When to Ignore a White Lie: A Cautionary Tale

Businessman covering face with handsHow well do you represent your firm?

By Martin Bissett
Passport to Partnership

The Passport to Partnership study collated a number of responses in a conversational style.

MORE ON THE PASSPORT TO PARTNERSHIP: RFPs: 7 Things NOT to Do | 7 Mistakes to Avoid When Going After New Work | Why Communication Matters So Much | 3 Questions to Evaluate Your Firm Culture | Competence: More Than Technical Skills
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The main example that really stood out as the major indicator of a need for each future leader to be able to “convert” new business is showcased below and was repeated many times in various different ways.
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RFPs: 7 Things NOT to Do

7NotAllowedPlus 6 keys to the perfect proposal.

By Martin Bissett
Passport to Partnership

What makes a written proposal become accepted by the potential client – every time?

MORE ON THE PASSPORT TO PARTNERSHIP: 7 Mistakes to Avoid When Going After New Work | Communicate Your Worth and Value | Best Practices for One-on-One Communication | Learn to Read Your Firm’s Culture | Experts Advise What Partnership Takes
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Proposal writing is a micro-science in its own right but here are the proven principles that it takes to get proposals accepted.
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7 Mistakes to Avoid When Going After New Work

Error stampedPlus 9 business development metrics you should be measuring when checking your conversion rates.

By Martin Bissett
Passport to Partnership

Like it or not, the 21st-century accountant is in the relationship-building business. When a qualified accountant learns the art of developing those relationships in such a way as they empower the practice to be able to forecast its new fee income each year, the accountant becomes a profit center and their value to the firm increases tenfold.

MORE ON THE PASSPORT TO PARTNERSHIP: Communicate Your Worth and Value | 5 Ways to Evaluate Your Communication | 7 Levels of Communication Management | 5 Ways to Get Buy-In for Firm Culture | Partnership: Competence Is Just the Foot in the Door | Are You Partner Material? Maybe Not
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Our fourth “C,” Conversion, has flirted with being the top answer from respondents in the Passport to Partnership study and has featured in over 80 percent of all firms interviewed as to what makes a senior manager stand out as a potential partner.
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CPE Survey: Large-Firm CPAs Dealing with Large-Sized Issues

African Elephant DanceProblems CPE alone won’t solve.

By Rick Telberg
CPA Trendlines Research

While the rest of the profession is focusing on tax services, the largest firms are expanding capabilities in accounting, financial reporting, practice management, and new technologies, according to new results from a CPA Trendlines survey conducted in conjunction with the Ohio Society of CPAs and consultant Michael Ramos.

https://www.research.net/r/CPE16
Join the survey, get the results.

MORE CPE TRENDS:  CPE Study Finds Six Essential Success Factors for Accounting Firms |  Top Trending Specialty Niches  | Busy Season Ends but Not the Focus on Taxes  |  Why Some CPAs Are Focusing on Accounting & Financial Reporting This Year  |  Top CPE Trends: How Accountants Are Re-Tooling for 2017  |  Mike Ramos on The Training Mindset: Mapping Firm Attitudes to Performance  |  Ohio CPA Society Teams with CPA Trendlines to Improve CPE ROI  |  Mike Ramos on How to Build a Powerhouse Learning Team for Your CPA Firm  |

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The profession’s large firms also have large problems – problems that can’t be solved by CPE alone, according to remarks by survey respondents. Problems like survival.

The survey results show in detail where large firms are investing their valuable time and resources, and how the best of them manage their training budgets to align with strategy. Many large firms could be getting a better return on their training budgets.

The survey shows, for instance, where most large firms fall short in: READ MORE →

Soloists Shift CPE Priorities to Taxes


Z_ CPE solo vs all other

By Rick Telberg
CPA Trendlines Research

The survey on CPE and practice improvement, conducted with the Ohio Society of CPAs and consultant Michael Ramos, suggests that taxes are taking up a bigger part of soloists’ practices – even though many say they’d like to diversify into other areas.

https://www.research.net/r/CPE16
Join the survey, get the results.

MORE CPE TRENDS:  CPE Study Finds Six Essential Success Factors for Accounting Firms |  Top Trending Specialty Niches  |  Busy Season Ends but Not the Focus on Taxes  |  Why Some CPAs Are Focusing on Accounting & Financial Reporting This Year  |  Top CPE Trends: How Accountants Are Re-Tooling for 2017  |  Mike Ramos on The Training Mindset: Mapping Firm Attitudes to Performance  |  Ohio CPA Society Teams with CPA Trendlines to Improve CPE ROI  |  Mike Ramos on How to Build a Powerhouse Learning Team for Your CPA Firm  |

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In Paradise, Calif., CPA Al Sperske, who’s been reading CPA Trendlines for more than 10 years, is among those stressed out by keeping up. “Taxes,” he says. “Nuts in Congress will not leave them alone.” READ MORE →

Communicate Your Worth and Value

Search for valuePut it all together for both clients and coworkers to see.

By Martin Bissett
Passport to Partnership

An advisor is trusted when they can show that they

  • took responsibility for their end of the bargain in the client engagement,
  • educated the client of their responsibilities,
  • offered prompting and assistance throughout but then allowed the client to ultimately govern themselves in terms of following through on their commitments.

MORE ON THE PASSPORT TO PARTNERSHIP: 5 Ways to Evaluate Your Communication | Why Communication Matters So Much | 3 Questions to Evaluate Your Firm Culture | Competence: More Than Technical Skills | Are You Partner Material? Maybe Not
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This then empowers the advisor to make a commercial decision when the client now faces the consequences, as to whether they want to communicate even more assistance to make things all better for the clients and gain huge appreciation and emotional capital.
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Are Accountants Learning the Wrong Lessons?

https://www.research.net/r/CPE16
Tooling up for 2017: Join the survey, get the results.

CPE choices fail to address the real keys to success.

By Rick Telberg
CPA Trendlines Research

CPAs are saying one thing and doing another. And the discrepancy bodes ill for the profession’s economic health.

MORE CPE TRENDS:  CPE Study Finds Six Essential Success Factors for Accounting Firms  |  Top Trending Specialty Niches  |  Busy Season Ends but Not the Focus on Taxes  |  Why Some CPAs Are Focusing on Accounting & Financial Reporting This Year  |  Top CPE Trends: How Accountants Are Re-Tooling for 2017  |  Mike Ramos on The Training Mindset: Mapping Firm Attitudes to Performance  |  Ohio CPA Society Teams with CPA Trendlines to Improve CPE ROI  |   Ed Mendlowitz on How to Choose the Right CPE  |  Sandi Leyva on Three Ways to Make CPE Work for You  |   Ed Mendlowitz on The Six Rules To Get the Most Out of CPE  |   Mike Ramos on How to Build a Powerhouse Learning Team for Your CPA Firm  |  4 Steps to Get More from Your Training Budget  |  How to Manage CPE by the Numbers  |  Three Tips for Creating Training Metrics  |  High-Impact Learning: 4 Ways to Maximize CPE ROI  |  Four New CPA Opportunities for the New Economy

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The survey on professional skills and the goals of accounting firms, being conducted with the Ohio Society of CPAs and consultant Michael Ramos, is turning up a curious mismatch. It seems, at first blush, that CPAs are studying for certain skills while reporting that something else is essential to their success.

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30-Item Checklist: Getting People to Listen to You

7 businesspeople in meeting

Lessons in effective communication for partners and wanna-be partners.

By Martin Bissett
Passport to Partnership

The Passport to Partnership study collated a number of responses in a conversational style.

MORE ON THE PASSPORT TO PARTNERSHIP: 3 Questions to Evaluate Your Firm Culture | Competence: More Than Technical Skills | Partnership: Competence Is Just the Foot in the Door

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A couple examples really stood out as the first steps in effective communication: READ MORE →

Why Communication Matters So Much

Two businessmen talking at officeThe experts weigh in. Hint: It’s not about you.

By Martin Bissett
Passport to Partnership

What does communication mean at the partner level?

MORE ON THE PASSPORT TO PARTNERSHIP: 5 Ways to Get Buy-In for Firm Culture | Competence: More Than Technical Skills | Partnership: Competence Is Just the Foot in the Door

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Ask yourself and answer these questions when considering the current and future communication tactics that you’ll employ.
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