bethany silvis: success begins with trust | capstone conversations
capstone conversations
informal and informative discussions with leading growth strategists from the nation’s most dynamic cpa firms.
with jean caragher
special
boost your value, boost your fees
can you leave behind a cheat sheet? a toy? it’s not silly if it works.
by sandi leyva
the complete guide to marketing for tax & accounting firm
want to charge more for your services? one way is to offer clients more value. your fees and your value to the client should go hand in hand.
more: three ways to make it easier for prospects to say yes | make your next busy season easier now | three ways to follow up with prospects | how mindset affects your marketing | twelve ways your business card can hurt you | got fomo when it comes to ai and chatgpt? you should: here’s what you’re missing | how to weather any economic storm | ten ways to have more energy this tax season | seven steps to keeping your clients forever | give to receive, and eight more ways to boost sales | five things that clients don’t know about accountants
exclusively for pro members. log in here or 2022世界杯足球排名 today.
here are nine ideas to increase your value to your clients:
1. offer a guarantee
you might feel like offering a guarantee is taking on a lot more risk than you’d like to, but this is a myth. when you offer a guarantee, you help to lower the perceived risk your client feels they might have when deciding to do business with you. this greatly increases the number of clients who will take that chance, even if they don’t know you very well yet. the surprising truth is that very few people will take the time to ask for a refund, making the increased sales far more valuable than the few returns you’ll need to process, if any.
read more →
seven ways that marketing helps you retain clients
how connected to your firm do they feel?
by august j. aquila
price it right: how to value accounting services
if you have any doubts about marketing’s role in retaining clients, this post is for you. i will show you how marketing plays a crucial role in retaining clients by building and maintaining strong relationships, reinforcing trust, and demonstrating ongoing value. here are seven ways in which marketing contributes to client retention:
more: is pricing a marketing function? | develop your personal marketing plan in ten steps | what makes a great website? | four strategies for building your practice | market technology services through workshops and training | service quality: the key to client retention | calculate the cost of losing clients | the secrets of great business developers | dodge the four curses of a production orientation | client acquisition never stops | ‘sales’ is not a four-letter word | three types of marketing message, and which is best | five tips for cross-selling and upselling
exclusively for pro members. log in here or 2022世界杯足球排名 today.
- communication and engagement: effective marketing ensures regular and meaningful communication with clients. it keeps them informed about the firm’s services, updates, industry trends and relevant insights. this engagement helps clients feel connected, valued and more likely to continue working with the firm.
steve yoss: an accountant’s detailed guide on databases, integration, and data sharing | quick tech talk
data integration allows you to offer clients a 360 view of their businesses.
quick tech talk
with steve yoss
cpe today
bissett bullet: what’s your bottom line?
today’s bissett bullet: “are you maximizing your profitability?”
by martin bissett
see more bissett bullets here
which clients should you scope?
the process should align you with the client on the value and which services will be delivered.
by jody padar
radical pricing – by the radical cpa
scoping is a time commitment, so know that the client is worth the commitment and they have the revenue to back it. start by setting a minimum price point you will charge for the assessment process. if the client falls below your threshold price point, it doesn’t mean you’re not going to scope them, it just means the process will be less complex and can probably be done within an hour.
more: perfecting the client needs assessment | four steps to scoping for alignment … and the #1 rule to remember | here’s how profit sharing improves your firm | productize services for consistent client value | four ways automation pushes the paradigm shift | how value pricing impacts your employees | why pricing is so disruptive | accounting disruptors are heading your way … with deep pockets | advisory work must be priced by value, not hours
exclusively for pro members. log in here or 2022世界杯足球排名 today.
for smaller clients, it helps the process if they arrive at the assessment with all the necessary information. you can look at their quickbooks data and tax returns to get a strong sense of what they need and how long it will take to deliver. scoping a small, straightforward client will become second nature with time. but be careful about being too casual when scoping smaller clients. if you miscalculate, you are still opening your firm up to risk.
non-accountants in accounting: a game-changer for the profession | accounting arc
with the growing focus on advisory services, non-accountants are helping accounting firms offer a broader range of expertise to their clients.
accounting arc
with liz mason, byron patrick, and donny shimamoto.
center for accounting transformation
how to attract clients
focus on their needs, not yours.
by martin bissett
business development on a budget
let’s start with two simple definitions to avoid any confusion:
- the purpose of marketing is to create the opportunity.
- the purpose of business development (sales) is to convert that opportunity into a paying client.
more: four reasons accountants struggle with selling | think of it as service, not selling | stop waiting for business to come to you | afive questions to help forecast your firm growth | four key questions about leadership | does client perception match your firm’s reality? | showing leadership through customer service | firm not thriving? five fixes | the real math behind the sales pipeline | five questions for grading prospects | be clear about your roi proposition | keep business development going during busy season | don’t let recurring fees kill your practice
exclusively for pro members. log in here or 2022世界杯足球排名 today.
when we meet with prospective clients – and i say this as someone who has sat in on many hundreds of meetings of this nature – we rarely give potential clients a reason to buy from us that they care about.
read more →
five new google maps and waze features
finding your way – and avoiding traffic tickets – will soon be much easier.
by rick richardson
technology this week
it’s much simpler to avoid traffic when you use google maps and waze, whether you’re using them for a road trip or your regular commute to work. five new features have made both apps even better, including one that alerts you to traffic that may affect you even if you’re not in that location.
more technology this week: new warehouse robot could revolutionize efficiency | new pacemaker powered by light, no batteries | is nasa about to make air travel cheaper? | your brain can store 10 times more than anyone thought | microsoft discovers a security flaw impacting android apps | ai-engineered enzyme could be solution to plastic pollution | ai named the highest-paying in-demand tech skill for 2024 | lenovo readies new thinkbook laptop with a transparent display | microsoft moves further into nuclear development with new director
exclusively for pro members. log in here or 2022世界杯足球排名 today.
here’s what’s new:
sean duncan: discover your own genius | the disruptors
there aren’t enough of us to help everyone who needs our help.
this is a preview. the complete 1-hour video episode, with commentary and transcript, is first available exclusively to pro members.
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the disruptors
with liz farr
what would work look like if it reflected your passions? “imagine,” says sean duncan, cpa, “if you worked with the people that you loved working with, talking about the things that you love talking about, and you made a living and helped them?” as duncan says, “that’s just freakin’ awesome!”
more podcasts and videos: caleb jenkins: firm growth requires owners to shift roles | chris hervochon: be the leader you want to work for | ira rosenbloom: don’t merge for the money | adam lean: get out of the accountant’s trap | geraldine carter: charging more is better for your clients |
duncan was working at a large regional firm back in 2006 when he noticed that many small business clients were asking him for advice, but they couldn’t afford the fees of a large firm. so he started his firm out of “kind of this gut feel” of wanting to help those small business clients. over the years, his firm, smd consulting and accounting, has developed a specialty in working with video game developers, a special passion of duncan’s.
ask not what ai can do for you, ask what you can do for ai
four actions to take now.
by 卡塔尔世界杯常规比赛时间 research
the potentials and requirements of artificial intelligence are still a massive unknown. so far, we’re getting only a distant whiff of what’s to come.
yes, ai is already serving us with doing research, composing letters, filling in blanks and taking best guesses. but turning it into a multifunctional workhorse is still a workhorse in progress.
more: allison schlegelmilch: leadership lessons from firm mergers | cas can play a critical role in clients’ vendor selection | artificial intelligence: it’s a matter of time | ai will steal your job. and that’s a good thing | allan koltin: how small firms can thrive against pe-powered competitors | the power of community in accounting | desperate cfos are outsourcing accounting functions | tax and accounting jobs and salaries show strength | olympics of outsourcing and offshoring for accountants | new study: strong and steady growth for accountant jobs and salaries
exclusively for pro members. log in here or 2022世界杯足球排名 today.
while the ubertechies are working on that, the rest of us should be figuring out how we have to change to accommodate ai, to avoid its pitfalls and make best use of its potential.
read more →
who to hire when it’s time to grow
management and review still will be needed.
by ed mendlowitz
202 questions and answers: managing an accounting practice
question: a cpa sole practitioner with a few part-time staff told me that he has come to realize that he no longer had a practice, but a business, and wanted to hire a person for “growth,” not just someone to help him get through the day.
more: hourly billing doesn’t cover the value; now what? | ask for what you’re worth | two options for collecting past due fees | when board service gets tricky | eleven ways new staffers can help bring in business | busy season is over, so it’s time for some resolutions | want to merge? six steps to take | how to start providing family office services | every accounting firm needs quality control
exclusively for pro members. log in here or 2022世界杯足球排名 today.
he wanted some suggestions of what type of person he should hire. read more →
how to upgrade c and d clients
use relationship building and a little bit of detective work.
by alan anderson, cpa
transforming audit for the future
ideally, if you’re practicing business-mindedness, you only keep the a and b clients. if a client is below that level, you must consider whether that client is salvageable. if the answer is no, you need to exit the relationship.
more: eleven types of audit clients and which to fire | don’t risk losing good employees for bad clients | four questions to make your firm more successful as a business | say adios to audit fee pressure | deliver more audit value by getting out of the conference room | six essential elements in audit planning | before the audit: more than just planning | five crucial attributes for successful audit leadership | put the ethics code to work for your clients and your firm | is audit in crisis because of definitions?
exclusively for pro members. log in here or 2022世界杯足球排名 today.
for c and d clients, you want to try to grow them into a or b clients by developing a relationship with them. if they don’t reach that level within three years, they can be passed off to another firm. there’s always more than enough work to go around with a and b clients.