survey: 60% of firms employ remote access tools
accountants’ favorite app: gotomeeting.
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reframe sales as communicating value
create a conversation where the client can experience what it would be like to work with you.
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i’ve talked about how the accounting industry has been disrupted. high-volume, low-profit services such as tax returns are being pushed out by large commercial organizations, leaving small and medium-size accounting firm owners to work increasingly harder for decreasing profits.
more: 3 keys to evolving your accounting practice
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the solution is to allow your business model to adapt by following these three core principles:
- transform from accountant to advisor. (read 3 keys to evolving your accounting practice if you haven’t yet!)
- learn to price/sell/deliver.
- confront and conquer fear.
how to guide your firm through ‘critical periods’
take a holistic approach.
by kayleigh padar
most firms face “critical periods” as they grow in which new challenges appear, karbon’s recent practice excellence scorecard report finds. however, with some strategies firms can prepare for these stressful times and emerge unscathed, the report shows.
more: 9 key insights for practice excellence
the study assessed 250 accounting firms and identified the common challenges firms are facing and how they’re conquering them.
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the power of ‘real influence’
summer reading: ‘real influence: persuade without pushing and gain without giving in’
by steven e. sacks
4 steps to take before next tax season
think of yourself as a ceo.
by frank stitely
the relentless cpa
please have a seat. no, not that one. take the one next to me. all of us are here because we love you to death. we only want the best for you. but we can no longer stand by and watch you suffer. when you suffer, we all suffer as a family. we have written some letters to let you know how we feel. i’ll let your firm go first.
more: how to create good managers | 4 tips for managing advanced preparers | the right way to assign staff projects | workflow for dummies | how effective project management makes your life easier | 2 lessons clients taught me | no consultant can solve your biggest problem
“your behavior has affected me negatively in the following manner. i’m not as profitable as i should be. you are stifling the development of your staff. your clients are upset that returns aren’t getting done on time. your kids resemble the mailman more than you.
“please accept the help we are offering you today. we have your bags packed, and we’ll put you on a plane to rehab at the beach. don’t worry about scoring your next fix. we’ll help you detox safely. but you must decide right now. you must give up your addiction to doing everything yourself.”
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