we all have our own styles. many have different styles for different things. over the years i’ve developed an individual style for negotiating on behalf of clients that i have been very successful with, which i am sharing with you now.
when entering a negotiation, it is very important to have clients clearly articulate their thoughts about what they want. this takes time and patience, along with some prodding and challenging. but if it’s done right, clients will be clear about what they want. read more →
client billing can include hourly billing, but it can also include flat-fee, retainer-based and/or value-based billing. most people use one of these four methods. some use all of them or even a hybrid.
let’s take a closer look at each of them: read more →
lamentations on the billable hour: jamey johnson’s “the dollar.”
nuke ’em: kill timesheets before they kill the profession.
by ed kless
the litany of “challenges for the profession” repeats the narrative that has been well documented and continues to grow for over the last decade:
while there are more people graduating with degrees in accounting, fewer of them are sitting for the cpa exam. this is leading to fewer new hires for firms.
the new hires they do have are “millennials” who desire a challenge and think they should be made partner sooner rather than later.
attrition, especially at the mid-career level, is over 10 percent and is mostly initiated by the professional, not the firm.
the loss of people in the middle and bottom of the pyramid is eroding the traditional economic model. non-equity partners are increasing and funding for partner buyouts is disappearing.
cries of “we must become more efficient,” and/or, “we must embrace new technology,” and/or “we must hold people more accountable,” reverberate in meetings.
compliance work continues to flatline and while new offerings are growing revenue, they are not growing fast enough. worse still those that do this work are often not even cpas!
presentation after presentation is viewed on the modern equivalent of the campfire, the conference room projector. “our profession is sick, even dying. we might have cancer. we really don’t know, but it is bad.” it’s true, the profession does have cancer. the good news is, we know the cause and it is curable.
it is called “a timesheet.” it be must cut it out completely before it kills.
sometimes prices charged are subject to the perception of the client and not reality. fees are always related to the value provided, although that isn’t always evident. read more →
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while there are more people graduating with degrees in accounting, fewer of them are sitting for the cpa exam. this is leading to fewer new hires for firms.
