Today's Features

Do You Realize You’re Failing?

Martin Bissett

Be proactive, rather than waiting for business to come to you.

By Martin Bissett

Have you noticed all of those titles in the local bookstore or at the airport offering us the "key" to this and the "key" to that, the "six keys" to one thing and the "four keys" to another?

It also seems that every book is a "game-changer" now, to the point where it is difficult to understand what the game is anymore, never mind how to play it.
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MORE ON SELLING: Selling vs. Attracting to Build Relationships | When Selling, Don’t Chase New Fees, Attract Them | Selling Accounting Services Doesn’t Have to Be Hard! | ‘Selling’ Isn’t a Dirty Word | 8 Factors in Practice Development Success | In Sales, Perception Is Reality | Success Begins With Accountability | Do You Realize You’re Failing? | Winning Your First Client

When it comes to winning new work in professional services, we must first build a relationship. The game hasn’t changed at all in that respect. READ MORE →

Social Media Basics for Accounting Firms

Social media words on cubesSetting up on the 3 major platforms.

By Sandi Leyva
The Complete Guide to Marketing for Tax & Accounting Firms

Social media can be a great marketing channel, but the big challenge is how to keep it from draining all of your time. The key is having rock-solid systems and procedures AND time limits.

MORE SMALL FIRM GROWTH STRATEGIES: Make Google AdWords Work for You | The 5 C’s of Successful Websites | Speaking: How, Where and Getting Leads from It | 3 More Kinds of Referrals | Turn to the ABCs for Client Feedback | Use Client ‘Touch Plans’ to Stay in Touch
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For small businesses trying out social media for the first time or with strict budgets or time limits, I recommend doing minimum activity or only being active in one of the three accounts (LinkedIn, Facebook and Twitter). Once you get your procedures solidified for these minimum activities, you’ll be able to expand to more venues and more activities if you want to.

Mandatory Retirement Gains Ground

Chart of mandatory retirement by firm size

Multi-partner firms with mandatory retirement provisions grew from 62.4 percent in 2015 to 64.2 percent in 2016. This percentage is expected to increase as more firms are grappling with partners hanging on to equity longer and young managers vying for partner roles. Take a look at the findings in the new Rosenberg Survey and see what else is changing for partners. Learn more here.

SURVEY: Cloud Usage Still Spotty

Trend Watch: The adoption of cloud services is selective.

Q: Does your firm use any SERVICE that could be defined as “cloud” computing – i.e. hosted software/server or hosted communications? (Select all that apply.)


Chart of survey results
Source: Accounting Firm Operations and Technology Survey


Other answers:

• AppRiver
• MS 365
• Project management (Smartsheet)
• QBox – hosted QuickBooks
• Sharefile
• Terminal Server
• Thomson Reuters Virtual Office, QuickBooks Online; Right Networks QuickBooks hosting
• Time and billing (ImagineTime), Storage (SmartVault)
• Too many to list
• Unitrends
• Unsure
• Wave and QBO
• We are private-cloud hosted in a secure data center


More Accounting Firm Operations and Technology Survey: Email Hosting Done Outside Office | Mergers on the Mind | Hidden Risks in Document Retention Practices | Accountants Shaky on Email Archive PoliciesHow Savvy CPAs Use the AFOT Survey to Make Smarter Business Decisions | Keep Pace First, Change Will Come (Like It or Not) | You’re Not Tech-Savvy If You’re Not Cyber-Safe, Too | Lions and Tigers and Blockchain and Bots, Oh My!
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Deloitte Develops Audit Technology for Smaller Firms

Man at laptopThe mindset that led to it? Competition from a couple of guys in a garage.

By Rick Richardson

Deloitte just announced the availability of audit technology for smaller accounting firms through a new venture it recently formed.

MORE TECH THIS WEEK: The Uncertain Future of Tax Prep [VIDEO] | Why Voice Is So Important | The Puck That Tracks Your Time | Securing the Data Center on Wheels | The Three Weakest Links in Your WiFi Security | New MIT Drone Flies 5 Days on 1 Tank | Will HEIF Kill JPEG?
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Deloitte created Auvenir as an in-house startup and tasked it with developing its own auditing technology that could be offered to small firms. Deloitte is starting with a North American launch of the technology, known as the Auvenir Audit Smarter platform, which leverages artificial intelligence to help auditors with their work.

How to Build Enduring Relationships

Woman explaining financial brochure to manA 10-point communication schedule and 12 performance standards.

By Rob Nixon

When you get a lead for a new client you are so excited. It’s almost like a potential new love has entered your life.

MORE ON STRATEGY: Changing Accountants: 2 True Tales | Define Client Wants Vs. Needs | Mindset Is Everything | The Entrepreneurial Accountant: An Oxymoron? | Growth Is All About the Clients | Change Is On the Horizon | Order Takers and History Writers
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To seal the deal you really woo the potential client in the dating period and you dance for a few weeks while you make all sorts of promises. Finally they commit to being engaged to you and the client agrees to your promises and charm. You are even more excited.