bissett bullet: what’s your story?
today’s bissett bullet: “you need to be able to tell your story in a way that relates to potential future clients, either directly or via your marketing collateral.”
by martin bissett
today's features
brannon poe: grow your business by preparing to let it go
the two big metrics and 12 more takeaways.
this video is a preview. the complete video episode, with commentary and transcript, is first available exclusively to pro members. the podcast version is available everywhere you get your podcasts.
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the disruptors
with liz farr
after helping people buy and sell accounting firms for years, brannon poe realized he was sitting on a treasure trove of valuable information that could help firm owners who were “motivated to change their practices for the better.” he’s leveraged those insights into a coaching program for accountants (accounting practice academy) and several books. his latest book, prepare your cpa firm for sale, describes the process of transforming a firm into one that buyers willingly pay top dollar for.
more podcasts and videos: dawn brolin says grow your firm by shrinking it | jason blumer & julie shipp: move leaders out of client service | james graham: drop the billable hour and you’ll bill more | karen reyburn: fix your marketing and fix your business | giles pearson: fix the staffing crisis by swapping experience for education | jina etienne: practice fearless inclusion | bill penczak: stop forcing smart people to do stupid work | sandra wiley: staffing problem? check your culture | scott scarano: first, grow people. then firm growth can follow |
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poe recommends that firm owners start planning for an eventual sale well before they’re ready to leave. “i think the biggest mistake that i see often is they don’t do any planning,” poe says. starting the planning process three to five years ahead gives firm owners time to change things, including getting alignment on the timetable and price with other partners, which may be a tricky issue.
are you the key signal caller for your clients?
calling the right plays means understanding your clients and their goals, as well as their weaknesses.
by jody padar
radical pricing – by the radical cpa
it’s up to you to recognize the client persona most suited for your firm, but you’ll want to start by defining your customers’ needs. so, what do people really want, and how can you figure it out?
more: value pricing requires defining your clients | how value pricing impacts your employees | six steps to start value pricing | stop selling time | why pricing is so disruptive | the radical pricing model: start with $25k | three critical factors drive the value pricing trend | accounting disruptors are heading your way … with deep pockets | the convergence of trends makes pricing changes imperative | stop looking for talent that does not exist | advisory work must be priced by value, not hours
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certainly, you can engage in expensive research, from questionnaires to focus groups. but, in reality, most of the clues you need will come from your knowledge of the people you work with within that group.
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steve yoss, quick tech talk: the power in microsoft power bi for tax, accounting and finance professionals
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quick tech talk
with steve yoss
cpe today
microsoft power bi is an absolutely incredible tool for business intelligence. what is business intelligence? well, business intelligence is software that allows you to take information, process it automatically, and produce beautiful charts, graphs, maps, and other types of visualizations to help make that information meaningful. and power bi is the best of the best.
it’s wonderful for a couple of reasons. first and foremost, it leverages most of the functionality in advanced excel, including power query, data modeling, and more. many financial professionals already have some experience and knowledge and can use this incredible tool. second, it’s free for individual use, so it can be downloaded and used immediately without a large upfront investment. third, it is a software application on your computer, a web service that you can access on any internet browser and a mobile app while empowering the accountant to produce any type of information report and then let people consume it on the device of their choosing. traditional financial statements, like income statements and balance sheets, require readers to understand how to interpret them. power bi allows you to produce charts, graphs, dashboards, and more in the way the person who needs that information wants to receive it, and the existing limitations of financial statements do not bind you. you can make whatever you want helpful and meaningful to that audience. because again, ultimately, we want to help our clients, companies, staff, and ourselves make better decisions, and power bi is one of those incredible tools. that gets us one step closer.
does client perception match your firm’s reality?
don’t know? time to see through their eyes.
by martin bissett
business development on a budget
there used to be an old exercise used in training sessions about customer relations or selling or leadership that went like this. the trainer would ask the group to think about the color green. a few seconds later he would ask them what type of green they were thinking of, and of course there would be many variations of green.
the point is that, as the saying goes, perception is reality. whatever each person perceived as green, that would be the reality for them – but it would be different for each person in the room.
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