client service opportunities

4 ways a production orientation can harm a firm

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men doing precision work on a production linewhat kind of partner is more valuable?

by august j. aquila

a pure production orientation can have negative consequences for an accounting firm.

more: why choose a marketplace orientation? | how traditional fee methods hurt firms | 6 questions for planning your succession | underperformers come in many shapes and sizes | 6 focuses for managing partners | 10 steps to transitioning to a new mp | what managing partners should be doing
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these consequences include a focus on internal measures, billable hours and technical aspect of tasks, and inhibit the development of a marketing orientation.
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order takers and history writers

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hand writing a letter with a plume“clients want you to be proactive.”

by rob nixon

unbeknownst to those who work in accounting practices, the favorite word (and often it seems the firm’s mantra and culture) is to “wait.”

more on strategy: the bizarre habits of accountants | the final critical traits: how do your tires look? | how to calculate a value price | boost efficiency and your bottom line | 4 sales systems and some secret sauce | marketing must generate leads | be an ‘object of interest’
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here is some dialogue you may have heard before:

“why can’t we get that job out?” “i have sent the client an email and i am now waiting for them to send the missing bank statement in.”
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are you growing or getting left behind?

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businesspeople coming together to cup hands and hold dirt and a seedlinghow to build a successful firm for the future.

by kyle walters

as most of you know, the accounting profession is feeling the pressure of commoditization and fee compression. what’s more, many firms are finding it difficult to hire and retain qualified staff.

more: what can you offer that ibm’s watson can’t? | the what, so what and now what? | clients don’t have a fee problem, they have a value problem
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in order to overcome these challenges in your practice, you will need to address three important considerations asap:

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clients don’t have a fee problem, they have a value problem

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clients don’t pay you to fill in forms, they pay you to help them make better financial decisions.

by kyle walters

key takeaways

• clients are buying expert advice and recommendations from you. they’re not buying the tools you use to do your job.

• unfortunately, that makes many cpas nervous because advice doesn’t balance. advice can’t be guaranteed.

• your output as a cpa firm is to help clients make better financial decisions. everything you do needs to be centered around client success – not around manufacturing tax returns.

as a cpa, it’s easy to think your job is simply to provide tax and auditing services – i.e. to give clients a historical analysis of their financial statements. your input is data; your output is more data in the form of a completed tax return. chances are, you became a cpa because you’ve always liked numbers and structure. like many of your peers, you have always enjoyed balancing debits and credits because that way, you can prove without question that the output is right. read more →