Here’s what you’re looking for: Edward Mendlowitz

MANAGEMENT

Seven Reasons People Quit Public Accounting

man in suit exiting office building

Better leadership could change this.

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

I have written about CPAs who leave public accounting and go to work in private industry. Based upon the comments and emails I’ve received, this is an involved topic and I would like to delve into it further.

MORE by Ed Mendlowitz
GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

I was writing about my observations, particularly of many people in their mid-50s I have known who cannot get jobs in private industry after spending a major part of their careers there. Obviously, there are many people with extremely successful careers in private industry and I was not addressing them, but I do consider them to be in the minority. Also, we are all individuals, and we each decide on how we want to work and what we are comfortable with. No one, including me, has any right to criticize them or tell them they should have done it differently.
READ MORE →

MARKETING & SALES

Are You Marketing or Selling?

Woman explaining financial brochure to man

Both must serve the client first.

By Ed Mendlowitz

There are differences between marketing and selling.

Selling is a process whose goal is an actual order. Marketing involves the totality of presenting the company to the prospective customer so they want to do business with you.

MORE by Ed Mendlowitz
GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

 

Salespeople need immediate gratification. Marketers take a long-term view.

Both are necessary for successful growth.
READ MORE →

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!”
READ MORE →

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.

MORE by Ed Mendlowitz
GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

 

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.

READ MORE →

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.

MORE by Ed Mendlowitz
GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

 

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!
READ MORE →