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today’s top 3 tech problems: security, client onboarding and workflow

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process automation and tech strategy make the list.

the accounting firm operations and technology survey

security and risk management top the list of technology issues challenging accountants, but they’ve dropped over the past year. meanwhile, there’s growing concern over business process consistency and cost reduction.

bar chart

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firm size plays a role. the largest firms register uniform business processes and integration challenges as their roughest points, while those rank at the low end for solos, who fret more over security and risk management.

both ends call out application updates more than those in the middle, and training worries mid-size firms more than anyone else.

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are you solving your clients’ problems?

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sales_problem solving

have a conversation, not a pitch.

by sarah johnson dobek
inovautus consulting

why focus on solving your clients’ problems? the simple answer is, why wouldn’t you?

more: the right dna for growth | seven reasons your growth plans are stalled | five ways to grow new service lines | how crisis illuminates your biz dev skills | take the pressure of ‘selling’ out of ‘cross-selling’
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

most people don’t get into business to not solve their clients’ problems. when we go out and present ourselves to potential clients, we tend to forget to focus on the very simple concept of problem-solving. instead of learning how we can help their business, we tend to focus on making sure they know we are credible or have been in business for xx years.
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the mindset you need for client accounting services

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woman executive coaching a male employee across deskwho is leading?

by hitendra patil
client accounting services: the definitive success guide

it was the 10th of may, 2012.

over dinner on that quiet mid-spring evening, at a classic traditional italian restaurant, i met the owner of one of my largest clients, only after about five years of providing services to his firm. his firm had chosen a particular niche industry to serve and only that. he was doing well – over $3.5 million in annual revenue, growing consistently, and employing 39 staff members. in any given week, two new clients were being onboarded via a very detailed process, moving clients’ accounting databases and processes into his firm.

goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

he would not take on any new client unless the client handed over all of the accounting work responsibilities to the firm.

all or none.
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selling your practice is not a retirement strategy

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consider your other possible sources.

by ed mendlowitz
101 questions and answers: managing an accounting practice

q: i’ve heard you say that you shouldn’t count on anything from your practice when you decide to retire. are you serious?

more: thirteen things to know before selling your practice | 10 reasons clients don’t pay
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

a: i probably said that, but it was in the context of planning for guaranteed cash flow in retirement. a practice’s value is never guaranteed until the checks clear.
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today’s top 3 problems: staffing, workflow and tech

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cybersecurity, competing for clients and lagging profits make the list.

recruiting and retention may lead the list of issues accountants are facing. but problems in managing workflow have almost doubled in the last year.

bar chart

and, while firms of all sizes share many of the same problems, there are stark differences through the spectrum of solo operators to the largest firms. for instance, about two-thirds of firms with 11 to 100 employees rate staffing as their chief concern, but larger firms aren’t having nearly as much trouble. the mid-size firms are leading in solving the workflow dilemmas, while the largest and smallest firms at opposite ends of the spectrum are having considerably more trouble.

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the right dna for growth

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dreamstime_xs_66975872are you providing training and tools?

by sarah johnson dobek
inovautus consulting

just as every person has a unique personality, every business has a unique culture. while possessing a distinct culture is a great way to separate a business from the pack, our clients don’t often talk about how to change, improve or grow their unique culture.

more: seven reasons your growth plans are stalled | five ways to grow new service lines | how crisis illuminates your biz dev skills | take the pressure of ‘selling’ out of ‘cross-selling’ | don’t confuse marketing with biz dev | business development and sales aren’t scary
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

when i speak with partners about growing their firms, the conversation almost always goes to bringing in more business. and while i don’t disagree that bringing in more business is a key component to growth, i often have to step back and ask why a problem exists in the first place. what i’ve learned is that many times firms hit a wall because they haven’t established a culture of growth.
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世界杯比赛名单

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man writing in notebookplus how sellers should assess them.

by marc rosenberg
cpa firm mergers: your complete guide
[now updated and expanded]

once sellers have created a list of firms they will consider as a merger partner, the first step is often to talk by phone or video call with the buyer and ask basic questions to determine if a get-to-know-you meeting makes sense.

more: 13 reasons to merge up | merger? the 100 data points you need first | one times fees isn’t the only way | thinking merger? first ask why. | why do you want to merge? be honest. | four reasons to fear a merger
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

the forms below are good cheat sheets.
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thirteen things to know before selling your practice

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older businessman sitting at desk smiling as wall clock indicates 5 minutes to retirementtiming is critical.

by ed mendlowitz
101 questions and answers: managing an accounting practice, the complete 2-volume set

q: i am getting older and want to continue working at least five more years. should i merge now to anticipate and facilitate a buyout?

a: selling means retiring. is that something you want to do?

more: 10 reasons clients don’t pay
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

i’ve written many times about being clear about your goals and what you really want. that being said, here is a general discussion about the reality of the value of your practice.
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cashing out: your business clients’ five big issues

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five challenges to anticipate.

by anthony glomski

my years of experience helping successful entrepreneurs, combined with my research and interviews with experts in the area of successful business exits, have helped me to identify five key financial challenges that must be addressed by entrepreneurs who are planning to cash out of their businesses.

the objective is to help business owners make a smooth and successful transition from where they are today to where they want to be post-exit.

let’s look at five of the top challenges in more detail. read more →

grow your prospect lists in 5 steps

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dreamstime_xs_75612830are you overlooking an easy source?

by sarah johnson dobek
inovautus consulting

prospects are one of the greatest keys to increasing revenue but unfortunately, many accounting firms are struggling to grow their prospect lists. often, this struggle comes from not knowing how to grow a prospect base in a way that generates results.

more: seven reasons your growth plans are stalled | five ways to grow new service lines | how crisis illuminates your biz dev skills | take the pressure of ‘selling’ out of ‘cross-selling’ | don’t confuse marketing with biz dev | business development and sales aren’t scary
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

prospect lists must be permission-based, otherwise, you’ll run the risk of poor outcomes. here are three practical and easy ideas for growing your prospect base and making the most out of your communications.
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2022世界杯南美区预选赛

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portrait of a young pensive businesswoman in officeplus, how to tailor your offering.

by hitendra patil
client accounting services: the definitive success guide

“i am not a good salesperson.”

i have lost count of how many accountants have told me this over the years. but i also learned that what they really mean is that they do not have a well-defined, structured sales process.

more: how to cas: first, break bad habits | how much cas profit per person? | five reasons the top 100 loves cas | look backward for your cas processes | make sure your differentiation is truly different | is it time to outsource? | your firm’s cas team: who and how many | two tech approaches to cas | when to start building your cas tech stack | stop derailing cas
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

this post is not about fundamental sales skills. that is beyond our scope today. this post is more about how to develop and execute your cas sales process, pitch and supporting collaterals that can help get you more cas sales, including:

  1. how to define your cas sales process
    • four stages necessary for a sale
    • seven things you need to know about your sales process
  2. the cas sales pitch
    • thee key recommendations
  3. the cas sales collaterals
    • 11 items for your tool kit
  4. your existing clients as your cas salespersons
    1. how to provide client references
    2. daft template of the introduction email
  5. the cas sales process performance measurement
    • 10 kpis
    • 3 objectives

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