want new business? avoid these errors.
by bill penczak
it’s an understatement to characterize cpas as process-oriented, with prescribed steps for financial statement audits and tax return preparation that follow a specific regimen. among the many jokes about accountants, the one that resonates here is:
why did the auditor cross the road?
because he looked in the file and that’s what they did last year.
but the “funny” thing is that while cpas are typically pedantic about the processes for client work, it’s often a case of the cobbler’s shoes when it comes to running their firms in general, and practice development in particular.
more bill penczak: how to boost profits by (omg) sharing the upside | bill penczak: stop forcing smart people to do stupid work | chase birky: overcoming paralysis by analysis | dustin verity: keep an open mind and constantly learn | five ways to put success into succession planning | o.d. lanier: stepping into advisory | secret to success? a growth and abundance mindset | from tax to transformation | five steps to building advisory work | the six essential kpis for managing partners | the great resignation: five reasons accountants are quitting | five tips for better decision-making | your marketing sucks: six reasons why | five global cpa leaders: four survival strategies | are you too generous with your write-offs? | nine smooth moves to build client satisfaction | planning for success in 2021 | re-thinking today’s firm with five global leaders | 5 things your firm should do differently this summer | do you have the guts to beat the covid crisis? | how to inoculate your firm against covid competition | ‘found money’ delights clients | don’t buy a rolodex, buy a process | the three r’s for beating the corona crisis | 6 reasons why your marketing sucks
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practice development is both an art and a science, although with the plethora of new technologies and process improvements in the past five years, much of the guesswork has been eliminated; we’ve never had greater ability to determine true roi of marketing and sales investments. but the accounting industry, for the most part, is sadly behind the leading practices curve.
here are the most common deficiencies in the growth approach among cpa firms:
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