They don’t teach sales in accounting school. But every practicing accountant should know the four basic closing techniques. You’re probably doing some or all of them already. But it’s handy to keep them in mind, nevertheless. They are the basic … Continued
Hint: You’re probably wrong. A new study of CPA firm personnel finds “a significant disconnect” between the way leaders view themselves and the way their subordinates see them. According to Regent University’s Jamie Early and John B. Davenport, leadership behaviors … Continued
Top Ten Most-Read Posts at CPA Trendlines, Week Ended July 28, 2010: Are You Already Missing the Next Generation of Clients? 80 Ways for Accountants to Use Twitter Accounting Firms Dive into Digital Marketing CPA Staff Confidence Hits Two-Year High … Continued
An astounding 85 percent of growth leaders entering into a recession will emerge weaker, according to new research. Only 9% come out stronger. What do business do wrong? Firms that cut costs faster and deeper than rivals had the lowest … Continued
Test your firm’s business savvy. Accountants know that winning additional work from current clients is a whole lot easier than finding brand new clients. But too many firms fail to seize the opportunities. Why? Simple:
Contrary to most predictions, the recession has not decreased valuations for accounting firms.
But sellers must be willing to agree to retention adjustments and smaller up-front payments, according to Joel Sinkin and Terrence Putney at Accounting Transition Advisors.
In addition, READ MORE →
Turning to Skype and WebEx. Home-based businesses are increasingly turning to the web for resources and revenues, embracing social media, product-focused forum sites, blogs and VoIP.
Sure, the current generation of accounting firm owners faces a crisis in finding the people for succession. But that issue pales in comparison to the problem we have today, right now, with the gap between the generations seen in clients … Continued