leadership

it’s not sales. it’s your duty

by

ed mendlowitz cpa the practice doctor q and ahow to suggest additional services to clients and why you’re doing them a disservice if you don’t.

by ed mendlowitz
the 卡塔尔世界杯常规比赛时间 practice doctor

question: i always feel awkward telling clients they need additional services that i should perform for them. can you tell something that could “rev” me up for this?

more practice doctor q&a: yes, you should send rejection letters | when to hire an admin assistant | 7 ways to lose a client’s trust | how much should you pay to buy, sell or merge an accounting practice? | why the average fee doesn’t matter | no more printouts at cpe programs? | 6 ways to take a client beyond tax prep

answer: actually, by suggesting additional services you are doing the client a favor and a good deed. also, you are in business and the easiest way to generate additional revenues is to cross-sell services to present clients.

read more →

management guru chester elton on success

by

three key insights for accountants on how to inspire staff, wow clients and convey appreciation.

hitendra patil, lkeft, meets management guru chester elton
hitendra patil, left, meets management guru chester elton

called the “apostle of appreciation,” chester elton is co-author of several successful leadership books.

after analyzing the results of 850,000 interviews, elton’s team found that those who are happiest and most successful are engaged in work that aligns with what motivates them. his latest book, “what motivates me,” offers an extensively tested method to help business people identify their core motivators and figure out the disconnects between their passions and their current work.

hitendra patil, pransform coo and 卡塔尔世界杯常规比赛时间 contributor, met elton and asked him three important questions about cpa firm leadership – motivating staff, satisfying clients and showing appreciation. read more →

4 ways sponsors can help women seek power

by

businesswoman eyeing city skylinewhy women resist networking and powerful role models.

by ida o. abbott
sponsoring women: what men need to know

networking issues: women tend to have a limited appreciation of how their networks can help them get ahead professionally. developing strong business networks is critical for career advancement. because a leader operates through others, her value and effectiveness are largely tied to the power of her network.

learn more
learn more

more on sponsoring women for leadership: bias about women with families lingers | judged on performance, not potential? must be a woman | gender bias still a problem | why women are overlooked (and how to fix it) | 3 ways men are favored in the workplace | women need promotions, not just advice | mentor or sponsor? how to distinguish roles | 4 ways women leaders improve firms | cpa firms must ‘man up’ and get women on board

yet women are reluctant to cultivate potential sponsors through their networks, while men willingly use patronage and networks to open doors and provide opportunities that cannot be accessed through normal channels. men attribute their promotions to personal connections as a matter of pride, not embarrassment, because it means that influential people see them as leaders and reward them accordingly. as a result, men benefit from the political processes that go on all around them while women lose out.

read more →

when staffers stagnate

by

ed mendlowitz cpa the practice doctor q and ahigher-level staff person isn’t supervising or mentoring anyone.

by ed mendlowitz
the 卡塔尔世界杯常规比赛时间 practice doctor

question: i have a staff person who does great work, but she seems to be deadened. the good news is that her clients love her and she doesn’t bug me about becoming a partner.

more practice doctor q&a: yes, you should send rejection letters | 7 ways to lose a client’s trust | 12 must-knows for niche markets | 6 ways to take a client beyond tax prep | 18 ways to blow a partnership opportunity | 8 times when hourly billing trumps value pricing | when a staffer stops listening | 44 critical criteria for accounting staff performance evaluations | 5 time management tips for an overworked accountant | pricing, billing, costing: don’t blame clients

any suggestions on what i could do to move her forward?

read more →