can you recite your mission statement?
does it sound more like a wish list or a to-do list?
by steven e. sacks
strategy
marketing must generate leads
bonus: 32 methods you can use to get a response.
by rob nixon
panalitix
ineffective partners and how to address them
consider not just the current impact, but the future.
by domenick j. esposito
8 steps to great
growing your client database
54 messages before a response? according to this rule, yes.
by rob nixon
panalitix
h&r block lagging behind last year
down 7% so far this tax season. market share up. by 卡塔尔世界杯常规比赛时间 h&r block reports that its pace of filing is down from the year-ago period, but not as much as the rest of the industry. more tax season … continued
how to develop home-grown future leaders
a development academy might be your answer.
by domenick j. esposito
8 steps to great
when it’s time to make decisions about new partner admissions, here is what senior leadership at many small and mid-sized cpa firms often hear:
- “if mary doesn’t make audit partner this year, she will leave the firm. we can’t afford to lose her as she gets all the work done at abc manufacturing corporation, who pays us over $300,000 a year. without mary, this client will leave the firm” and
- “we need to make joe a tax partner this year because he is the only one in the firm who understands ‘c.’ without him, we will have a big hole in our tax department capabilities. it could put a big hurt on the firm.”
more on strategic planning: who will be the next category killer? | the dangers of low-hanging fruit | 10 common leadership traps | expand your national and global geographic reach | show clients how to improve working capital
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in their guts, these leaders know that, while both mary and joe are solid professionals, there is little chance that either of them will develop beyond client service partners.
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think growth, not marketing
add product management skills to the mix.
by gale crosley
the next time you’re in a starbucks, conduct an informal survey of the millennials sitting and sipping around you. ask their college major, or the field they’re working in currently.
more crosley: channels, not referrals | technology will solve labor shortages | four-part plan to re-ignite revenue growth | not all fish need audits | the three elements of growth strategy | defining the new business model | the new growth evolution | at the best firms, growth is no accident
i’d wager that in the time it takes you to order and consume a grande iced coffee or chai latte, you’ll have identified at least three people whose answer included the word “marketing.”
how to dominate the internet
includes a scoring system. be honest!
by rob nixon
i am willing to bet that the vast majority of clients you currently have were referred to you by an existing client.
more on strategy: be an ‘object of interest’ | niche markets are your best buyers | 8 questions for product creation | how to deliver wow! every day | why a virtual team makes sense | 14 ways to leverage client data for new billings
a referral from a trusted source is a very powerful marketing tool. that method of “lead source” will continue into the future. however, it’s changing. there are still people involved and now so is the internet.
read more →
who will be the next category killer?
the opportunity is there.
by domenick j. esposito
8 steps to great
going from a merely good firm to a mid-market sustainable brand requires a tremendous amount of discipline and leadership.
more on strategic planning: the dangers of low-hanging fruit | how to capitalize on the trusted business advisor opportunity | leadership must be persistent and consistent | using a high-performance business framework | what a client service plan can add | 36 consulting services you might be overlooking | how to drive consistent partner behavior
the business, the basic governance and economic model, and its priorities are simple on the surface until the complexity of a partnership comes into play. tried and true traditional business practices like strategy planning, performance management and compensation plans can take on unusual twists and turns when pulled out of shape by competitors and strong-willed partners.
read more →
be an ‘object of interest’
do potential clients know who you really are?
by rob nixon
we don’t buy professional services from faceless companies that have no personality. people buy from people they know, like and trust.
more on strategy: niche markets are your best buyers | marketing objectives determine marketing amount | what products should you create? | keep a watchful eye on clients | rewards go far beyond money | people still needed, but in different ways | don’t let technology make you dumber | are your goals big enough? | finding new opportunity in compliance services | how offshoring is shaking up accounting
i am about to choose an accounting firm to entrust my financial affairs with. we are about to get intimate on my finances and i want to make sure that you are who you say you are and you are worthy of trusting.
read more →
lessons for accountants from self-driving cars
how to make the leap from sci-fi fantasy to business reality in six steps.
by hitendra patil
the definitive success guide to client accounting services
the uberization of accounting has already begun, and disruption is creating a “no-choice future” for some firms.
more: rotten tomatoes: what do your clients really think of you? | targeting the top 50 highest-paid client categories | survey results: decide to be decisive | the curious case of ‘the irreplaceable accountant’ | the three gears that drive success in the accounting business | brexit worries? worry more about cexits, texits and pexits | linkedin launches accountant-for-hire service | 4 pillars of future firm foundation | ‘uberizing’ means more than technology | you don’t think technology helps get new clients? | do you want a practice … or a business? | ‘decisiveness’ rated top trait for success in accounting business | tax season management: multi-tasking is a myth | 3 apps to automate business networking |
exclusively for pro members. log in here or 2022世界杯足球排名 today.
self-driving cars are meant to enrich human life. and therein are the hints of the future of the accounting profession. here’s how… read more →
niche markets are your best buyers
4 rules for selecting your target.
by rob nixon
someone once said, “if you are everything to everyone then you are nothing to nobody.’”
more on strategy: marketing objectives determine marketing amount | marketing must be about sales | turn your knowledge into products | why clients really stay | communicate until it hurts | why a virtual team makes sense | 14 ways to leverage client data for new billings | what it means to be a real-time accountant | 12 predictions on the future of accounting | will the internet replace cpas?
i don’t know who said but it sums up my thoughts on who you should target as clients. i am a big fan of having clients in niche markets. i am a big fan of knowing who your “best buyer” is, what they look like and where they hang out.
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when the inmates are running the asylum
crazy doesn’t get better by adding more crazy.
by dom cingoranelli
“we can’t really enforce this because we don’t want to risk having him (or her) quit.”
i can’t tell you how many times we hear something to this effect when we talk with cpas. we hear this at small firms and we hear it at large firms. we hear it from partners, from directors, and from managers. it doesn’t matter what size firm they’re in, nor does it matter what level or position they hold.
it’s always the same line. it reminds me of the old adage, “the inmates are running the asylum.” and, it raises the question of who actually is running the firm. who’s in charge?