Monthly Archives: June 2012

Why Accounting Firm Partners Are “Popping Prozac like M&M’s”

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Four reasons behind the succession crisis: The perfect storm.

By Marc Rosenberg
Author of CPA Firm Succession Planning: A Perfect Storm

Let me warn you in advance – reader discretion is advised.

Succession planning is a very sobering topic. During several retreats I have led, this issue has literally brought tears to partners’ eyes. They start popping Prozac like M&Ms. Why? Because succession planning forces us to confront our own mortality. This is never easy – just ask your estate planning clients.

More Marc Rosenberg:

The 15-Item Checklist for Your Next Partner Retreat
Five New Responsibilities for a New Partner
Planning a Partner Retreat for Real Results
The 10 Biggest Mistakes in Reading MAP Statistics
How CPA Firms Make Money in Turbulent Times
Re-Engineering Partner Accountability [VIDEO]
Why CPAs Aren’t Making More Money [VIDEO]
Slow Learners Need Not Apply
10 To-Do’s for a Partner Buyout

Before the recession, the AICPA’s survey of firms’ top practice management issues consistently reported succession planning as the No. 1 area of concern. More recently, recession-related issues such as bringing in new clients, client retention and fee pressure have pushed succession planning back to No. 5, but most industry observers regard it as the No. 1 endemic problem in the CPA profession. And it’s going to get worse before it gets better. READ MORE →

10 Key Questions to Ask Before You Try CRM

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Choosing a CRM system can be tricky. Here are some pointers.

By Becky Livingston

When Do You Need CRM? You know you need CRM when your list of contacts has outgrown your Rolodex. You remember what a Rolodex is right? Another indication is when you begin to forget important information about your clients, or you notice your communication with them has dwindled.

Also consider CRM when you are looking to increase sales as well as relationships with clients, in the end positively affecting the bottom line.

Lastly, if you find yourself personalizing emails manually and/or do not have a clear idea of where you customer or lead is in the pipeline, you may need CRM.

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Overcoming Four Imaginary Barriers that Limit CPA Firm Growth

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Change Your Thinking. Change Your Results.

by Gale Crosley
Crosley & Co.

Sometimes it’s not what we’re thinking, but how we’re thinking that keeps us from the success we deserve.  In this case I’m referring to the limits we impose on ourselves, which I call thought borders.

While not necessarily geographical, they constrain our forward movement much as the absence of a passport prevents us from entering another country.

More Gale Crosley at CPA Trendlines for PRO Members:

How Firms Unleash the Power of Diamonds, Cash Cows and Fat Cats
How Smart Firms Use Market Research
Got Leads? Get Real. Learn How to Qualify Big Opportunities
It’s a New Generation in Lead Generation
At the Best Firms, Growth is No Accident
Four Keys to Success at Seiler CPAs
How Accounting Firms Are Re-Building Their Sales Pipelines
How to Get Started on IFRS in One Easy Step

Learning to identify these artificial limitations and move beyond them is a powerful tool for growth. READ MORE →

24 CPA Firms Win Marketing Awards

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Announced at the 2012 AAM Summit in partnership with the AICPA Practitioners Symposium and TECH+ Conference. See complete list of winners.

via AAM

The Association for Accounting Marketing distributed 38 Marketing Achievement Awards (AAM-MAAs) to 24 different firms in recognition of their outstanding achievements in the areas of accounting marketing and communications.

Ten judges, including professionals in advertising, consulting, professional services and marketing, judged nearly 130 entries from 60 different firms in 20 different categories. Each judge reviewed and judged entries in his/her area of expertise. Accounting firms from all over the United States and Canada competed. Categories included branding, collateral, marketing campaigns, advertising, website, multimedia, internal programs, events, surveys, business development/lead generation and maverick marketing.

This was the 18th year that the annual awards were presented. Recipients were announced at the 2012 AAM Summit in partnership with the AICPA Practitioners Symposium and TECH+ Conference, held in Las Vegas, NV on June 11, 2012. Additional awards presented were Rookie of the Year awarded to Kari Reynolds, MGO; Volunteer of the Year awarded to Laura Sparks, Creative Sparks LLC; Marketer of the Year awarded to Donna Erbs, Anders, Minkler & Diehl LLP; and Hall of Fame Inductee awarded to Chris Perrino, Barnes Dennig.

Here is a complete list of winners by category:

READ MORE →