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do you make your firm look good?

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angry boss in chair staring down at tiny businessmana cautionary case study.

by martin bissett
passport to partnership

the passport to partnership study collated a number of responses in a conversational style. the main example that really stood out as the major indicator of a need for each future leader to be able to convert new business is showcased below and was repeated many times in various different ways.

if this person wants to be considered for partnership in the future, we look at how are they promoting the firm to potential clients now.

meaning: if you’re trusted enough to represent the firm publicly, what perception are clients and potential clients getting about the firm based on their interactions with you?

more: seven things that good advisors skip | nine biz-dev metrics for making partner | communication isn’t about you | how to measure partner potential | checklist: partner-ready metrics | checklist: 10 keys to landing your next client
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

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today’s top 3 tech problems: security, client onboarding and workflow

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process automation and tech strategy make the list.

the accounting firm operations and technology survey

security and risk management top the list of technology issues challenging accountants, but they’ve dropped over the past year. meanwhile, there’s growing concern over business process consistency and cost reduction.

bar chart

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

firm size plays a role. the largest firms register uniform business processes and integration challenges as their roughest points, while those rank at the low end for solos, who fret more over security and risk management.

both ends call out application updates more than those in the middle, and training worries mid-size firms more than anyone else.

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are you solving your clients’ problems?

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sales_problem solving

have a conversation, not a pitch.

by sarah johnson dobek
inovautus consulting

why focus on solving your clients’ problems? the simple answer is, why wouldn’t you?

more: the right dna for growth | seven reasons your growth plans are stalled | five ways to grow new service lines | how crisis illuminates your biz dev skills | take the pressure of ‘selling’ out of ‘cross-selling’
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

most people don’t get into business to not solve their clients’ problems. when we go out and present ourselves to potential clients, we tend to forget to focus on the very simple concept of problem-solving. instead of learning how we can help their business, we tend to focus on making sure they know we are credible or have been in business for xx years.
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the mindset you need for client accounting services

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woman executive coaching a male employee across deskwho is leading?

by hitendra patil
client accounting services: the definitive success guide

it was the 10th of may, 2012.

over dinner on that quiet mid-spring evening, at a classic traditional italian restaurant, i met the owner of one of my largest clients, only after about five years of providing services to his firm. his firm had chosen a particular niche industry to serve and only that. he was doing well – over $3.5 million in annual revenue, growing consistently, and employing 39 staff members. in any given week, two new clients were being onboarded via a very detailed process, moving clients’ accounting databases and processes into his firm.

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

he would not take on any new client unless the client handed over all of the accounting work responsibilities to the firm.

all or none.
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seven things that good advisors skip

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businessman expressing refusal with open handsplus four reasons why selling is difficult.

by martin bissett

what makes a written proposal become accepted by the potential client – every time?

more: nine biz-dev metrics for making partner | how to communicate your value | 4 top communication habits | three questions to evaluate firm culture | sailing the seven c’s to partner
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

proposal writing is a micro-science in its own right but here are the proven principles that it takes to get proposals accepted.
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selling your practice is not a retirement strategy

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consider your other possible sources.

by ed mendlowitz
101 questions and answers: managing an accounting practice

q: i’ve heard you say that you shouldn’t count on anything from your practice when you decide to retire. are you serious?

more: thirteen things to know before selling your practice | 10 reasons clients don’t pay
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

a: i probably said that, but it was in the context of planning for guaranteed cash flow in retirement. a practice’s value is never guaranteed until the checks clear.
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today’s top 3 problems: staffing, workflow and tech

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cybersecurity, competing for clients and lagging profits make the list.

recruiting and retention may lead the list of issues accountants are facing. but problems in managing workflow have almost doubled in the last year.

bar chart

and, while firms of all sizes share many of the same problems, there are stark differences through the spectrum of solo operators to the largest firms. for instance, about two-thirds of firms with 11 to 100 employees rate staffing as their chief concern, but larger firms aren’t having nearly as much trouble. the mid-size firms are leading in solving the workflow dilemmas, while the largest and smallest firms at opposite ends of the spectrum are having considerably more trouble.

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the right dna for growth

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dreamstime_xs_66975872are you providing training and tools?

by sarah johnson dobek
inovautus consulting

just as every person has a unique personality, every business has a unique culture. while possessing a distinct culture is a great way to separate a business from the pack, our clients don’t often talk about how to change, improve or grow their unique culture.

more: seven reasons your growth plans are stalled | five ways to grow new service lines | how crisis illuminates your biz dev skills | take the pressure of ‘selling’ out of ‘cross-selling’ | don’t confuse marketing with biz dev | business development and sales aren’t scary
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

when i speak with partners about growing their firms, the conversation almost always goes to bringing in more business. and while i don’t disagree that bringing in more business is a key component to growth, i often have to step back and ask why a problem exists in the first place. what i’ve learned is that many times firms hit a wall because they haven’t established a culture of growth.
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take a moment for appreciation

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man facing five large yellow stars on wallwork on building your resilience.

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

most of the time, being an accounting entrepreneur is a delight, an honor and a great way of life.

more: five skills that spell success | the seven-step plan for marketing by spreadsheet | five things clients have taught me
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

every once in a while, there can be those days when you need a little moral support for one reason or another. read more →

thirteen ways to woo potential firm buyers

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man writing in notebookplus how sellers should assess them.

by marc rosenberg
cpa firm mergers: your complete guide
[now updated and expanded]

once sellers have created a list of firms they will consider as a merger partner, the first step is often to talk by phone or video call with the buyer and ask basic questions to determine if a get-to-know-you meeting makes sense.

more: 13 reasons to merge up | merger? the 100 data points you need first | one times fees isn’t the only way | thinking merger? first ask why. | why do you want to merge? be honest. | four reasons to fear a merger
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

the forms below are good cheat sheets.
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thirteen things to know before selling your practice

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older businessman sitting at desk smiling as wall clock indicates 5 minutes to retirementtiming is critical.

by ed mendlowitz
101 questions and answers: managing an accounting practice, the complete 2-volume set

q: i am getting older and want to continue working at least five more years. should i merge now to anticipate and facilitate a buyout?

a: selling means retiring. is that something you want to do?

more: 10 reasons clients don’t pay
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

i’ve written many times about being clear about your goals and what you really want. that being said, here is a general discussion about the reality of the value of your practice.
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2022世界杯32强赛程表时间

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five challenges to anticipate.

by anthony glomski

my years of experience helping successful entrepreneurs, combined with my research and interviews with experts in the area of successful business exits, have helped me to identify five key financial challenges that must be addressed by entrepreneurs who are planning to cash out of their businesses.

the objective is to help business owners make a smooth and successful transition from where they are today to where they want to be post-exit.

let’s look at five of the top challenges in more detail. read more →