Break out of the compliance commodity trap.
By Randy Johnston
Accounting Firm Operations and Technology Survey
The best firms are offering new services packaged at flat rates.
For example, performing bookkeeping/write-up services for $2,000 to $3,000 per month and including the tax returns, or picking a specialty service or niche and wrapping a set of services around that.
All marketing in these firms has the same focus: READ MORE →
Sharing information to help clients (and prospects) succeed.
by Sally Glick
Sobel & Co. LLC
At our firm we continue to believe that the more value we add by sharing important and relevant information, the more new business we will generate (along with raising retention as well.)
We do this with a three-prong approach:
1. The first is to host over 26 niche-specific programs (seminar, webcasts, half day symposiums) annually;
2. We write industry-specific white papers on topics our clients tell us are meaningful to them, which we also coordinate with website content; and
And are they ever coming back? A seismic shift is shaking the accounting profession: an acute and worsening shortage of clients. A sluggish economy has knocked a lot of traditional clients — individuals and business alike — to the wayside. … Continued
Camico marks 25 years of service with 25 tips for managing malpractice liability risks.
The professional liability insurance company was created by the California state CPA society amid a crisis shortage of insurance in 1986 as firms were facing mounting problems. Since then, the company has spread to 45 states.
From their 25 tips marking 25 years in business, here are our favorite five: READ MORE →
The New War for Clients calls for real strategic advisers.
by Rick Solomon
Many firms that I know and work with are not experiencing any difficulties in bringing in new clients. In fact, some are dealing with capacity issues. The majority of our profession is having a different experience because they have, to put it bluntly, fallen asleep at the wheel.
Our profession’s thought leaders have for years been making an impassioned plea for CPAs to be more client focused. They’ve been telling us we must better understand and provide solutions to client’s needs beyond traditional services. For the most part, only a small percentage of the profession has responded. Common talk among many thought leaders is about how resistant to change most accountants are. In reality, most firms continue to provide pretty much the same services they always have, making a few “tweaks” along the way in the name of “progress.” That’s just not enough anymore. READ MORE →