{"id":34105,"date":"2014-03-06t06:30:04","date_gmt":"2014-03-06t11:30:04","guid":{"rendered":"https:\/\/48e130086c.nxcli.net\/?p=34105"},"modified":"2024-08-14t09:31:01","modified_gmt":"2024-08-14t13:31:01","slug":"survey-how-the-nations-top-tax-professionals-are-battling-lowball-price-competition","status":"publish","type":"post","link":"\/\/www.g005e.com\/2014\/03\/06\/survey-how-the-nations-top-tax-professionals-are-battling-lowball-price-competition\/","title":{"rendered":"survey: how tax pracs battle new fee pressures"},"content":{"rendered":"

competitors vie for clients on price and promises.<\/strong><\/p>\n

\"file7411252893790\"by rick telberg<\/em>
\n卡塔尔世界杯常规比赛时间<\/em><\/p>\n

while the tax prep market is rife this year with competitive lowballing, many seasoned and established professionals are fighting back with grit and guile.<\/p>\n

mostly, they still expect to improve upon last year’s results, but it won’t always be easy. and last year was so awful that many had expected 2014 to be a cakewalk. well, it’s not the cakewalk many expected.<\/p>\n

\n

卡塔尔世界杯常规比赛时间 busy season barometer survey findings:<\/strong><\/span>
\ntax season price wars<\/a><\/strong><\/span>:\u00a0accountants scramble as competition surges for bread-and-butter tax work.
\n<\/em>is the tax prep business topping out?<\/strong><\/span>\u00a0\u00a0<\/a>the number of filings by tax professionals appears to have slowed or even reversed.
\n<\/em>tax season metrics shift for the better<\/strong><\/span>: \u00a0<\/a>\u00a0key indicators point to a better 2014 than 2013.<\/em>
\njoin the survey; get the results<\/strong>.<\/a><\/span><\/p>\n<\/blockquote>\n

a nine-partner firm with three offices stretching from vermont to arizona is feeling the heat on fees from competing firms. \u201cwhile we don’t want to lower fees to a break-even scenario,\u201d says one partner, \u201cwe are lowering fees where needed if we believe the client will be long-term.\u201d the partner also voices \u201cconcerns with obtaining qualified experienced staff, resulting in some of our staff work being done by top-level management. this is driving our profit per client down.\u201d<\/p>\n

a few are able to shed their low-margin clients and take on more profitable ones. a solo cpa in plano, texas, for example, is “doing more complex business returns and more bookkeeping.” he’s “taking on less clients, charging more, but focusing on customer service.”<\/p>\n

\"allgood\"
allgood<\/figcaption><\/figure>\n

in dallas, on the other hand, paula allgood, one of nine shareholders at beaird harris, is looking at a tougher season this year. she says the firm has “increased staffing costs generally in the 5-10% range, but fees are increasing by only 3% this year.”<\/p>\n

ray nations, a leadership figure in the virginia society of enrolled agents, is also looking at some setbacks this year, and pricing pressures aren’t helping. “clients are either using on-line software themselves or are going to their friends, or coworkers or neighbors who have an online software program, and they claim to be an expert.'”<\/p>\n

\"mcgookey\"
mcgookey<\/figcaption><\/figure>\n

carl\u00a0mcgookey, president and managing partner at payne nickles & co. in sandusky, ohio, expects overall “client count to be up this busy season but not much revenue growth on existing clients.” while he’s now expecting a “significant increase in economic activity in our area,” the firm is “using more social media and working hard to let clients know of tax law changes in ohio that we have used to their benefit.”<\/p>\n

after almost 20 years of practice, toni frazier in chillicothe, ohio, sees clients drifting off to do their own taxes \u2013 but not necessarily just to save money on her fee. “i know their motive for doing so is that i am honest and i am sure they are not being as forthcoming on their self-prepared returns.”<\/p>\n

in galt, calif., quickbooks proadvisor beth symons sees a lot of shoddy work by low-priced tax mills. \u201cthey crank out forms without knowing what they represent.\u201d it\u2019s been taking a toll on her business this year. so she\u2019s marketing her \u201cservice and expertise.\u201d<\/p>\n

\"symons\"
symons<\/figcaption><\/figure>\n

in san diego, enrolled agent connie moore, one of the two owners at mallett and barnes tax service, has lost some business. \u201csince the irs didn’t allow e-filing until february, we lost a lot of clients that had the earned income credit. they went to the irs website and filed themselves.\u201d she says clients are getting so price-sensitive, she\u2019s offering deep discounts for new client referrals.<\/p>\n

at bayside financial services, nicole baldner is battling against a downturn in business by streamlining operations. the firm is going increasingly digital \u2013 sending completed returns to clients in pdf form, and taking in more client data through their website, email, scanning or memory sticks.<\/p>\n

they\u2019re also using a new smartphone app backed by the national association of tax professionals called taxpocket. the natp, working with a developer, rolled out the app for $97 a year to tax professionals and made it free for clients.<\/p>\n

\"\"
taxpocket<\/figcaption><\/figure>\n

in springfield, ill., a solo cpa tells us she is \u201craising prices to cover the increase in costs.\u201d but it\u2019s a tough sell on clients. \u201cwhile our technology costs are skyrocketing,\u201d she says, \u201cclients can’t see the value. if anything, they assume our costs are lower.\u201d she may be holding her own against last year, but \u201ccosts are going up and revenues and profit margins are going down.\u201d<\/p>\n

at rediger & co. in lincoln, neb., cpa scott rediger says his practice is performing somewhat better than last year and, despite fee pressures and staffing issues, is holding the line on prices. \u201cwe\u2019re keeping fees competitive,\u201d he says, resigned to losing \u201ca few lower-end tax returns, but replacing them with higher-fee returns.\u201d in addition to the tax practice, rediger offers financial services and includes a number of professional athletes among its book of business. with some expense reductions, he\u2019s expecting an overall more profitable year.<\/p>\n

in honolulu, a solo cpa is facing down pricing and fee pressures with \u201cweb advertising, additional staff and staff rate increases along with salaries.\u201d so far, he\u2019s holding his own against year-ago comparisons. \u201ci still believe in the american dream and i’m sure i am not alone.\u201d<\/p>\n

\u201cmy superiors do not want to hear about economic and job conditions,\u201d says a frustrated enrolled agent, working as a mid-level staffer at a large office in florida. \u201cthere is more self-preparation by people and pushback on charges.\u201d he\u2019s grappling with a \u201csomewhat worse\u201d season this year, bedeviled by tough competition, confused clients and not enough help.<\/p>\n

in illinois, another staffer at a large firm says, \u201cwe have increased our billing rates, which will increase revenue on a receivables basis, but efficiency is difficult and the actual billings won’t reflect the income accrued in work in progress revenues.” bogged down in sluggish workflow processes, he says he\u2019s \u201cworking in conditions with constant interruptions and redirections, so that i can\u2019t feel efficient or successful.\u201d<\/p>\n

\"grossman\"
grossman<\/figcaption><\/figure>\n

in houston, david a. grossman, a founding shareholder of five-partner gbh cpas, is also dealing with billing rates. but, he says, the firm has \u201cfocused more on the marketing and sales processes by hiring outside consultants.\u201d<\/p>\n

in woodbridge, n.j., green group managing partner ralph anderson attributes a \u201csomewhat better\u201d season so far to \u201cmore use of social networking on all platforms. i hired a social networking director in addition to our marketing director.\u201d the firm has also been upgrading its client list, making \u201cbetter use of technology, monitoring costs, and entering other niches and services.\u201d<\/p>\n

\"anderson\"
anderson<\/figcaption><\/figure>\n

a five-office, two-owner firm in north carolina is facing its own fee pressures without a blink. \u201cwe are raising fees across the board 4% to 5%,\u201d says one of the partners. \u201calthough the economy seems stuck, the number of prospects we are working with has increased significantly,\u201d he says. \u201cprospects are looking for more than just tax and accounting, they want help in running a better business. we\u2019re retraining ourselves to be business advisors, not just tax advisors, and to be proactive with a and b clients.\u201d as a result, \u201cseveral revenue projects are scheduled after tax season, which will increase profitability.\u201d<\/p>\n

\u201cand,\u201d he goes on, \u201cwe are better and more efficient at what we do. times to complete returns are down.\u201d so when they lost a 1040 preparer at the start of the season, they turned to a backup plan outsourcing the work to sureprep. \u201cso far so good,\u201d he says. \u201cthe cost of sureprep has been equal to or less than the cost of our preparer \u2013 no bottlenecks yet.\u201d the firm is also launching a client satisfaction survey program. \u201cafter every engagement, for which we have a 7216 consent, we communicate with clients to survey how good a job we are doing. poor responses to the survey will justify a call to the client and an opportunity to raise service levels to keep the client. i see this as a marketing opportunity.\u201d<\/p>\n

so far running even with last year, fank agrusa at the four-partner davis spinel in bristol, pa., is also grappling with pricing competition. the firm, however, has deployed strategies including more frequent client contact.<\/p>\n

\"towsey\"
towsey<\/figcaption><\/figure>\n

meanwhile, in lower gwynedd,\u00a0pa., lawrence \u201claw\u201d towsey\u00a0 at the sierchio financial group, an h.d. vest rep, and a spin-off of sierchio and towsey cpas, notes the \u201ceconomy is going nowhere and clients are feeling the pinch.\u201d in order to manage margins, the firm, which recently closed on a merger, is \u201cadopting a more systemic approach to the workflow.\u201d<\/p>\n

if the client won\u2019t come to the firm, in california there\u2019s a staffer who will take the firm to the client. he brings his laptop out to meet clients, processes returns online while they wait and takes credit card payments before leaving. still, labor costs and office expenses have been rising stubbornly, even as the number of clients remains unchanged.<\/p>\n

bethany d. bowline in muskogee, okla., is battling some headwinds. but it may only be temporary. she\u2019s managed to raise rates and gain new clients, but \u201cwe don’t have enough experienced staff to satisfy demand.\u201d but with several longtime competitors retiring this year, she expects next year to be better. and \u201ci won\u2019t have to do much to remain competitive.\u201d<\/p>\n

in silver spring, md., clifton jeter can\u2019t afford to worry about price pressure. \u201ccosts are increasing and charges must increase also. but he\u2019s \u201ckeeping the increases low and explaining to clients why the increases are needed.\u201d the good news is that the worst of the recession may be over for his clients. \u201ci don’t see any real changes in the economy that would spark more concern with my client base.\u201d<\/p>\n

in cedar lake, ind., nancyjean wagar, rtrp, is having a rough time. her client base of \u201clow-income to middle-class people just don\u2019t have enough income to balance out the expense increases.\u201d her clients are using free e-filing online or turning to turbotax, causing her to worry that they may be cutting corners and putting themselves at risk. at the same time, she needs to remain mindful of the pricing at the local h&r block and jackson hewitt offices.<\/p>\n

in ordway, colo., deborah shrader, rtrp, at d & d accounting and consulting, is benefiting from some selective price increases and the retirements of a few local competitors. so she\u2019s upgrading office procedures and hiring more staff. but tax season is still a lot of hard work. \u201cat lunch time i always leave my building, even if it’s for a 10-minute walk,\u201d she says, \u201cand i try not to think of the broncos super bowl disaster.\u201d<\/p>\n

in clearwater, fla., kathy cormier at cormier & rabb is enjoying a much better year than last year. in part, she credits switching from atx to lacerte. \u201cwe are almost paperless now. we scan client documents and preparer notes.\u201d but some things still demand old-fashioned ways. \u201cwe put an orange file card into the client doc file on the to-do shelf as a visual cue that there is data missing for this client.\u201d of course, it\u2019s all tracked on their scheduler software, but the physical card helps see it at a glance. \u201cconsidering the economy overall, we see our clients doing better and feeling more positive,\u201d so cormier is \u201creviewing pricing to gain better profits per client.\u201d<\/p>\n

reporting improvements over last year, cpa sam white in greensburg, pa., says he \u201cwill increase fees and try to finalize extension clients sooner.\u201d but competition, rising costs, cranky clients and tardy k1s may not be his biggest problem. his \u201c82-year-old mother-in-law with some health issues is staying at my house more than her apartment.\u201d his trick for getting through tax season? \u201cred wine.\u201d<\/p>\n

\u00a0<\/a><\/strong><\/p>\n","protected":false},"excerpt":{"rendered":"

competitors vie for clients on price and promises…<\/p>\n","protected":false},"author":17,"featured_media":34210,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_relevanssi_hide_post":"","_relevanssi_hide_content":"","_relevanssi_pin_for_all":"","_relevanssi_pin_keywords":"","_relevanssi_unpin_keywords":"","_relevanssi_related_keywords":"","_relevanssi_related_include_ids":"","_relevanssi_related_exclude_ids":"","_relevanssi_related_no_append":"","_relevanssi_related_not_related":"","_relevanssi_related_posts":"","_relevanssi_noindex_reason":"","footnotes":""},"categories":[2303,5,2274,1906],"tags":[4278,3958,4281,620,721,4283,27,77],"class_list":["post-34105","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-tax-season","category-outlook","category-pricing","category-tax-practice","tag-billing-rate","tag-cpa-billing-rates","tag-fee-structure","tag-fees","tag-pricing","tag-pricing-rates","tag-tax","tag-tax-season"],"acf":[],"yoast_head":"\nsurvey: 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