today's features
advisory & consulting

train your clients before they train you

taking unscheduled phone calls and meetings wrecks your bottom line and theirs.

by frank stitely
the relentless cpa

many of the behaviors you rationalize as good client service are just desperate measures to avoid losing bad clients.

more: why time tracking still matters | business owners face one of three exits | how small firms can win the talent wars | six ways to create a millennial-friendly firm | do you know your turnaround time?
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

however, clients are trainable – at least as trainable as jack russell terriers. that is to say they’re somewhat trainable. however, like jack russell terriers, you train clients or they’ll train you. somebody’s getting trained. here’s an example of how that works.
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marketing & sales

attract clients, don’t chase them

focus on their needs, not yours.

by martin bissett
winning your first client

let’s start with two simple definitions to avoid any confusion:

  1. the purpose of marketing is to create the opportunity.
  2. the purpose of business development (sales) is to convert that opportunity into a paying client.

more: don’t think of it as selling | success in business comes second | business won’t come to you | forged in fire: the pains of leadership | a lesson in customer service and reputation | prioritize your prospects | good enough is not enough
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when we meet with prospective clients – and i say this as someone who has sat in on many hundreds of meetings of this nature – we rarely give potential clients a reason to buy from us that they care about.
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pro member exclusive

chatgpt unlikely to replace accountants

your job may be safe … for now.

by rick richardson
technology this week

even while there is rising concern about how generative ai can disrupt the world’s labor markets, accountants may be able to sigh with relief, even if only temporarily. recent studies show that my chosen profession may be spared replacement because the chatgpt language model doesn’t do well with math!

more: cancer vaccine available by 2030? | 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 | chatgpt spurs competition in different ways | chatgpt: what it is. why you need to know.
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

the fastest-growing and most well-known ai platform to date – chatgpt’s artificial intelligence language model, which excels at behavioral learning, storytelling and other creative tasks – has prompted questions about its potential to enable students to cheat on assignments and exams. however, the bot passed the bar exam with a 90th percentile score, completed 13 out of 15 ap tests, and scored almost perfectly on the graduate record exam (gre).
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management

where is your firm in its lifecycle?

//www.g005e.com/2023/05/08/the-future-of-accounting-a-vision-of-trust-clarity-and-hope/how to change if you don’t like what you learn.

by ed mendlowitz
77 ways to wow!

a while ago i gave a speech on business performance measurement and, to prepare, i searched online and found many books on performance measurement, but they were for personnel performance, not for businesses where i found only a dismal few.

more: wow clients with trend analysis | trends are all around us | how to prepare business plan financial projections | the top 11 financial statement ratios | eight ways to value a family-owned business | are you ready for a co-owner to drop dead? | charity directors must take theft seriously | forensic techniques can be fraud deterrence | the hazards of poor internal controls
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

however, that’s what i have been doing my entire career, so i was able to put together an enlightening presentation. that also got me thinking about the areas business owners and managers should concentrate on to improve their business’ performance.

for starters, here are three basic premises:
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advisory & consulting

nurture referrals from wealthy clients

female executive greeting couplesix steps to maximizing opportunities.

by anthony glomski and russ alan prince
your $5-million high-net-worth practice

as part of the discovery process, you are ascertaining who your wealthy clients can refer to you. in empirical study after study, accountants (as well as other professionals) say that they get most of their client referrals from their current clients. they also say that this happens because they do an excellent job for their clients.

more: what your wealthy clients aren’t telling you | here’s where your next $5 million is coming from | four steps to a high-net-worth practice | three ways the wealthy use life insurance | help clients avoid fallout from personal complications | why tax planning matters so much to the wealthy
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

another insight we find in the research is that very few professionals are doing much to foster getting referrals from their highly satisfied clients.
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