Today's Features

Pay Varies When Performance Varies

Closeup shot of a caliper measuring the word "Goals"Plus ways to measure both objective and subjective performance criteria (yes, it can be done).

By Bill Reeb and Dominic Cingoranelli
CPA Trendlines / Succession Institute

An important point to keep in mind is that we, as human beings, have good months and bad ones, good years and bad ones.

MORE ON PERFORMANCE MANAGEMENT: Accountability Requires Clear Expectations | Accountability Is for Everyone | Succession Plan Requirements | Base Retirement on Today’s Operations | Who Decides What? | How Retired Partners Are Robbing their Own Firms | How Involved Should Retired Owners Be? | Firms Say What Would Change Retirement Pay

What is going on in our personal lives has a lot to do with how we perform in our professional ones. Therefore, if someone is going through a difficult time, such as a divorce, death in the family, major conflicts with extended family, etc., we can expect those events to spill over into our work life.
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Why You Need Offsite Backup

Man standing in front of server rackData "snapshots" make restoration much simpler.

By Roman H. Kepczyk
Quantum of Paperless

Your firm’s safety net in the event of ANY disaster is your data backup. It had better be consistently performed and securely stored offsite.

MORE ON TECH SPENDING: Time to Replace a Server? Consider the Cloud | Desktops vs. Laptops | Keep Your Tech Budget Updated | Mandate Training Programs | Turn to Portal Encryption | Deliver Reports Digitally (Even In-House) | Tech Trends for Auditors | Front-End Scanning Hits the Mainstream | Don’t Just Store Documents, Manage Them | Which Wireless Depends on Location
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Typically, firms have a problem when the process they relied on to make the backups didn’t work or was not complete because new servers, drives or directories were added but not updated in the backup program.
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USB Firewall Protects Against Malicious Device Attacks

It's not paranoia if they're really after you.

By Rick Richardson
Technology This Week

The USG is a small, portable hardware USB firewall that isolates a potentially harmful device from your computer. It's designed to prevent malicious USB sticks and devices laden with malware from infecting your computer.

MORE TECH THIS WEEK: Overhyping IBM’s Watson Is Dangerous | The 10,000 Steps a Day Myth | Underwater Imaging Updated for iPhone 7 | The Flash Drive with 2 Terabytes | Go Abroad and Take the Internet With You | Wearable Aims to Help the Blind Move Safely | The New Gadget that Turns Your SmartPhone into the Ultimate Remote
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You might be thinking, "What's the point?"
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Sales Is about Trust

Confident businessman sitting in officeDon't tl;dr this one. Here are 8 areas to work on.

By Rob Nixon
Panalitix

There’s an old saying that dogs can smell fear.

MORE ON STRATEGY: Marketing Must Generate Leads | Growing Your Client Database | Niche Markets Are Your Best Buyers | 8 Questions for Product Creation | How to Deliver Wow! Every Day | Communicate Until It Hurts | Why a Virtual Team Makes Sense
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It’s the same theory for people who are in a sales role. If your "dog" (person in front of you) can sense that you are not confident then you are not going to make the sale. You will get questions and objections from the prospect/client that you don’t want and ultimately not make the sale.
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10 Tips for More Energy This Tax Season

Businessman listening to music in officeFeel free to keep them going year round, of course.

By Sandi Leyva
The Accountant’s Accelerator

Is keeping a high energy level a challenge for you?

MORE SMALL FIRM GROWTH STRATEGIES: How to Teach Financial Literacy | Why Businesses Offer Subscriptions | Your Time Has No Inherent Value | Four Tools for a Millionaire Mindset | Reconnect with Your Why | 3 Ways to Work Less and Earn More | How to Find Hidden Money for Your Clients | How Small Firms Can Use Value Pricing
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Here are a few tips to revitalize your personal energy. Some of these are very simple, so simple you may think they won’t do anything for you.
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Advertising Done Right

But remember there's more to marketing.

By Ed Mendlowitz
The CPA Trendlines Practice Doctor

I have not seen too many CPA ads that have generated revenue, but I’ve seen enough to know that the right advertising program works and produces new clients.

MORE ON MARKETING: 12 Branding Tips | How to Meet Referral Sources | How to Sell Bundled Tax Services | 7 Questions for Succession Planning | 15 Points to Buying or Selling a Business | Offering Elder Care Assurance Services | 9 Questions to Ask About Divorce and Taxes | Guiding Clients in Investment Allocation and Management | How and Why to Offer Estate Planning | Why CPAs Are Suited to Financial Planning
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Most of the CPA firm ads are announcements of their being there, goodwill ads, yellow page or Internet site ads, or branding ads. Advertisements should be designed to get business leads.
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