Posts by Carrie Steffen

Be the Firm You Want to Be.

Every organization is perfectly designed to produce the results it’s producing. If you want a different result – you must change something. The originator of this phrase is debatable. Its premise is not.   The business case for change is that firms that continue to do things as they always have always at some point…

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How Firms are Winning Through Client Service

CPA firms of all shapes and sizes are taking a long look at their client service process. And it’s no wonder, considering that client service is THE differentiator among CPA firms and is the lynchpin in client loyalty. CPA firms often rely on revenue numbers, realization and chargeable hours to determine how business is going.…

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The Hard Truth about Soft Skills

“We’re in a relationship business.” I’ve heard this more times than I can count during the 20+ years I’ve worked with CPAs firms. It’s the one constant in the CPA profession. But, I wonder…have we devalued relationship building? We have access to limitless technology tools as a means of communicating and finding the information and…

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Growing and Developing Future Leaders is a Two-Way Street

Firms are at a crossroad when it comes to transitioning to the next generation of leaders. According to the CPACA study on Succession Readiness 48.3% of firms of all sizes cite “lack of future leadership talent” as a primary obstacle in their succession. While some partners believe there is a lack of leadership talent within…

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Be the Firm You Want to Be

Every organization is perfectly designed to produce the results it’s producing. If you want a different result – you must change something. The originator of this phrase is debatable. Its premise is not. The business case for change is that firms that continue to do things as they have always done at some point will…

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Developing a Culture of Growth in Your Firm

Many firms we talk to struggle to determine the best business development approach. Does it make sense to hire full-time sales people? Can’t we expect our marketing director to make sales for us? How will we compensate a full-time sales person? Here are some ideas to keep in mind when embarking on the process of…

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Content Marketing: A New Tool in Your Old Toolbox

If you’ve read anything about marketing strategy in the past year or so, you’ve probably noticed the term content marketing making its way into a lot of headlines. Also known as in-bound marketing, content marketing is creating or re-publishing relevant and valuable content online in order to attract and retain clients. Content can be anything…

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Setting Realistic, Achievable Growth Goals

With spring and summer finally on the horizon, many firms are planning retreats and beginning to set growth goals for next year. It’s the perfect time to re-think your goal-setting process. Don’t just think in terms of acquiring new clients when setting target numbers; it’s important to evaluate all factors that will contribute to your…

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Looking Inward for Growth

Accountability is a difficult concept for CPA firms where the partnership culture can make what can be perceived as a difficult conversation even more difficult. However, more and more firms are recognizing the value of keeping everyone on task with business development activities and results when it comes to realizing a return on the firm’s…

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Make 2013 Your Year to Grow

New Year. New Goals. How will you find growth this year, now that busy season is over and growth season is here? There are lots of new tools out there to help you market your firm and grow your top line, but sometimes the best new tools are the old tools implemented in a different…

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