INSTANT DOWNLOAD: Ed Mendlowitz’ Tax Season Opportunity Checklist Kit

Welcome PRO member! 12 Reasons to Love Tax Season Ed Mendlowitz’ Tax Season Opportunity Checklist Kit (16 pages, PDF) Click here. Free for CPA Trendlines PRO members Including: The Reviewer’s Checklist for Individual Tax Returns – 34 Items The Reviewer’s Checklist for Business Tax Returns – 42 Items The Top 12 Tax Return Preparation Errors Reviewer Qualification Test: 10 Questions Every Reviewer Should Know… ” …And the Answers (No Peeking!) Additional Services Checklist: 15 Potential Client Needs Sample Listing of Additional Services to Clients: 40 Services Every Firm Could Cross-Sell What Makes a Good Client: 16 Tips The One-Page Tax Season Client Follow-Up Action Plan CLICK HERE TO DOWNLOAD NOW

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It’s Not Sales. It’s Your Duty

How to suggest additional services to clients and why you’re doing them a disservice if you don’t. By Ed Mendlowitz The CPA Trendlines Practice Doctor QUESTION: I always feel awkward telling clients they need additional services that I should perform for them. Can you tell something that could “rev” me up for this? MORE PRACTICE DOCTOR Q&A: Yes, You Should Send Rejection Letters | When to Hire an Admin Assistant | 7 Ways to Lose a Client’s Trust | How Much Should You Pay To Buy, Sell or Merge an Accounting Practice? | Why the Average Fee Doesn’t Matter | No More Printouts at CPE Programs? | 6 Ways to Take a Client Beyond Tax Prep ANSWER: Actually, by suggesting additional […]

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When Staffers Stagnate

Higher-level staff person isn’t supervising or mentoring anyone. By Ed Mendlowitz The CPA Trendlines Practice Doctor QUESTION: I have a staff person who does great work, but she seems to be deadened. The good news is that her clients love her and she doesn’t bug me about becoming a partner. MORE PRACTICE DOCTOR Q&A: Yes, You Should Send Rejection Letters | 7 Ways to Lose a Client’s Trust | 12 Must-Knows for Niche Markets | 6 Ways to Take a Client Beyond Tax Prep | 18 Ways to Blow a Partnership Opportunity | 8 Times When Hourly Billing Trumps Value Pricing | When a Staffer Stops Listening | 44 Critical Criteria for Accounting Staff Performance Evaluations | 5 Time Management […]

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Yes, You Should Send Rejection Letters

Some people expect them…and say so. By Ed Mendlowitz The CPA Trendlines Practice Doctor QUESTION: Do you recommend sending rejection letters to someone I interview and do not hire? RESPONSE: Yes. Early on I did not send them, but when email came more universal, we sent them messages that way. Now we use postal mail and send the letter on our letterhead. We feel it is more courteous and respectful. The letter is similar to this: MORE PRACTICE DOCTOR Q&A: When Busy Gives the Wrong Impression | When to Hire an Admin Assistant | How to Notify Clients of a Partner’s Retirement | 7 Ways to Lose a Client’s Trust | Quote With Care When Asked for Valuation | When Fees […]

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When Busy Gives the Wrong Impression

Beware self-fulfilling prophecies. By Ed Mendlowitz The CPA Trendlines Practice Doctor QUESTION: I have been very busy for quite a while and now caught up and find that I have not been getting as much new business as I used to get, or that I need. What can I do different? MORE PRACTICE DOCTOR Q&A: Administrative Help Can Free Up One or Several | How to Notify Clients of a Partner’s Retirement | 7 Ways to Lose a Client’s Trust | Quote With Care When Asked for Valuation | Closed for Tax Season? Looks That Way | 12 Must-Knows for Niche Markets | Is Joint Representation a Conflict? | When Fees Don’t Keep Up With Cost Increases ANSWER: This accountant gives […]

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When to Hire an Admin Assistant

Do the math. Hire the best. By Ed Mendlowitz The CPA Trendlines Practice Doctor QUESTION: I seem to be wasting a lot of time and can’t put my finger on it. I go home at night feeling I am more behind than when I started that morning and my chargeable time is dropping. What suggestions can you make? ANSWER: Many professionals, not just CPAs are spending more and more time on non-business purpose activities. I don’t want to say nonessential because booking a flight or setting up a client meeting is essential, just that it is not what you are being paid for – it is not your business purpose. This person I spoke to, and many others in similar […]

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Busy Season 2015: Comprehensive Coverage

In case you missed it… In this directory, CPA Trendlines compiles complete coverage of the 2015 busy season. IRS Seeks More Tools to Fight Refund Fraud FY 2016 budget provisions would expand authority for regulation, correctable errors. Workflow Automation Takes Root in Mainstream CPA Firms Tax season 2015 sees 59% of firms using digital production systems. Busy Season 2015: Worse and Worser After a bad year for many practitioners, watch for the consolidation and shakeout to come. Busy Season 2015: Top Lessons Learned So Far Doing the Tax Season Math: Regs + Staff + Clients + Tech + Self = Busy x Busy x Busy Here’s Your New Tax Season Marketing Plan Think now about June. Yes, June. If You Thought Tax Season 2015 […]

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How to Notify Clients of a Partner’s Retirement

Phase in so there are no surprises. By Ed Mendlowitz The CPA Trendlines Practice Doctor QUESTION: Thank you for your Q&As on the death of a sole practitioner and purchase of a practice. Do you have anything about the retirement or death of a senior partner? ANSWER: The death of a senior partner, or any partner, becomes public knowledge almost immediately with many clients attending the funeral, wake or Shiva. In those cases I have not seen any falloff of clients since there is a correct assumption by clients that there was backup, that the files are intact and will be maintained, and if staff was working on that client they will continue. MORE PRACTICE DOCTOR Q&A: 7 Ways to Lose […]

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7 Ways to Lose a Client’s Trust

Are you about to do any of these? Is it worth it? By Ed Mendlowitz The CPA Trendlines Practice Doctor QUESTION: I believe I have a very high degree of client trust. But somehow I feel it is not 100 percent. Any comments? ANSWER: This person has a common problem. The trust is very high – probably higher than any other profession – but not complete. It is rare for trust to be 100 percent. But here are seven ways to lose a client’s trust:

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