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advisory & consulting

the dna of advisory-cas

help your clients navigate with purpose.

by hitendra patil
client accounting services: the definitive success guide

i have witnessed it repeatedly: advisors who know the numbers inside and out but still struggle to provide genuine value.

why?

more by hitendra patil: the dna of advisory-cas | advisory is not consulting | what exactly is client advisory services? | review your cas offerings | cas prospects want proof? you’ve got that | what ai ceo’s warning means (and doesn’t) for accountants | ditch the sales pitch | how to get cas clients to blow your horn | four questions for choosing cas clients | what is your firm’s marketable value? | seven tips for cas marketing | twelve things that kill your cas profits
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numbers are merely data until you add context, strategy and foresight; this is where real advisory work begins.
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growth strategies

five hard-earned lessons from exiting an accounting firm

or “what i wish i knew earlier.”

by jackie meyer

having gone through the process of selling clients and eventually an entire firm, i gathered some invaluable lessons. if you ever consider selling part or all of your practice, keep these in mind:

more: it’s never too early to plan your exit strategy | beyond blocking: more time management strategies | ten key guidelines for accounting staff | leverage technology for growth | master the roi method: price for value, not time | how i became an accidental entrepreneur | build a seven-figure firm in four hours a week
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

 

  • always have a retention clause: if you sell clients or your firm, include a clause in the sale agreement that protects you if clients don’t stick around.

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2022年世界杯抽签

bissett bullet: the misunderstanding concern

today’s bissett bullet: “well, what you say is very interesting but it seems like a lot more money for no extra benefit.”

by martin bissett

have you heard this objection? if the above claim is true, then unless you have presented a like-for-like proposal that is significantly more expensive than your prospective client is currently paying, they simply haven’t understood your offer.

calmly re-explain how your proposal meets the needs of their business over and above what they currently receive and talk them through the outcomes that they can expect for this increase in fee. ultimately, if they understand the benefit and aren’t prepared to invest then you’ll know to walk away.

today’s to-do:

be prepared for this scenario by rehearsing with a colleague prior to your presentation. if this particular prospect were to need further explanation, which outcomes would you highlight and which of your success stories may resonate?

see more bissett bullets here

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pricing, fees & billing rates

are you offering time or knowledge?

five areas for grounding new metrics other than time.

by jody padar
radical pricing – by the radical cpa

it may sound ridiculous, but the only people who are married to timesheets are professional services firms staffed by people who spend their professional lifetimes building their knowledge. every other company in the world has figured out how to sell and price products or services without relying on timesheets.

more by jody padar
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

 

why do professional services firms believe you should sell knowledge in increments of time? ron baker, an accounting visionary and author of “firm of the future,” once asked, “when you’re a knowledge worker, should you be selling your time?” i don’t think so.

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