Make More Money Starting Now

Businessman sitting on stacks of paper currency34 ideas for any size firm.

By Ed Mendlowitz
The CPA Trendlines Practice Doctor

QUESTION: Do you have any tips on how I could make more money?

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ANSWER: There are always ways to make more money. This includes managing every aspect of your practice and striving for productivity growth.

Here is a 34-item  checklist with quite a few ways you can make more money.
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You’re Not JUST Taxes

Make Sure Tax Clients Know About Other Services.

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

During a tax return preparation interview, getting a client’s information is a tremendous opportunity to find out the concerns of the client and how you can help.

MORE: 20 Good Ways to Boost Tax Season Production | How to Recoup Staff Training Costs | 10 Ways to Stay in Control | Advice to New Accountants | Clients Don’t Lose Sleep for Overpaying Taxes | When Time-Based Pricing Works
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The assistance you give can sometimes provide a life-changing benefit to the client while enabling your firm to increase its service base and gain additional revenues.
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What My Boss Did All Day

older man and younger man in meetingSome things never change … and shouldn’t.

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

On an early job I had – in a time long, long ago with no computers, smartphones, copiers or electronic adding machines – I used to go to a client in the morning, write up their books, prepare a financial statement, drop it off at the office at end of the day and then go home.

MORE: Why Annual Staff Evaluations Fall Short | 10 Ways to Stay in Control | Advice to New Accountants | Clients Don’t Lose Sleep for Overpaying Taxes | When Time-Based Pricing Works | How Auditing Is Like a Pirouette | ¿Que Es Bookkeeping? | Testifying Before Congress | Underpaying Others Hurts You, Too
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The secretary typed the report in the morning. I often wondered what my boss Mr. Ruben did, and whether there have been any changes in that in the half-century since I started.
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Five Reasons New Financial Advisors Fail

Don’t be afraid of a learning curve.

By Matt Solomon

If you’re thinking about making the shift to financial advising, you might be wondering if you have the skills you need to succeed. The good news is that as an accountant, you already have all the tools you need to become a financial advisor.

MORE: You’re Selling the Wrong Stuff | The Path to a Conscious Business | Tap into Your Gold Mine | Shift Your Practice: Stop Depending on Compliance Work
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However, having the right tools does not automatically make you an advisor just like owning a hammer doesn’t make you a carpenter. You’ll need to develop a new skill set to use your accounting tools as a financial advisor. Without these new skills, accountants often fail to achieve their goals and build a business that allows them to do meaningful work, make more money and spend less time doing it.
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10 Ways to Stay in Control

Number 10Respect your staff … and vice versa.

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

A new year has just begun. Start it by getting and staying in control.

MORE: 20 Best Practices for Staff Training and Retention | Why Create an Accounting Firm Business Model? | The Clients Who Keep You Awake at Night | Creating a Cross-Selling Culture | Cross-Selling Beyond Your Comfort Zone | Value Pricing in Uncharted Waters | I Am an Accountant Because of Clients like Stanley | Advising Cheapskates
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Here are some ways to do this.
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You’re Selling the Wrong Stuff

Businesswoman in a meeting with a male colleague smiling at him as they sit at a table discussing paperwork over coffeeIt comes down to giving clients better business results.

By Matt Solomon

When you’re struggling to grow your business, success can seem mysterious. You feel like you’re doing everything right: you’re good at what you do, you give clients what they ask for and you work really, really hard. So what’s missing?

MORE: The Path to a Conscious Business | Are You Running Your Practice by Default? | Your Secret Weapon for Exponential Profits
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The answer is hiding right in plain sight. If you aren’t seeing the growth and success you want to have, chances are that you aren’t selling what clients really want.
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How to Train Clients

Skip this, and both service and satisfaction decline.

By Frank Stitely
The Relentless CPA

You’ll hate me after this post. I’m about to reveal that many of the behaviors that you rationalize as good client service are really just desperate measures to avoid losing bad clients. We’ll talk about getting out of that mess later.

MORE: Avoiding Projects Hung Up in Process | When Clients Create Errors | How We Killed the Tax Season Client Meeting | Why Small Firms Can Win the Talent Wars | There Are No Easy Answers | How to Thrive as a 21st-Century Firm | Farm-Aid for Accountants? | Whittle Down WIP
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Clients are trainable – at least as trainable as Jack Russell Terriers. That is to say, they’re somewhat trainable. However, like Jack Russell Terriers, you train clients or they’ll train you. Somebody’s getting trained. Here’s an example of how that works.
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