Here’s what you’re looking for: Gary Bolinger

CLIENT SERVICE OPPORTUNITIES

Why Accountants Fail at Consulting

Couple meeting with investment advisor.The move requires commitment and resources.

By Gary Bolinger

Most all CPAs in public practice talk about transitioning away from traditional compliance services to offer more advisory services.

MORE: Advisory vs. Low-Value Clients | What + Who Leads Firms to Better Service | How Accountants Are Profiting in Disruption | Ask the Right Question(s) | Seven Elements of Engagement for CPAs | True Advisory Work Isn’t Just Consulting
GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

When I have talked to firms in the past few years and I ask about percent of total firm revenues in A&A, tax and advisory, the percentage for A&A and tax constitutes a significant majority of total fees. But advisory alone is usually 10 percent or less.

Even then, those advisory consulting fees are generally closely tied to some aspect of compliance. So, I’m not sure that I would really say that’s advisory. So, with all the talk – for maybe the last 20 years – about the need to grow advisory revenues, why are the revenues so low in relation to compliance services?
READ MORE →

FEATURED

The 5 Key Skills of Innovation

Businessman switching on "innovation" slider buttonYour firm needs them now more than ever.

By Gary Bolinger

Peter Drucker once said, “Every organization, not just businesses, needs one core competency: innovation.”

One core competency. That is powerful. In today’s pandemic environment and, as we prepare for the post-pandemic environment, it is more important than ever in businesses of all kinds, including CPA firms. CPA firms need to prepare to assist clients for the world ahead. There won’t be a return to “normal” as we remember it for some time. And that means CPA firms must innovate in client service to add value in this new environment.

MORE: Advisory vs. Low-Value Clients | What + Who Leads Firms to Better Service | How Accountants Are Profiting in Disruption | Ask the Right Question(s) | Seven Elements of Engagement for CPAs | True Advisory Work Isn’t Just Consulting
GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

Innovation sounds big. Innovation sounds big because we tend to think about historic innovations, and they were big. You know … the wheel, the printing press, railroads, mass production, airplanes, the electric light bulb, television, the internet and cellular phones.
READ MORE →

CLIENT SERVICE OPPORTUNITIES

Advisory vs. Low-Value Clients

Where is your energy best spent?

By Gary Bolinger

All firms have low-value clients. Sometimes, they take more time than they are worth. There is never any growth with those clients. Same thing, year after year.

MORE: What + Who Leads Firms to Better Service | How Accountants Are Profiting in Disruption | Ask the Right Question(s) | Seven Elements of Engagement for CPAs | True Advisory Work Isn’t Just Consulting
GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

It isn’t all that much fun to work on those engagements. These clients are generally interested in the lowest fee possible, but they create a lot of work or anxiety in many ways.
READ MORE →

FEATURED

What + Who Leads Firms to Better Service

Maze with word "plan" at the centerYou need commitment + competency.

By Gary Bolinger

You may remember the old Abbott and Costello routine “Who’s on First.” After some back-and-forth dialogue, we get to “All I’m trying to find out is what’s the guy’s name on first base?” Abbott responds, “No. What is on second base.” After some more banter, we finally learn that “I don’t know is on third base.” Baseball Almanac says that this is “One of the most famous baseball comedy acts to ever take place.”

MORE: How Accountants Are Profiting in Disruption | Ask the Right Question(s) | Seven Elements of Engagement for CPAs | True Advisory Work Isn’t Just Consulting
GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

Setting all of this up, Lou Costello said to Bud Abbott, “If you’re the coach, you must know all the players.” And that is a true statement. You need a good understanding of your players’ (who) competencies (what). A partner must know all the players’ strengths and weaknesses.
READ MORE →

CLIENT SERVICE OPPORTUNITIES

What Do Clients Really Want?

Think about how well you know their aspirations.

By Gary Bolinger

Most CPAs believe that they have the answers to clients’ most pressing questions, but often miss the mark on what clients really want.

MORE: How Accountants Are Profiting in Disruption | Ask the Right Question(s) | Seven Elements of Engagement for CPAs | True Advisory Work Isn’t Just Consulting
GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

We think they want advice on how to:

  • make more money
  • establish a successful business
  • gain more customers or clients

READ MORE →

FEATURED

How Accountants Are Profiting in Disruption

Post with two signs, "same" and "change"Seek input on your road map.

By Gary Bolinger

We live and work in a world that is in perpetual motion. Customer and client needs will be different tomorrow than they are today. Market expectations will evolve.

MORE: Ask the Right Question(s) | Seven Elements of Engagement for CPAs | True Advisory Work Isn’t Just Consulting
GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

All of the change we experience results in transformation. Transformation creates disruption. CPAs are not immune from any of this.
READ MORE →

CLIENT SERVICE OPPORTUNITIES

Ask the Right Question(s)

Stack of cards labeled with question marksWhat don’t you know you don’t know?

By Gary Bolinger

The most valued advisors spend a lot of time listening. They spend more time listening than they spend talking.  Listening provides insights to enhance advisory services. Of course, listening means that the advisor needs to spend time asking the right questions. Questions are hard.

MORE: Seven Elements of Engagement for CPAs | True Advisory Work Isn’t Just Consulting
GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

If you are engaged with staff, any question you ask will be different than when meeting with a partner. And different yet again with clients and prospective clients.
READ MORE →

CLIENT SERVICE OPPORTUNITIES

The Seven Essential Elements in Client Service

Businesswoman at desk smiling as she talks to manIf you think you’re really delivering advisory services, think again.

By Gary Bolinger

“The CPA Vision Project 2011 and Beyond,” launched by AICPA in 1999, was a landmark effort for an organization with 400,000 members. One of the results of the project was the definition of the core purpose for CPAs.

MORE: True Advisory Work Isn’t Just Consulting
GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

CPAs are the trusted professionals who enable people and organizations to shape their future. Combining insight with integrity, CPAs deliver value by:

  • Communicating the total picture with clarity and objectivity
  • Translating complex information into critical knowledge
  • Anticipating and creating opportunities
  • Designing pathways that transform vision into reality

READ MORE →