The 2020 coronavirus pandemic has created a lot of uncertainty. In addition to our daily routines being thrown into disorder, the accounting profession is uniquely affected in so many ways. Deadlines are shifting. Rules are changing. Even that which seemed straightforward is open to interpretation (like payroll costs!). There is comfort and security in routine,…

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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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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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“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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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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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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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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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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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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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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