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CHECKLIST

What Happens to Your Firm If You Die? Seriously.


Get the free practice-continuation toolkit.

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

One morning, my wife and I were having breakfast, and she asked me, “What do I do if you and Peter get killed?”

DOWNLOAD: Practice Continuation in Event of a Death or Disability Sample Agreement and Letter of Instruction, Prepared by Ed Mendlowitz

This was a Friday, and Peter Weitsen and I were flying together on Sunday to a conference in Palm Springs. My response to these questions was typical: “Don’t bother me. Nothing will happen!”
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MARKETING & SALES

Four Ways to Identify Candidates for Cross-Selling

https://cpatrendlines.com/2016/06/11/adopt-a-marketing-mindset/

Adopt a marketing mindset.

By Ed Mendlowitz

The average tax return client thinks of accountants as being mainly involved in taxes. Also, an accounting firm’s largest volume of clients is usually for tax return services. Therefore, a good part of the public image of your firm must come from the tax department.

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The tax department must be involved in:

  • strengthening the firm’s brand and name recognition,
  • getting publicity and
  • introducing tax return clients to additional services.

Unfortunately, many accounting firms provide very little guidance or training in this area.

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CLIENT SERVICE OPPORTUNITIES

Create ‘Family Trees’ of Referrals

Have you taken the time to trace who sends you business?

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

For those of us in public accounting, there is a continual need to get new clients. Many times we look beyond what we have for the “new” when the growth is there for the taking.

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One of the most important ways a practice can grow is for existing clients to recommend new clients. I have always valued such referral sources, and this value surpasses the fees they pay us. They look out for us and help us grow – I owe them!
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PRO Member Exclusive

Why CPAs Quit Public Accounting

Midsection of businessman moving out with cardboard box from office

Ten reasons, including bosses.

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

As I have written about CPAs who leave public accounting, there has been widespread interest. There is a lot more to say so I’ll address many of those questions.

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General Comment

Generally speaking, many bosses do not listen to staff concerns. At many firms, there is a lack of serious mentoring and little help for staff people in managing their careers. In many practices, there is an appearance of a lack of growth, or if there is growth, then staff people are often left behind. In most instances, these problems are exacerbated by staff people not being clear about what they want. They are hesitant to speak up, share their concerns with their bosses or venture beyond their comfort zone. Both are culpable, but I place greater blame on the bosses, who should know better.
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MANAGEMENT

Shirt Logos, Surveys and Bears, Oh My

Marketing encompasses many things.

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

I like to wear shirts with my firm’s logo. We have an arrangement with Land’s End where we can order what we want from their catalog and have the Withum logo applied. It is a very easy process.

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When I had my own firm we let staff freely choose what they wanted from the Land’s End catalog, and we ordered it for them. It shows pride in the firm, is a walking billboard advertising your firm, and presents an appearance of a “together” firm. READ MORE →