today's features
client accounting services

ditch the sales pitch

two men standing and shaking hands

three steps to finding a mutual cas fit.

by hitendra patil
client accounting services: the definitive success guide

“i am not a good salesperson.”

i have lost count of how many accountants have told me this over the years. but i also learned that what they really mean is that they do not have a well-defined, structured “sales process.”

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

this post is not about fundamental sales skills. that is beyond our scope. this is more about how to develop and execute your client accounting services sales process, pitch and supporting collaterals that can help get you more cas sales.
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pro member exclusive

automation is key to accounting

humans remain best for critical thinking.

by jody grunden
building the virtual cfo firm in the cloud

there’s no doubt that advancements in technology are changing the world, and the accounting industry is no exception. technology is making us more productive, more efficient and more connected.

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

on the flip side, it’s also taking over some of our jobs. this is a reality in the accounting industry that we cannot ignore. technology is driving major changes for the future of the accounting world. we need to be aware of what’s happening and take strategic steps to advance along with these changes. otherwise, we are going to be left in the dust.
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featured video

ruszczyk: listen to marketers & let them lead | capstone conversations

differentiation, confidence, and connection can transform firms.

this is a preview. the complete video episode, with commentary and transcript, is first available exclusively to pro members | go pro here
sponsored by “it’s not just the numbers: how to move beyond the numbers and deliver real value for your clients.”
by penny breslin and damien greathead. see today’s special offer

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capstone conversations
by jean caragher
for 卡塔尔世界杯常规比赛时间

bonnie buol ruszczyk, founder of bbr companies and one of the accounting profession’s most respected marketing strategists, joined jean caragher for a compelling episode of capstone conversations—this time as a newly inducted member of the association for accounting marketing hall of fame.

follow jean caragher on 卡塔尔世界杯常规比赛时间 here. | get her best-selling handbook, the 90-day marketing plan for cpa firms, here | catch jean caragher’s other show, gear up for growth, here. | and browse all the shows in the 卡塔尔世界杯常规比赛时间 broadcast network here

ruszczyk, who was also named aam’s volunteer of the year in 2014 and has made accounting today’s top 100 and cpa practice advisor’s most powerful women in accounting lists, spoke candidly about how far marketing has come in accounting—and how far it still needs to go.

“accounting marketers bring a perspective to firm strategy that many partners don’t have,” she says. “it’s not just about brochures and branding—it’s about growth strategy, mergers, business development, and client alignment.”

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leadership

leadership separates standout accounting firms

commitment matters; size doesn’t.

by anthony zecca
leading from the edge

let’s talk about leadership – the type of leadership necessary to drive an organization to become a standout, high-performing organization. although many of the principles are applicable to any middle-market organization, i have focused on professional service firms and within that, accounting firms where i spent my entire career.

every firm, every firm leader, every partner, and every team member can stand out and be a top performer. it’s a choice and a commitment to excel.

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

throughout my career, i have worked with some fabulous standout organizations, some that were just improving a little each year and some that could not get out of their own way. i have worked with many leaders who consistently drove their organizations to excellence and significant growth in revenue and profits outperforming most in their industry.

i started to wonder, was there one factor that these standout organizations all shared?

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growth strategies

ten key guidelines for accounting staff

woman mentoring man in office

emphasize delegation, trust and empowerment.

by jackie meyer

hiring someone is just the beginning. what you do after they join is what truly determines whether you get the benefits of having a team.

more: hiring strategies for your dream team | the ai revolution: embracing artificial intelligence in your practice | leverage technology for growth | streamline your operations with systems and processes | craft tiered service packages for maximum impact | master the roi method: price for value, not time | from compliance to advisory: shifting the value proposition | niche down to scale up | how to define your vision | 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.

many entrepreneurs struggle with letting go of control. it’s natural – this practice is your baby! but micromanaging or failing to properly delegate will squander your investment in a new hire and frustrate both of you. here’s how to build a team that actually lightens your load:

  • delegate effectively: delegation is not throwing a task over the fence and hoping for the best. it involves clear instructions, the right resources and appropriate authority given. when you delegate, be explicit about the outcome you expect, any important parameters, and deadlines. for example: “please reconcile client x’s bank accounts for september and october and note any discrepancies or unusual items for my review by friday.” provide context too: “they had an issue last month with a missing deposit, so keep an eye out for that.” as your team member proves themselves, you can delegate in broader strokes. early on, check in periodically (but try not to hover). think of delegation as a skill you practice – you’ll get better at it over time.

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