Some of our favorite comments from some of our favorite readers…
By Hitendra Patil
You can call it a “Stop Doing These” list.
If you have done the “ABC Analysis” of your clients, you know the best customers who yield highest net profit per unit of effort (generally your time) are your A clients and those who yield the least are your C clients. READ MORE →
How to communicate your value.
By Sean Stein Smith, CPA, CMA, CGMA
A Fresh Pair of Eyes
Communication is, of course, the key to any successful business or organization. Without effectively communicating the value proposition that the business is offering, the business will not be in business for very long.
Good service needs to be rewarded as much as business development.
By August Aquila
It seems like no matter what the topic is at partner meetings, it always reverts to compensation. There isn’t a partner out there who is not interested in his or her compensation, and maybe even more interested in what the other partners make. READ MORE →
QUESTION: Your book recommends having the preparer fix all errors. However, this is not always possible and our main concern is to get the returns out, so we usually have the reviewer make the changes, except if it looks like there will be extensive changes. Isn’t this the way we should do it?
RESPONSE: I receive the most comments about this issue, so I usually spend a lot of time rethinking this.
QUESTION: What do you think is the key to a successful tax season?
RESPONSE: There are many things needed for a successful tax season, but training and supervision are at the top of the list.
This is being written in the heat of the tax season crunch and I don’t know many people who will change their procedures at this stage, but the truly successful practitioners will adapt and make changes as soon as a change is indicated. It’s called OJT – on-the-job training. It works.
Ed Mendlowitz is the creator of The 30:30 Training Method
4 essential habits for building client trust.
By Bruce W. Marcus
In the firm with a strong marketing culture, getting the client is only half the battle. The other half is keeping the client. It’s done with more than just doing good work. In fact, most clients, surveys tell us, don’t really know how good or how bad your work is. Why should they? It’s not the business they’re in. They have to trust the accountant.
More Professional Services Marketing 3.0: • The Four Cornerstones to Building A Marketing Culture • The Nine Hallmarks of a Marketing Culture • Getting the Client is Only Half the Battle • Practice Development: It’s Not Rocket Science • Nine Fundamentals for a Healthy Marketing Culture in an Accounting Firm • What Accounting Firms Need to Understand to Grapple with Radical Change • Six Reasonable Goals for CPA Firm Marketing •