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today's features

five ways to target the low-hanging fruit

easy tips you can implement right now.

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

if business has slowed for you, it’s not just you. with people finishing their holiday preparations, getting ready for school vacations and trying to keep from falling to the latest batch of colds making the rounds, it’s all most of us can do to stay on our routines.

more: eight ways to build busy-season stamina | five things that clients don’t know about accountants | you’re missing 60% of your revenue | beyond compliance: six tips for adding value | track six figures to test your marketing | eight things to give new clients | four ways small firms can beat large ones | five emotional skills for entrepreneurs | transform your marketing with crm | five kinds of small thinking | five tests: how open are you to change?
exclusively for pro members. log in here or 2022世界杯足球排名 today.

as entrepreneurs, we still need to make payroll, meet our budget goals and get enough cash in to keep our doors open. so how can we cash in on the low-hanging fruit?
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marketing & sales

bissett bullet: beware scope creep and seep

today’s bissett bullet: “‘while you’re there, could you just …?’”

by martin bissett

the scope creep is all of those seemingly small requests that fall outside of your agreement, for which you generally do not charge, out of a desire to please a new client or to avoid an awkward conversation. seep occurs when you volunteer to do that extra work and it becomes an issue when we are too busy doing that free work over and above the original scope to spend time winning any paid-for new work.

when presented with requests for additional tasks, it is important to say that a particular task is not within the original agreement but that absolutely, you would be very happy to raise a new invoice or undertake a new project for them.

today’s to-do:

practice confidently responding to a “can you just …?” request with a client so that the conversation feels natural when it next occurs.

see more bissett bullets here

pay & compensation

top 20 tough choices for the partner comp committee

production isn’t all that matters.

by marc rosenberg
the rosenberg practice management library

increasingly, cpa firms are adopting the compensation committee system for allocating partner income. firms are finding that systems such as formulas, pay based on ownership percentage or pay-equal no longer work.

more: voting on ownership basis? three better methods | 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.

if there is one overarching cause for this significant trend, it’s that firms are understanding that their partners need to be something more than production machines. in addition to bringing in business, managing a client base and working billable hours (all of which continue to be important values in a compensation committee), partners need to excel in intangible areas such as helping staff grow and develop, developing specialized expertise and teamwork. the compensation committee is one of the best systems available to cpa firms to allocate income based on this diverse array of performance criteria.
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outlook & analysis

the big 3 success tips for 2024

profitability is just part of the picture.

by matt rampe
the rosenberg map survey

over the next 12 months, three big disruptions will shake the accounting industry.

more: firms must choose best workplace model | tech, capital will drive accounting profession growth | ‘great shakeup’ in cpa firms on the way | pe, consolidations to keep impacting accounting profession
exclusively for pro members. log in here or 2022世界杯足球排名 today.

fortunately, there are at least three ways that firms can prevail.

pro member exclusive

are you excited about tax season?

if not, take time to determine why.

by ed mendlowitz
tax season opportunity guide

successful people are happy with their practices and what they do and get joy from interacting and helping clients. i know a lot of accountants who continuously complain about tax season – yet they make most of their money during the period.

more: nine tax season resources that get forgotten | eight ways to charm a client | you’re only as good as your last screw-up
exclusively for pro members. log in here or 2022世界杯足球排名 today.

do they expect someone to knock on their door with a wheelbarrow of money to hand them? if they are financially secure, why do they keep working? if they are not, then, duh! either do it or find something else, but stop complaining. better yet, look at all the benefits from what you do (if you need me to tell you the benefits then find something else to do).
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