challenges in more detail. read more →
grow your prospect lists in 5 steps
are you overlooking an easy source?
by sarah johnson dobek
inovautus consulting
prospects are one of the greatest keys to increasing revenue but unfortunately, many accounting firms are struggling to grow their prospect lists. often, this struggle comes from not knowing how to grow a prospect base in a way that generates results.
more: seven reasons your growth plans are stalled | five ways to grow new service lines | how crisis illuminates your biz dev skills | take the pressure of ‘selling’ out of ‘cross-selling’ | don’t confuse marketing with biz dev | business development and sales aren’t scary
prospect lists must be permission-based, otherwise, you’ll run the risk of poor outcomes. here are three practical and easy ideas for growing your prospect base and making the most out of your communications.
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essential kpis for your cas practice
plus, how to tailor your offering.
by hitendra patil
client accounting services: the definitive success guide
“i am not a good salesperson.”
i have lost count of how many accountants have told me this over the years. but i also learned that what they really mean is that they do not have a well-defined, structured sales process.
more: how to cas: first, break bad habits | how much cas profit per person? | five reasons the top 100 loves cas | look backward for your cas processes | make sure your differentiation is truly different | is it time to outsource? | your firm’s cas team: who and how many | two tech approaches to cas | when to start building your cas tech stack | stop derailing cas
this post is not about fundamental sales skills. that is beyond our scope today. this post is more about how to develop and execute your cas sales process, pitch and supporting collaterals that can help get you more cas sales, including:
- how to define your cas sales process
- four stages necessary for a sale
- seven things you need to know about your sales process
- the cas sales pitch
- thee key recommendations
- the cas sales collaterals
- 11 items for your tool kit
- your existing clients as your cas salespersons
- how to provide client references
- daft template of the introduction email
- the cas sales process performance measurement
- 10 kpis
- 3 objectives
13 reasons to merge up
and sellers’ 13 top worries.
by marc rosenberg
cpa firm mergers: your complete guide
merging up or selling a firm is one of the biggest life milestones that a cpa firm goes through.
more: merger? the 100 data points you need first | one times fees isn’t the only way | thinking merger? first ask why. | why do you want to merge? be honest. | four reasons to fear a merger
you’ve toiled long and hard to build your firm. it’s your life’s work. adding to the anxiety is the element of facing your own mortality. when people contemplate big personal or business decisions, it’s common to need to move through several stages mentally. merging your firm is no exception.
10 reasons clients don’t pay
and what to do about it.
by ed mendlowitz
101 questions and answers: managing an accounting practice, the complete 2-volume set
q: i always have large amounts owed to me from clients. is there anything i can do about this?
a: absolutely! my feelings are that large a/r balances are your fault. accounting fees are almost never material to a business’ cost structure, but letting fees pile up can make them somewhat material.
read more →
lessons from bob, the pool guy
how to cut clients, raise prices, earn more and work smarter.
by jean marie caragher
capstone marketing
seven steps to indispensability
and the six benefits that will accrue.
by gary bolinger
profit in disruption
being seen by a client as indispensable has at its core two factors:
- the client’s perception that you understand their most important things and
- that you are key to helping them achieve them and stay on track.
more: how do you rate on the 34 kpis for client relationships? | the key that unlocks client advisory services | if you can’t explain it, no one will buy it | the three types of advisory services clients need today
success is a perception that varies with individuals. for control freak entrepreneurs, feeling successful is a big deal and if we can help them feel more in control and thus more successful, then we are well on the way to them seeing us as indispensable.
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thinking commercial real estate? think fast.
warn clients: do the deal, get the cost seg study, and claim the bonus depreciation before it sunsets.
by julio gonzalez
engineered tax services
seven reasons your growth plans are stalled
by sarah johnson dobek
inovautus consulting
growing a cpa firm isn’t easy. there are many dynamics that must align to get a team rowing in the right direction.
more dobek: | five ways to grow new service lines | how crisis illuminates your biz dev skills | how crisis illuminates your biz dev skills | how crisis illuminates your biz dev skills | don’t confuse marketing with biz dev | do you ask the right questions to deepen client relationships? | advisory services: real commitment or just talk? | covid: learning how to operate in the new normal
with a distinct gap between growth rates of the best-performing firms and the rest of the pack it’s no surprise that high-growth accounting firms have a “secret sauce.”
today we’ll identify seven reasons why low-growth cpa firms struggle a bit more than their high-growth counterparts. read more →
six quick solutions for irs backlogs
some reassignments, perhaps?
by 卡塔尔世界杯常规比赛时间 research
editor’s note: this is part i of a series on fixing the irs. part ii will explore medium-term and longer-term solutions. part iii will look at legislative solutions.
everybody gripes about the irs, but nobody does anything about it.
more in tax practice: thinking commercial real estate? think fast. | new small firm cost seg opportunities | what gig workers want | accountants agree: the top five ways to fix the irs | tax season ’22: working harder for every dollar | irs tops list of busy season problems
well, almost nobody. on april 21, america’s national tax advocate, erin m. collins, marched into the house of representatives, sat down before the subcommittee on government operations and told them two things:
- what the problems at the irs are, and
- what to do about them.
cas pricing: money in the middle
consider your pricing tiers carefully.
by hitendra patil
the definitive success guide to client accounting services
when your prospects shop for client accounting services, what they find out about pricing methods and trends defines their expectations. if you follow very different approaches to price your cas offering, it will take significant effort on your part to educate the prospects (and existing clients) about why you are pricing cas the way you are.
more: how to cas: first, break bad habits | how much cas profit per person? | make sure your differentiation is truly different | two tech approaches to cas | show your priciest cas package first | how cas drives virtual cfo billings | the roi on identifying clients for cas
as they say, it’s easier to ride the horse in the direction it’s going. it is good to first conform to the perceptions of prospects when it comes to your cas pricing. once you ride the horse, you can direct it to the destination you want to take it to. once you conform to the pricing method (not the dollar value) expectations of the prospect, their anxiety and perception of risk (what value will they receive in the price they are willing to pay) reduce. after that, they are more open to evaluating the choices you present to them.
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