leadership

6 simple steps to impress a prospect

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ed mendlowitz cpa the practice doctor q and ahow to walk in with head start.

by ed mendlowitz
the 卡塔尔世界杯常规比赛时间 practice doctor

question: how do you make a presentation to get a new client when you do not know everything you should about the client’s business?

response: no one can know everything about everything. smaller firms have a harder time but they can reach out to others in their firm, or even partners in similar firms who have the knowledge to assist in the proposal, or friends in larger firms.

here are six simple steps to learn as much as you can about a prospect and their industry.  read more →

beyond mentoring: why sponsoring women for leadership matters

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man woman handshake shake hands istock_000010387373smallit’s time for the men running cpa firms to “man up” and get serious about promoting women into leadership roles.

by ida o. abbott
sponsoring women: what men need to know

smart accounting firm leaders want to be in the forefront of efforts to advance women. as the global economy continues to become more competitive, firms need to use all the talent they can muster — and more and more of that talent will be women.

ida o. abbott, sponsoring women
abbott

today cpatrendlines launches the exclusive new series, “sponsoring women: what men need to know.” author ida o. abbott delivers the tools cpa firms need to develop a new generation of women in leadership. training, encouragement, and even mentoring are all helpful. but abbott argues it takes person-to-person sponsorship to finally break through. particularly, she says, it takes a man. the role of women in the cpa profession is a critical issue. abbott’s is an eminently practical strategy. and it’s about time that men “manned up” about promoting women cpas. – the editors

companies that successfully tap into the full potential of women will be far ahead of their competitors. the key to doing it is to identify women who are likely to succeed and sponsor them so they reach the top levels of leadership. this requires direct per­sonal involvement by leaders, particularly leaders who are men.

read more →

how to use snail mail to find sellers for mergers

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with four steps and a sample letter.

by marc rosenberg
cpa firm mergers

in all areas of mergers and acquisitions, it’s always much more difficult to find sellers than buyers. this is certainly true in the case of cpa firms. cpa firm merger consultants and brokers can do a great job finding buyers, but they are limited in their ability to dig up sellers. this is because the vast majority of all mergers and sales take place when buyers or sellers who “know each other” get together on their own without the help of a consultant.

one way to identify sellers is to conduct a snail mail solicitation. the steps in the process are: read more →

when a staffer stops listening

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four issues and solutions in leadership and management.ed mendlowitz cpa the practice doctor q and a

question: one of my managers is complaining that the staff don’t listen to him. the specifics are that he assigns work and it isn’t completed on time and is usually incomplete and full of errors. he says he doesn’t want to supervise people anymore. any suggestions?

answer: i have many suggestions, sorted into four general areas.

here goes: read more →