outlook & analysis

the meaning of ‘partner:’ two views

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what being a partner means
source: how to engage partners in the firm’s future

which is greater: the firm or the individual? 

by robert j. lees
and august j. aquila
creating the effective partnership

the lifeblood of any firm is its ability to bring in new, profitable clients or expand the work it does for its existing clients. so bringing in new business is an essential element of the successful firms we’ve studied.

of course, not all partners are effective operating in an environment where they have no pre-existing relationships, whereas some find it easy. the key for any firm is to use its resources where they will achieve the best return rather than expect everyone to be good at everything.

regardless of which environment they operate best in, every partner must bring in new profitable business that enables the firm to grow and develop – and, critically, provides security of tenure for the firm’s people.

but truly great firms also have partners who make a habit of three more behaviors:
read more →

the right time to talk about your fee

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how to focus on value first. 

by sandi smith leyva, cpa
accountant’s accelerator

how do you talk to a prospect or client about your fee?

some of the answers i have heard are:

  • “it depends.”
  • tell them and get off the phone as fast as possible.
  • “i don’t know.”
  • “what is your budget?”

most accountants spill the beans about their rates way too early in a conversation with a future client.  so when should you talk rates?

the best answer is: read more →

a case study in using linkedin

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by hitendra patil
pransform

do you feel your social media efforts are not really profiting you the way you expected?

ask the question “what is the one most important thing in the internet world?” and the most common answer you will get is “relevancy.”

let’s take the example of what you are doing right now. you are on the 卡塔尔世界杯常规比赛时间 website because you have come to trust that it really gives you relevant actionable intelligence — so you revisit many times to benefit from the fresh insights relevant to you and your profession. read more →

what does being a partner mean?

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how to set and enforce standards of performance.

by robert j. lees and august j. aquila
creating the effective partnership

partners are the culture in a professional services firm – what they believe, what they reward, what they do and how they do it determines what and how things get done.

but, one of the problems we consistently hear about is the lack of clarity in what being a partner means. and, in the absence of clarity the partners typically fill the gap by doing what they think it means, with all of the differences of thought and behavior that inevitably brings. read more →

15 reasons why accounting marketing isn’t like selling toothpaste

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it’s not the product marketing they teach in college.

by bruce w. marcus
author of professional services marketing 3.0 

accountants have historically not been concerned with the market. they are concerned with being good accountants, and meeting their own personal needs for professionalism. they are concerned with merely getting clients. that was sufficient pre-bates, but not now, because it’s not a competitive approach in a seriously competitive environment. read more →

identifying the right new partner in a 26-point checklist

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responsibilities, abilities, and deliverables.

bringing in a new partners is part art and part science. marc rosenberg, after studying thousands of cpa firms, has a few suggestions on the science, with a series of checklists covering intangible, financial, legal, practice development, production, client management, technical, administration, and supervision-related benchmarks. read more →

5 tips to managing and motivating virtual team members

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by sandi smith leyva, cpa
accountant’s accelerator

it’s not uncommon for even the smallest of businesses to have employees and contractors all over the world.  right now, i have an employee in the ukraine, two employees in san jose, a virtual admin in orange county, a warehouse team in indiana, a transcriptionist in las vegas, partners in new york, chicago, missouri and atlanta, and a coach in sydney, australia.

in the last few months, i‘ve moved from san jose, calif., to plano, texas, while my team stays put.   and it won’t hurt my business one tiny bit. here are five tips to help your virtual team play at their best. read more →