today's features
advisory & consulting

don’t sell cas/caas

two men talking across a table, one holding a sheet of paper, window and brick wall in background

do this instead.

by hitendra patil
client accounting services: the definitive success guide

you know the story.

  • you painstakingly created your client accounting services (cas) offering. you may have also created your client accounting and advisory services (caas) offering.
  • you and your team worked intently and intensely to get there. your early adopter cas clients seemed enthusiastic about the promise of your cas/caas offering.
  • however, you soon found that it was becoming increasingly challenging to acquire more cas/caas clients.
  • all the pieces are in place to create a thriving cas practice, but the results are worrying.

more by hitendra patil
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

 

what’s missing?

selling advisory can feel awkward, but that’s because it’s not meant to be sold like a product. this article repositions how you present advisory-cas, not as a service line but as a shift in how clients grow. we will also cover how to stop “selling” and start aligning with the outcomes clients already care about most.
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featured video

pirolli: you can’t “declare” independence — you have to earn it | gear up for growth

firms that want to stay independent must transform how they operate, lead, and plan for succession.

this is a preview. the complete episode is first available exclusively to pro members | go pro here
sponsored by poe group advisors: helping accountants buy, build, and sell exceptional firms. see today’s special offer

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poe group advisors consistently excels in helping our clients find the right accounting practice sales opportunity.
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gear up for growth
with jean caragher
for 卡塔尔世界杯常规比赛时间

“the problem that a lot of firms have is they just don’t pay attention to what succession really is until they get to the last few years,” explains william “bill” pirolli, executive vice president of firm services at succession institute, llc, on gear up for growth, hosted by jean caragher of capstone marketing. “it has to happen all throughout the lifetime of the firm in order to be properly established at the end.” 

more jean caragher here | get her best-selling handbook, the 90-day marketing plan for cpa firms, here | more gear up for growth

more 卡塔尔世界杯常规比赛时间 videos and podcasts here

pirolli, a former aicpa chair and longtime cpa firm partner, emphasizes that succession planning must begin on day one, not five years before retirement. he cautions that too many firms wait until it’s too late to build future leaders or transfer client relationships effectively. 

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advisory & consulting

ten questions to check your entrepreneurship

hand below light bulb

your biggest enemies: procrastination and questioning advice before you’ve even tried it.

by jackie meyer

“if your business depends on you, you don’t own a business – you have a job. and it’s the worst job in the world because you’re working for a lunatic!” – michael e. gerber, “the e-myth revisited: why most small businesses don’t work and what to do about it”

october 2010. the day is etched in my memory – cold and sharp, like the sting of betrayal. i was sitting in my car, gripping the steering wheel so tightly my knuckles turned white. just moments before, i had been fired. fired from a job i thought was secure, on a career path i believed i was destined for. the words from my boss were still ringing in my ears: “we’re going in a different direction.” i was stunned. what did that mean for my direction?

more: more revenue in fewer hours
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

 

it felt like the bottom had dropped out of my life. years of studying, late nights, and climbing what i thought was the “right” ladder had led to this: humiliation, anger and a terrifying sense of … nothingness. but as i sat there, eyes burning with tears i refused to let fall, something unexpected began to stir beneath the surface of those raw emotions. a spark. a flicker of defiance. and the faintest whisper of an idea.
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bissett bullet: push and pull

today’s bissett bullet: “selling ‘pushes’ something to a prospective client. attracting them to buy ‘pulls’ them toward your value. there’s a big difference.”

by martin bissett

the accounting profession is awash with marketing and business development gurus who have come from a retail environment. they believe that what works in retail, such as a certain percentage off your first year’s fee or a “buy now and save,” or indeed a deadline-style approach, is going to be effective in professional service selling. in reality, the professional service relationship requires a lot more maturity than that.

our goal as a practice should always be to demonstrate irrefutably how good we are through third-party stories and case studies and let the tribe select themselves from there. if we “push” to everyone, we are going to end up with a lot of clients we did not really want. not all business is good business.

today’s to-do:

take a look at your current marketing content and ask yourself, am i pushing services upon an indifferent marketplace here or am i simply showcasing the results that i obtain for clients day in, day out? if it is the former, change it. if it is the latter, broadcast it even more loudly than you are now.

see more bissett bullets here

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leadership

how accountability drives firm success

senior businessman with five colleagues

four challenges to address.

by anthony zecca
leading from the edge

i’ve been focusing on the leadership accounting firms need to succeed in a future driven by seismic disruptors. we began with strategy, then empowerment. this post will address the critical element that makes empowerment work – accountability.

more by anthony zecca
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

 

a characteristic of a great “edge” leader is the ability to empower everyone and understanding that as a leader, your responsibility is to lead and not manage. if you are the type of leader that manages, you own accountability since you can’t manage and empower at the same time. as i defined it in my previous post, a simple definition for empowerment that applies to all organizations is, “authority or power given to someone to do something.” 
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