卡塔尔世界杯常规比赛时间

today's features

seven benefits of trade show marketing

plus eight tips.

by august j. aquila
price it right: how to value accounting services

trade shows have once again become popular since the end of the covid-19 pandemic. they are great marketing opportunities, but you need to know how to work them.

more: sixteen marketing activities to try | make your practice better | eleven marketing strategies for smaller firms | five questions for developing your marketing plan | you only have four strategies | the damage that traditional fee methods do
exclusively for pro members. log in here or 2022世界杯足球排名 today.

i recently attended a trade show, and it amazed me how “un-marketing” many of the people behind the booths were. what a waste of time and money for their companies!
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marketing & sales

ten things small firms can do to compete

what you need to know and why.

by bruce marcus
professional services marketing 3.0

editor’s note: 卡塔尔世界杯常规比赛时间 was privileged to have a long relationship with bruce w. marcus, who was ahead of his time in his thinking and practice in marketing for accounting. we are publishing some of the late expert’s evergreen work, which retains wisdom for the present.

great turbulence in the accounting profession, as well as in the business world itself, make these difficult and unusual times. public outcry against the misdeeds of a few accounting firms, corporations, investment bankers and others in government and the business community is tarring the innocent as well as the guilty.

more: how and why client service teams work | when clients think they know marketing | how to put target marketing into context | everyone in your firm is marketing | professional services marketing requires flexibility | how to set marketing objectives | nine fundamentals for a healthy marketing culture in an accounting firm
exclusively for pro members. log in here or 2022世界杯足球排名 today.

in the meantime, the loss of arthur andersen and the consolidation of the now big five can alter the competitive landscape for firms of any size. it’s likely that the major firms will accelerate a long-standing practice of reaching into the low end of the market – the very market of the smaller firms. for the smaller firm, competition will come from unaccustomed quarters.

can the small accounting or law firm successfully compete? history says yes, if the firm follows at least some of the following points…
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client accounting services

the when, what, how of cas

weave review actions into your processes.

by hitendra patil
client accounting services: the definitive success guide

why review your client accounting services offering periodically?

most accounting firms ultimately optimize their internal processes and resources that produce their services. the measurement of such optimization is the profitability of the firm. when firm owners/partners feel the pressure on profitability, it is natural for them to measure the factors that contribute to profitability, and the cost thereof.

more: your sales success is your proof | three keys to developing your cas sales process | your clients’ words = your new cas marketing | price by outcome, not time spent | your cas engagement letter needs a reset option | help your clients run their businesses better | cas tech stack depends on cloud use | five ways to profit from cas
exclusively for pro members. log in here or 2022世界杯足球排名 today.

you can measure the performance of your cas offering in similar ways. but there is a difference that makes cas performance measurement processes somewhat unconventional. it is not just for the cost and profitability parameters you will measure, but because cas is about outcomes your cas clients (are supposed to) receive/experience, measuring the “promise fulfillment” of cas is a necessity. and if you do not do it periodically, at pre-decided intervals, it can be challenging to course-correct when it is too late.
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pro member exclusive

voting on ownership basis? three better methods

maybe one-partner, one-vote isn’t working.

by marc rosenberg
the rosenberg practice management library

most firms vote on a one-person, one-vote basis despite varying ownership percentages.

but is that always the best way? here are three better ways.

more: what partners do and don’t deserve | tell potentials what partnership takes | fifteen big questions for your next strategy session | five steps to transition to partnership | disturb the present to improve the future
exclusively for pro members. log in here or 2022世界杯足球排名 today.

voting done on an ownership percentage basis:

essentially “disenfranchises” the minority owners. their vote doesn’t mean much, and it becomes tantamount to not having a vote at all. when they have no vote, they tend to get disenchanted and cease acting like partners. they may eventually leave.
gives too much power to the majority owners.

pro member exclusive

eight ways to build busy-season stamina

attitude is key, but can only do so much.

by sandi leyva
the complete guide to marketing for tax & accounting firms

busy season is just around the corner. can you feel the excitement? or the dread?

here are eight ways to boost your stamina and minimize burnout for those of you who are working long hours in the weeks ahead.

more: five things that clients don’t know about accountants | are your revenue projections realistic? | six strategies to make more without working more | the art of prompt engineering for accountants | calculate your business relationship ratios | five ways to acquire more clients | five stages of any business | put your linkedin profile to work | what’s in a (domain) name? plenty
exclusively for pro members. log in here or 2022世界杯足球排名 today.

1. understand the physical limitations of “willpower.”

according to scientists, our willpower is replenished every morning after a good night’s sleep. it’s strongest in the morning (even if you’re an evening person like me), and it wanes throughout the day. the more stress you’re under, the faster it depletes during the day, and sometimes your willpower runs out before the day does.
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marketing & sales

bissett bullet: show them the value

today’s bissett bullet: “if we demonstrate that we can create more wealth for our client than it will ever cost them to hire us, price sensitivity starts to diminish.”

by martin bissett

the objection or concern phrased as “you’re too expensive” is the most common one experienced in the accounting profession, bar none. “you’re too expensive” simply means “i do not understand why i should pay this much money.” that is the prospective client telling you that you have yet to make a case strong enough for them to change from their current accountant at the price you’re asking. once you overcome that, watch fee sensitivity disappear before your very eyes.

today’s to-do:

how strong is the commercial case for working with you and your practice? what value do you actually deliver that other firms don’t, won’t or can’t? until you know that, do not expect the prospects to know that either.

see more bissett bullets here

outlook & analysis

tech, capital will drive accounting profession growth

how much? faster than the rest of the economy.

by terry putney
the rosenberg map survey

editor’s note: every year, the rosenberg map survey asks the industry’s top consultants to share their observations from cpa firms across the country. how do you think the next 12 months will unfold? also, how would you assess the last 12 months?

the private equity model is still unproven in the minds of many cpa firm partners as there are no examples of a secondary market for the investors of cpa firms. private equity investors in other professional disciplines like veterinary, dental and engineering have experienced success with attracting secondary and tertiary investors.

more: new energy comes from new ways of doing business | outsourcing, remote work will help firms grow capacity, revenue | private equity leading to corporate-style cpa firms | pe, consolidations to keep impacting accounting profession | a 40-hour workweek is feasible | five ways staff shortages are changing firms forever | soft skills are front and center
exclusively for pro members. log in here or 2022世界杯足球排名 today.

until we see that happen in accounting, there will remain some skepticism about the viability of this business model. it is not my skepticism. but accounting firms that are considering private equity are expressing that as one of their concerns.
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pro member exclusive

check tax effects before liquifying

more than five out of six entrepreneurs don’t.

by anthony glomski

the ideal investment plan can be hugely important to helping your clients meet their goals. the right investment strategies set your clients up very well to preserve their money.

more: control the level of risk | clients who don’t listen | how to outline your client’s big picture | how to implement collaborative wealth management | five challenges of liquidating a business
exclusively for pro members. log in here or 2022世界杯足球排名 today.

but when it comes to your client’s long-term financial health and well-being, investments are only part of the picture. to ensure that every part of their financial life is firing on all cylinders and working in a smooth, coordinated manner, you need to go beyond just the world of stocks, bonds and even complex alternative investments.
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marketing & sales

nine checkpoints before every prospect meeting

how do you feel in your own skin? it shows.

by martin bissett
business development on a budget

winning your first client is also known by various other names, including closing the first sale and winning the first deal. no matter what it’s called, it is one of the central principles you must follow as you begin the business development on a budget process.

what does it mean?

more: thirteen ways to show commitment | five ways to make selling easier | six keys to getting a proposal accepted | tell the world your worth | five questions for measuring partner potential | five ways to rally your firm to its culture | when would-be partners aren’t candidates | make your expertise a new-client magnet | don’t think of it as selling | experts: what it takes to become partner
exclusively for pro members. log in here or 2022世界杯足球排名 today.

basically, it represents a mindset you must develop before you ever speak to a prospective new client. i developed the principle of winning your first client in response to a common concern often raised by partners of accounting firms – one that holds them back from going after new business. it’s the belief that they don’t really have anything to offer above and beyond what an organization is receiving from its current accountant.

if you are not convinced of your value to prospective clients, why should they believe it?
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advisory & consulting

revisit your back office support procedures

remember it’s not just your team on board, it’s also your clients.

by penny breslin
it’s not just the numbers

once you have your procedures, you can assign tasks to your team members. because we perform back office work for many accounting firms, we often adapt to other firms’ workflows. we are often on their workflows for our tasking but internally we also needed a simple means of tasking. another easily integrated app with slack provided this, teamline. with teamline we just type /teamline into any channel and:

create a new task on the fly or use a premade template
assign it to a team member
set a due date
attach a file
add a checklist of items

more: every back office support client needs a playbook | you have to manage three kinds of procedures | tech tips for back office support | decoding accounting tech (and all those acronyms) | digital marketing strategies level the playing field | eight tasks to delegate today

teamline notifies both the assignee and the creator as to the progress of the task automatically. integration to our google calendar puts the teamline task into the calendar. we never leave slack while doing this as the integration between slack, teamline and google calendar is seamless.
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pro member exclusive

study: solar will lead global energy by 2050

are green energy sources now more economical than fossil fuels?

by rick richardson
technology this week

according to a recent study, solar power, also called photovoltaics or pv, is expected to overtake all other power sources globally by the year 2050. the analysis shows that even in the absence of extra climate legislation, the change is likely to happen, yet at least four obstacles might impede solar energy’s growth and guarantee the continued use of fossil fuels.

more: fcc approves superfast wi-fi tethering | bill gates behind next-generation nuclear plant | your boarding pass could onboard hackers | generative ai coming to microsoft 365 | electronic skin that can sense touch will transform robotics | chatgpt passes cpa exam on second try | stanford scientists 3d-print heart tissue | four of today’s new technologies that will be tomorrow’s ‘norm’ | cyber insurance costs rise in health care as attacks soar | phishing attack hackers have a new trick
exclusively for pro members. log in here or 2022世界杯足球排名 today.

“historical policy to stimulate solar pv has brought down costs. we’re now at the point that a virtuous cycle between cost declines and additional deployment doesn’t require more ambitious policies targeting solar anymore,” says study team member femke nijsse, a climate and energy systems researcher at the university of exeter in the uk. “more ambitious policies for other renewables [are] still needed.”

audit & assurance

turning audit & accounting into assurance & advisory

to remain relevant, we must change the meaning.

by alan anderson
transforming audit for the future

as i see it, audit is at a crossroads. on one path, audit will keep going the way it has for the last decade or so. it will become so irrelevant and commodified it will vanish. fees will drop so low that no one will be able to afford to be in the audit business. plus, technologies like artificial intelligence and blockchain will be able to do what we’re doing now, only better, faster and cheaper. that might not happen for another 15 years, but that is coming.

more: is audit in crisis because of definitions? | stop sending the wrong message to audit teams | the big issues in audit: frustration, inconsistency and technology | talent retention: five tips for an audit adjustment | the ten financial controls that’ll make you a hero | five cash reports you can’t live without | when an audit is a great thing
exclusively for pro members. log in here or 2022世界杯足球排名 today.

but there’s another solution — we can drive change positively for our profession. this change won’t happen overnight. i want to encourage us to really think about driving that change because we can influence it quite dramatically.

outlook & analysis

new energy comes from new ways of doing business

one idea: a client service coordinator.

by tamera loerzel
the rosenberg map survey

while everyone is cautiously watching the economy, client needs and demand for accounting and advisory services continues to increase. firms have to figure out how to run their practices differently to be available to do more with clients, help them solve problems, and make the shifts they need to make, too.

more: outsourcing, remote work will help firms grow capacity, revenue | ‘great shakeup’ in cpa firms on the way | pe, consolidations to keep impacting accounting profession | soft skills are front and center | it’s time for a new business model
exclusively for pro members. log in here or 2022世界杯足球排名 today.

while 2023 busy seasons may have been “better,” a lingering fatigue continues. firm leaders who are focused on new ways of doing business, staffing and serving clients will find relief and the ability to focus on important initiatives in their firms. and empower young partners and managers to try new things and lead change initiatives. they can see what’s possible and will make it happen.
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