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today's features

four steps to scoping for alignment … and the #1 rule to remember

only price for that which you can see.

by jody padar
radical pricing – by the radical cpa

how often have you heard the old saying about having two ears and one mouth because listening is twice as important as talking? hopefully, often, because it is as true as anything i’ve ever heard. scoping is all about listening, so when you make a presentation, you’ll know what you’re talking about, and the client will know you know.

more: getting aligned on scope helps your team and your clients | create more meaningful kpis | here’s how profit sharing improves your firm | five areas to ground new metrics other than time | five reasons to ditch timesheets for good | productize services for consistent client value | digitize clients for standardization | six steps to creating a standardized practice | value pricing requires defining your clients | stop selling time | three critical factors drive the value pricing trend | stop looking for talent that does not exist
exclusively for pro members. log in here or 2022世界杯足球排名 today.

here are four basic steps you can follow to make sure you and the client are in alignment when the time comes to start a new project or present to a potential new client:

marketing & sales

think of it as service, not selling

what are you trying to build?

by martin bissett
business development on a budget

being a successful person according to your own measurement of that, and your own goals and your own standards is different for everyone.

more: eight questions for personal preparation | perception, even your own, is reality | stop waiting for business to come to you | four key questions about leadership | showing leadership through customer service | the real math behind the sales pipeline | keep business development going during busy season | walk the commitment walk | two steps toward mastering selling | thirteen ways to show commitment | clients can’t grow without you | seven mistakes in winning new fees | how to develop your communication abilities
exclusively for pro members. log in here or 2022世界杯足球排名 today.

if you’re comfortable with yourself, it’s very likely that others will be too. if you understand the value that you offer (how you can improve a client’s situation to move them closer toward their personal and professional aspirations), you’re likely to be able to convey that value in front of a prospect.

pro member exclusive

new pacemaker powered by light, no batteries

can science save lives with solar power?

by rick richardson
technology this week

pengju li and his colleagues at the university of chicago have created a wireless, ultrathin pacemaker that utilizes light similarly to a solar panel. because it conforms to the shape of the heart, its design reduces interference with the heart’s normal function while simultaneously eliminating the need for batteries. their findings, just released in nature, provide a novel strategy for heart pacing and other therapies requiring electrical stimulation.

more technology this week: microsoft patents an encryption system to block visual hacking | recently discovered antibiotic spares ’good’ bacteria | is nasa about to make air travel cheaper? | startup creates legolike brick that can store air pollution | ai displacing more jobs in banking than other sectors | your brain can store 10 times more than anyone thought | how many ev charging stations will we need? | google launches new private space feature | microsoft discovers a security flaw impacting android apps | what is an ai pc, and should i get one?
exclusively for pro members. log in here or 2022世界杯足球排名 today.

medical devices called pacemakers are inserted into the body to control cardiac rhythms. they are comprised of battery-operated electrical circuits with leads that are fixed to the heart muscle to stimulate it. leads, however, can break and cause tissue damage. once implanted, the leads’ position cannot be altered, which restricts access to various cardiac areas. because they use stiff iron electrodes, pacemakers could also cause tissue injury when they are used to regulate arrhythmia or to restart the heart after surgery.
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audit & assurance

don’t risk losing good employees for bad clients

keep the right kpis and the right clients, and you’ll keep the right staff.

by alan anderson, cpa
transforming audit for the future

audit in the future will be much different than in the past. it’s going to require different skill sets. in the future, we need to teach more thinking and interpretive skills. the ticking and tying can be automated, but we’ll need people to interpret the anomalies that the bots and automation tools kick out. they’ll need to develop a deeper understanding of the industry, the client, and general business sense to discern whether an anomaly is just a mistake or a sign of something more profound.

more: can a service center model solve audit staffing shortages? | 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 | wanted: great audit mentors | closing the audit expectations gap
exclusively for pro members. log in here or 2022世界杯足球排名 today.

as the owner of a business myself, i understand the need to ensure there is enough cash coming in to keep the lights on and everyone paid. but sometimes, firms take on work just to keep people busy all year round. a prime example of this is ebp audits, which seem quick and easy but have their own risk factors. doing only one or two a year can be especially risky for your firm.

pricing, fees & billing rates

ask for what you’re worth

how to prepare for a value pricing opportunity.

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

question: i just heard from a client we hadn’t heard from in seven or eight years and he says he has an “emergency.”

more: the top tip for reviewing tax returns | you have to start somewhere | nine reasons not to specialize | hiring experience vs. training inexperience | a friendly chat or a billable discussion? | when selling a firm to staffers is tricky | courting a client? don’t give too much away for free | nine tips for a healthier tax season | fifteen strategies for first-time supervisors
exclusively for pro members. log in here or 2022世界杯足球排名 today.

here’s the story: he had started a business eight years ago and he used us for a couple of years until some big money was raised and they switched to a big four firm. he also stopped using us for his personal return, switching to the big four firm. then, just last week, he called us to ask for assistance in evaluating a multimillion-dollar termination package. he needed to meet with me right away because he did not want the offer to slip away. he then asked what the rates would be and could he have a discount because he was once a good client (he was – seven and eight years ago!). the asking for a discount left a bad taste in my mouth.
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