Center Your Firm Around Your Client

Two businesswomen shaking handsThere are three ways to change the product-market fit. Only one works.

By Jody Padar
The Radical CPA

It’s hard to look at your firm from a customer’s perspective. That’s why we gravitate to a firmcentric point of view. This point of view asks questions like: What do we sell customers? How can we reach customers? What do we need to establish with our customers? And how can we make money from our customers?

MORE: Commit to Change | Your Client Base Is Global | Ready for Change, So Now What?
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We’re thinking about ourselves internally. Nobody wants to hang out with someone who only thinks of themselves, yet that is the way we run our firms.

Instead, I’m going to ask you to look at your business from your customer’s point of view. Design thinking asks the following:

  • What jobs do our customers need to get done and how can we help?
  • What are our customers’ dreams and aspirations?

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Commit to Change

Post with two signs, "same" and "change"Be sure to document every stage.

By Jody Padar
The Radical CPA

Before you consider adopting the cloud or any of the “New Firm” mindset, you have to ask yourself if you are willing to be the change.

Once you decide, first thing, first. Own it! You have to commit. If you teeter it will be harder. Jump in feet first and feel the shock of the cold water.

MORE: Your Client Base Is Global | Ready for Change, So Now What?
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I’m not saying it won’t work if you wade in, I’m just saying it’ll be more of a challenge. When you change all your processes, it’s a lot of hard work but part of what will get you there is commitment. If you are seriously considering uprooting your firm’s foundation, you need to ask the following questions:
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Join the Radical Movement

Who defines innovation? You.

By Jody Padar
From Success to Significance: The Radical CPA Guide

It’s time to get going!

You’ve read my Beyond Radical approach.

MORE ON RADICALISM: Quick Tip: 7 Ways to Add Value and Charge for It | Profits: New Firms, New Measures | When Staffers Meet Clients | Selling Product, not Hours | Maximizing Social Media: The Importance of People | What Are AI and Bots? | True Diversity Means Creating Equity
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Are you exhausted or energized? If you know me, you know that I can’t wait to help you get started on your journey.
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Why Time and Billing Is Over

Young businessman punching and breaking clock with fistMeasure outputs, not hours.

By Jody Padar
From Success to Significance: The Radical CPA Guide

I know you must be tired of me saying this.

MORE ON RADICALISM: Quick Tip: 7 Ways to Add Value and Charge for It | Profits: New Firms, New Measures | When Staffers Meet Clients | Selling Product, not Hours | Maximizing Social Media: The Importance of People | What Are AI and Bots? | True Diversity Means Creating Equity | Creating More Diversity in Accounting Firm Leadership
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But the real reason why I’m able to take on more and focus my energy on expansion is because utilization isn’t relevant to my firm.
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7 Ways to Add Value and Charge for It

Hand turning a knob up to the maximum with a dial where it is written "value added"“This is the hardest for CPAs…”

By Jody Padar
From Success to Significance: The Radical CPA Guide

First: Create accountability. Follow up. Ask a question to a business owner, give them a deadline and then call them out on the follow-through.

MORE ON RADICALISM: Profits: New Firms, New Measures | DeLeon & Stang Launches ‘Anticipatory Organization’ Model | How Timesheets Kill Teamwork | Top 20 Social Media Hacks to Build Your Business
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This is Coaching 101. Did they do what they said they were going to do? Most small business owners have no one to report to, and they appreciate you taking an interest.

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Profits: New Firms, New Measures

Businessman carrying elephant on his backEasing the power struggle between succession and partner compensation.

By Jody Padar
From Success to Significance: The Radical CPA Guide

I’m going to address the elephant in the room. Ready? It’s succession and how it relates to partner compensation.

MORE ON RADICALISM: DeLeon & Stang Launches ‘Anticipatory Organization’ Model | How Timesheets Stymie Teams | Eric Majchrzak: Taking Risks with Marketing | Four Rules for Setting Boundaries in a Social and Mobile World | Blockchain: The Basics
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I can give you many reasons why time and billing is no longer relevant. I can give you the reasons why customers want fixed or value-based prices.
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DeLeon & Stang Launches ‘Anticipatory Organization’ Model

Portrait of Al DeLeon
DeLeon

When transactions post automatically, what will accountants do?

By Jody Padar
From Success to Significance: The Radical CPA Guide

Al DeLeon, founding partner of DeLeon & Stang in Virginia and Maryland, has introduced the Anticipatory Organization model to the firm.

MORE ON RADICALISM: How Timesheets Stymie Teams | When Staffers Meet Clients | Selling Product, not Hours | Maximizing Social Media: The Importance of People | What Are AI and Bots? | True Diversity Means Creating Equity | Creating More Diversity in Accounting Firm Leadership | Accodex Sets Up a Platform for Practice Management | Product Management: Start with These 6 Steps
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What does that mean exactly?

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How Timesheets Stymie Teams

Four office workers in discussion“When you aren’t tracking the minutes, your team can learn to lead itself.”

By Jody Padar
From Success to Significance: The Radical CPA Guide

Where is ownership and leadership in the old-school model?

Uh, nowhere?

MORE ON RADICALISM: When Staffers Meet Clients | How Timesheets Kill Teamwork | Top 20 Social Media Hacks to Build Your Business | Thoughts on AI from Sage’s Kriti Sharma | Technology + Transparency = Transformation | 5 Ways to Create a More Diverse and Inclusive Workplace | Product Management Meets Strategy
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Is that why everyone is complaining there is no one left to take over our firms anymore? Whose fault is that?
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