by bruce w. marcus professional services marketing 3.0 if you ask me where i live, i tell you that i live on the corner of x and y streets. it was there yesterday, it’s there today and will be there … continued
by ed mendlowitz
“tax season opportunity guide“
question: i just suddenly lost my biggest client. they said they outgrew me. what could i have done to keep them?
response: maybe nothing. and at this point it may not matter, but there are some things you can do to maybe get them back in the future and stop it from happening with another client.
losing any client is not pleasant, and losing a large client hurts. and when it is sudden it hurts even more.
i will answer this in three parts.
1. how to try to salvage something from the loss.
2. how to stop this from happening in the future.
3. how to avoid being “suddenly” surprised. read more →
the bigger they are, the harder they’ll fight for new business.
by rick telberg
卡塔尔世界杯常规比赛时间
if you thought it’s been tough in 2013 to find and keep new clients, you won’t like 2014 any better. firms of all sizes are planning to escalate their sales and marketing programs in the coming year, according to an exclusive new 卡塔尔世界杯常规比赛时间 survey.
join the survey; get the results.
the number of tax and accounting firms battling hard for new business will rise to about 73% in 2014, up from 65% in 2013, according to the 卡塔尔世界杯常规比赛时间 survey of more than 670 practitioners nationwide. read more →
how leaders can adopt the three modes of learning for change and improvement.
by august aquila
creating the effective partnership
the best leaders, managers and managing partners practice what i call the push down theory of accounting.
they take a certain percentage of the billable or administrative time they performed last year and give it to someone else to do. this frees them to do things that are worth more to the overall practice. but it requires a personal commitment. read more →
by ed mendlowitz
“tax season opportunity guide“
question: my partner has been out sick for the past 3½ months, and he has been continuing to get his draw. it looks like he will be out for some time more, but not sure how long. he does make some calls from home, but isn’t really doing any work. is there anything i can do?
response: my first reaction is that a partnership agreement would cover this, but they don’t have one. i started to discuss what would be in an agreement if they had one and perhaps they should deal with this issue accordingly. read more →
by bruce w. marcus professional services marketing 3.0 for all the talk about change, and all the writing and talking and handwringing about change, it becomes clear that too many professionals see change as an event, finite, an end in … continued
by ed mendlowitz
“tax season opportunity guide“
question: i have many clients who always expect me to do extra work as part of our fixed fee agreement. how can i get paid extra for work beyond the scope of our agreement?
response: this is a recurring theme, and one that has many answers. one approach: don’t take on the extra work.
here is another approach. read more →
and the difference between smaller firms and larger firms.
by marc rosenberg
author of how to bring in new partners
maybe you’ve noticed this too: many midsize and larger firms retire partners at one times annual fees or less, while smaller firms are often sold for well over that.
how can you reconcile those two very different valuations? the answer, of course, is in the math.
here are the nine essential calculations… read more →
make the leap from accountant to consultant.
by gale crosley
crosley co.
admit it. you’re good at what you do. your clients trust your proven ability to help improve their businesses. perhaps it’s time to take the step of enlarging your vision of yourself from accountant to consultant.
also, pcaob plans investigation into the big four return to consulting.
talking bluntly to cpas, the chairman of the public company accounting oversight board said:
“the public has trouble discerning the difference between one audit and another. with little information about particular audits, a conventional wisdom is gradually developing that the audit is largely irrelevant to the investment process today.”
in addition, chairman james doty raised questions about cpa firms’ increasing involvement in consulting as a potential conflict of interest. “what will firm management do to meet the compensation and cultural challenges that destabilized arthur andersen?”
the move toward consulting was spotlighted in october when pwc agreed to buy management-consulting firm booz & co. in an effort to beef up its consulting capabilities.
moreover, doty questioned: read more →
dealing with dysfunctional partners: the six-step process.
by august aquila
creating the effective partnership
as much as you would like to, you cannot ignore them; nor can you accept them as they are. doing that would be unfaithful to your core principles and ultimately cause more harm to the firm than any one of them is worth.
that leaves us with three options: rehabilitate them, fire them or place them outside of the firm. but first, be sure it’s not you.
the ifrs foundation says it has “solid evidence” that ifrs has already become the de facto global language for financial reporting in an additional 41 countries, bringing the total number of countries surveyed to 122.
key findings based on all 122 jurisdiction profiles include: read more →
consumer demand creates an omni-channel buying experience.
by webb stevens
avalara
how often do your clients tell you they aren’t very concerned about tax law and regulations? what they would rather know, in very simple terms, is their out-of-pocket tax liability, the accounting processes they have to change on their side, and how you, as the trusted advisor, can make all of this seamlessly happen. read more →