Today's Features
ADVISORY & CONSULTING

Client Discovery Meeting? Try Rediscovery

Credit: Adobe

 

Just watch out for your advice monster.

By Rory Henry
The Holistic Guide to Wealth Management

A client discovery meeting, or even better, a rediscovery meeting, can be an ideal opportunity for you to deepen your relationship with the client. Even better, when done correctly, the meeting can lead to self-discovery for the client.

MORE Rory Henry and The Holistic Guide to Wealth Management
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Historically, clients turn to financial professionals for help solving a financial problem or for alleviating financial concerns. They ask questions such as:

  • “What type of entity should I select and what are the tax implications?”
  • “How do I increase my gross margins?”

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MARKETING & SALES

Bissett Bullet: You Only Call When You Need Me

Today’s Bissett Bullet: “Strategic partners and influencers are often easily forgotten unless you want something from them. If you need a referral or a brand lift, they’re your best friend, but be honest with yourself for a moment. Between such occasions, how often do you reach out to them?”

By Martin Bissett

They are human too. They may have families too and they’re not immune to struggle or the pressures of everyday life. Picking up the phone to check on them when you don’t need anything in return builds loyalty, strengthens relationships and ensures that they’re even more predisposed to offering you new opportunities and new referrals than they were previously.

Today’s To-Do:

Make this a regular to-do. Add checking in with strategic partners to your calendar at regular intervals.

See more Bissett Bullets here

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ACCOUNTING ARC

Dominic Piscopo: Crowdsourced Salary Data Sparks Accounting Change | Accounting Conversations

Unpack how market gaps and transparency revise the recruiting game.

Sponsored by True Advisor: The Definitive Success Guide for Client Advisory Services by Hitendra Patil |
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Accounting Conversations
With Chayton Farlee
Center for Accounting Transformation

In the latest episode of Accounting Conversations, host Chayton Farlee sits down with Dominic Piscopo, CPA, founder of The Big Four Transparency, to unpack compensation transparency and the accounting pipeline — two stubborn bottlenecks many firms still struggle to fix. The conversation centers on how accessible salary data and real-world experiences can illuminate a path toward fairer pay and clearer career ladders for accountants at all levels.

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Piscopo, a Canadian CPA now leading The Big Four Transparency, describes a career that reveals both the promise and the pain points of the industry. He starts in a Big Four firm in tax and quickly encounters a supportive leadership dynamic and a stellar coach, experiences that underscore what’s possible in a healthy culture. Yet even with that backdrop, he confronts a truth many early-career professionals feel but few talk about openly: compensation does not always align with effort or market realities, especially for younger staff trying to break in and prove their value.

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PRO Member Exclusive

How to Have Difficult Conversations

woman looking away from man in office

Four points to consider.

By Matt Rampe

A common stumbling block for partner groups is poor execution or complete avoidance of hard conversations. We can have all the best goals and systems in place, but if constructive candor is absent, we will likely go off course.

MORE by Matt Rampe
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What Is a “Difficult” Conversation?

While you may not look forward to talking with your dentist about a cavity or listening to the endless terms and conditions when you sign up for a mortgage, those are not what we mean by “difficult” conversations.

A difficult conversation has these elements:
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MARKETING & SALES

Success Secrets of Great Business Developers

Businessman pole vaulting toward his goal

Why you have to set a goals PLUS a quiz.

By August Aquila
MAX: Maximize Productivity, Profitability and Client Retention

I speak with a lot of accountants and consultants every week, and I look for those recurring characteristics that make some of them outstanding in various areas of building and managing a professional practice. Those who are great at business development all seem to follow the same process, especially when the going gets tough.

MORE by August J. Aquila
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Briefly stated, these professionals are successful because they have a clear vision of what they want to accomplish. They reinforce that vision with positive phrases and affirmations that reinforce their success. The following quiz will assess your business development acumen.
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