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MARKETING & SALES

Ten Tax Issues That Add New Revenue

Plus four “how much” questions you can put numbers to.

By Ed Mendlowitz
How to Build a Stronger Tax Practice

As you see each tax prep client you should keep a list of additional services you can offer them. Also, continue this list when you review each return.

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I prepare a list of follow-up items during a tax season on my Microsoft Outlook task list. These items are entered as the issue or idea arises. It is simple, quick and very satisfying. The next job will be to make the time to follow up with the client, and do your “good deed.”
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CLIENT SERVICE OPPORTUNITIES

Why CPAs Leave to Work for a Client

Money tree growing in the middle of green meadow

Is that grass really greener?

By Ed Mendlowitz
Call Me Before You Do Anything: The Art of Accounting

I know many CPAs who left public accountancy to take a “better” job. For many of them this was a mistake. For some it worked out, so if you are one of the lucky few, you can stop reading what I have to say.

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There are basically three types of companies the accountant could work for – a small client that does not have an in-house controller or CFO, one whose controller will be replaced by the departing CPA, or a large company that has an entire accounting staff already in place. Let’s talk about working for the small companies that do not have a controller.
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MARKETING & SALES

How to Suggest More Services for More Pay

Overhead view of two businessmen meeting in lobby

BONUS: Four sample engagement proposals.

By Ed Mendlowitz
The CPA Trendlines Practice Doctor

In order to help clients work out their problems, we need to give them suggestions and we need to charge the clients an appropriate fee.

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No matter how you price or bill for your services you will be spending time helping them and during that period you will be drawing on your vast experience, knowledge and data base of the client’s affairs.
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PRO Member Exclusive

CPAs Should Stay in Public Accounting and Here’s Why

hands and calculator

One concern: age discrimination.

By Ed Mendlowitz
Call Me Before You Do Anything: The Art of Accounting

I’ve written about a CPA going to work for a small client who was creating a controller’s position.

Today I’ll talk about going to work for a client who already has a controller or working for a large company.

MORE by Ed Mendlowitz
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The company that already has a controller is a much safer bet for a departing CPA. The position is established, the work is integrated with the outside accounting firm that will maintain its role and there is a place in the management hierarchy. The role is clear and the CPA knows what to expect in terms of daily activity. If there are growth opportunities for the company, the controller could or would be part of them.
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MARKETING & SALES

Are You Asking Enough Life Cycle Questions?

Green "opportunity" highway sign with sunrise background

Use them to raise client awareness of services.

By Ed Mendlowitz
The CPA Trendlines Practice Doctor

Part of selling is to have existing clients use more of your services. To do this they must be told the breadth and depth of your firm’s activities. It should be a major goal of every meeting with a client.

Here are a few ways to do it.

MORE by Ed Mendlowitz
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Tax Return Preparation Interviews

The tax return preparation interview, the purpose of which is to gather information, is a tremendous opportunity to find out the concerns of the client and where you can help. The assistance you give can sometimes provide a life-changing benefit to the client while enabling your firm to increase its service base gaining additional revenues. READ MORE →