By Ed Mendlowitz
“Tax Season Opportunity Guide“
QUESTION: A former client owes me a lot of money and will not pay or even discuss a settlement. I want to sue him. What can you tell me about this?
RESPONSE: I don’t know the details so cannot address your specific situation. However, I have some comments about suing that I would like to share with you. READ MORE →
Without building an entire international tax practice.
As the business tax practices of CPA firms across the United States look for ways to expand their opportunities, inbound tax services have become a lucrative niche. The complexity of U.S. corporate taxation for closely held foreign parents provides a ripe opportunity for experienced tax professionals to provide this valued service.
But firms don’t necessarily need an international tax practice to pursue global business opportunities. They simply need a focused strategy to attract companies with inbound tax compliance needs, and the relationships to support them.
Here are three ways that firms can successfully build or expand a more globally aware tax practice, according to members of BKR International. READ MORE →
By Bruce W. Marcus
Professional Services Marketing 3.0
If you ask me where I live, I tell you that I live on the corner of X and Y streets. It was there yesterday, it’s there today and will be there tomorrow. But I live on a planet in space that’s constantly in motion, as are the other planets in our orbit. My address in space, then, is always in relation to the other planets in orbit, and therefore, constantly changing.
This dynamic between planets in motion exists between ideas and events as well, and is a major factor in the evolutionary process of change.
This is how the evolutionary process works to create change: READ MORE →
By Ed Mendlowitz
“Tax Season Opportunity Guide“
QUESTION: I just suddenly lost my biggest client. They said they outgrew me. What could I have done to keep them?
RESPONSE: Maybe nothing. And at this point it may not matter, but there are some things you can do to maybe get them back in the future and stop it from happening with another client.
Losing any client is not pleasant, and losing a large client hurts. And when it is sudden it hurts even more.
I will answer this in three parts.
1. How to try to salvage something from the loss.
2. How to stop this from happening in the future.
3. How to avoid being “suddenly” surprised. READ MORE →
The bigger they are, the harder they’ll fight for new business.
By Rick Telberg
CPA Trendlines
If you thought it’s been tough in 2013 to find and keep new clients, you won’t like 2014 any better. Firms of all sizes are planning to escalate their sales and marketing programs in the coming year, according to an exclusive new CPA Trendlines survey.
Join the survey; get the results.
The number of tax and accounting firms battling hard for new business will rise to about 73% in 2014, up from 65% in 2013, according to the CPA Trendlines survey of more than 670 practitioners nationwide. READ MORE →
How leaders can adopt the three modes of learning for change and improvement.
By August Aquila
Creating the Effective Partnership
The best leaders, managers and managing partners practice what I call the push down theory of accounting.
They take a certain percentage of the billable or administrative time they performed last year and give it to someone else to do. This frees them to do things that are worth more to the overall practice. But it requires a personal commitment. READ MORE →
By Ed Mendlowitz
“Tax Season Opportunity Guide“
QUESTION: My partner has been out sick for the past 3½ months, and he has been continuing to get his draw. It looks like he will be out for some time more, but not sure how long. He does make some calls from home, but isn’t really doing any work. Is there anything I can do?
RESPONSE: My first reaction is that a partnership agreement would cover this, but they don’t have one. I started to discuss what would be in an agreement if they had one and perhaps they should deal with this issue accordingly. READ MORE →
By Bruce W. Marcus
Professional Services Marketing 3.0
For all the talk about change, and all the writing and talking and handwringing about change, it becomes clear that too many professionals see change as an event, finite, an end in itself. In fact, change is not an event that’s arbitrarily made to happen, but a process — the result of which is that something changes. READ MORE →