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today's features

what rich accountants do

make these three things second nature.

by martin bissett
business development on a budget

you may be thinking right now, “well, very good, martin, but we have finite time. we’re very, very busy people and we need to get business in the door, and therefore creation of opportunity becomes the issue.”

more: attract clients, don’t sell to them | how to attract clients | eight questions for personal preparation | how to prepare for partnership | five questions to help forecast your firm growth | do you deliver on your website’s promises? | five questions about facing challenges | be clear about your roi proposition | it’s time to prepare the next generation | who are you more committed to, your firm or your clients? | nine checkpoints before every prospect meeting | three questions about conversion | six keys to turning prospects into clients
exclusively for pro members. log in here or 2022世界杯足球排名 today.

regardless of whether we’ve got 20 opportunities on our plate today or none, when the next one comes along we can’t afford to be anything other than confident, comfortable, assured relationship builders who have tremendous value to offer. because people will see that body language, those voice tones and hear those words and it will be attractive. they will want to get to know more – they’ll want to be able to look at options. they’ll want to know what you’ll charge, and they’ll want to know what they’ll get for what you charge.
read more →

pro member exclusive

new in-flight earbud adapter ideal for travelers

now you can enjoy your peace and quiet … and your in-flight movie.

by rick richardson
technology this week

noise-canceling earphones, such as the airpods pro, are excellent for blocking outside noise when you’re traveling, but there’s a catch: they don’t interface with airplane in-flight entertainment systems.

more: technology this week with rick richardson

fortunately, bluetooth transmitters like the twelve south airfly duo take care of it for you. you can get one at best buy and amazon for about $45, which may even be on sale. read more →

audit & assurance

kelly mann: be the bull in the china shop | the disruptors

stop following saly. think about what you are trying to accomplish. plus 17 key takeaways.

this is a preview. the complete 1-hour video episode, with commentary and transcript, is first available exclusively to pro members | go pro here

click here to load your apple podcast app. subscribe anywhere: apple, google/youtube, spotify, iheart, deezer, amazon music, audible, player fm, audacy, rss.

the disruptors
with liz farr

kelly mann wants firms to stop relying on saly – same as last year – for everything: “everything is same as last year, the way we give bonuses to people, the way we split partner compensation, the way we monitor hours, the way we prepare a work paper, the way we plan an audit,” she says.

more podcasts and videos: alicia katz pollock: create a human-centric business | nancy mcclelland: be the one your clients ask first |alan whitman: stop accepting the status quo | sean duncan: discover your own genius | ingrid edstrom: true wealth is not financial | 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

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

when she started in audit, mann was told to “try not to be such a bull in a china shop.” she saw many opportunities for improvement by departing from saly, but leadership told her, “don’t have crazy ideas, don’t mix everything up, because change is hard and change disrupts.”

audit & assurance

give advice while remaining independent

find the magic 20 percent that could create clients for life.

by alan anderson, cpa
transforming audit for the future

the pillars of our ethics are objectivity and integrity, and our profession has chosen independence to measure our objectivity as cpas. we can still offer advice and insight to our clients and remain objective. we cannot, however, act in the capacity of management. our clients must decide which ideas to use and implement them.

more: stop mixing up your v’s and losing your best people | empower your team by dumping c and d clients | eleven types of audit clients and which to fire | don’t take on audits in an industry you don’t understand | how ‘business expert cpas’ get their own business wrong | exceptional audit client service demands effective communication | five ways to prevent audit bottlenecks | how do we drive relevance in audit? | lack of relevance drives audit commoditization | four basic understandings every auditor must master
exclusively for pro members. log in here or 2022世界杯足球排名 today.

the tricky part comes when something we recommend fails. for example, let’s say a client asks for software advice, and they choose one of the three options we suggest. but that package isn’t working. now, can we be objective enough to admit that the advice we gave them and they paid for was wrong? do we have the integrity to tell the client they must write off the cost of that capitalized software? can we be objective enough to face the possible negative consequences and not just protect ourselves?

management

don’t blame the client for your location

charge for travel time and expenses at the risk of alienating clients.

by ed mendlowitz
202 questions and answers: managing an accounting practice

question: my practice is in central new jersey and i have a client about 2-1/2 hours away in pennsylvania. the mileage and tolls cost us $200 each month. can i bill for this?

more: realign partners with monthly meetings | i’m 76. should i slow down? how? | 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 | no one listens to you? change how you talk | 47 types of business valuation to provide
exclusively for pro members. log in here or 2022世界杯足球排名 today.

answer: are you crazy? you will lose the client. you would be “penalizing” the client for you not being local to their business.