strategy

talent wars go from white gloves to boxing gloves

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2016-roundtable-outlook-for-rosenberg-map-commentary-vf-240x219more from the rosenberg map survey.

they say “past results are no indication of future performance.” maybe. maybe not. but if anyone should know, it’s our panel of experts, their comments drawn from the new edition of the rosenberg map survey. these are their bullet points and comments, verbatim, looking back at the last 12 months and looking ahead to 2016. – rick telberg, ceo

by allan koltin
koltin consulting group

lessons from 2015:

the past 12 months have shown positive growth for most firms. it’s coming more in consulting and value added services.

more on the  2016 outlook & forecast: cpa firm growth rates hit a wall  |  the five treacherous factors hobbling today’s cpa firm  |  sam allred: change agents needed  |  tamera loerzl on growth, succession plans critical for firms  |  get the full report: the rosenberg map survey

there has been a lot of discussion regarding the three “big c’s” (compensation, capital and [deferred] compensation at firms). there has also been more rethinking of traditional bonus programs for staff…paying everyone something has become an entitlement (and doesn’t really leave enough for the stars) vs. just giving a bonus to those who “really hit it out of the park.”

the war on talent has gone from white gloves off to boxing gloves on. firms are also getting much better at

  • defining goals,
  • expectations of performance and
  • having leadership hold partners accountable for performance.

forecast for 2016:

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target prospects for best fit

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young businesswoman speaking with clientfocus on what they need, not what you want to sell.

by jody padar
the radical cpa

when you look at your practice from a sales and a marketing perspective, make sure you have enough leads coming in your door because you have to be okay if someone doesn’t like your fixed price. as accountants, we accept way too much bad work just because it’s there under the guise of the firm needs to “pay its bills.”

more on radicalism: how spiritual value affects pricing | radical pricing fixes cash flow problems | keep scope creep and seep from hurting bottom line | a radical close look at value pricing | each social channel has a language | get ready for radical transparency | six competitive advantages for the radical cpa | being radical is all about your customer

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

as your firm matures you have to get rid of your yucky customers because your yucky customers will bring you down. they bring down your firm and your team will get frustrated. bad custom­ers are culture killers. part of running a good firm is clearing out the bad customers.

look at those a, b, c and d list customers, and get rid of the d and maybe some c customers so that you have more capacity to serve the good ones. if they’re not the right fit for your firm, you have to be okay with that. just know, there’s another one going to come along soon. as ron baker says, “you can never price the wrong customer.”

delivering what you promise read more →

how spiritual value affects pricing

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padar_valuepricingbonus checklist: 34 sources of client value.

by jody padar

what we miss the most when we don’t value price is the intan­gible value, that spiritual value.

more on radicalism: radical pricing fixes cash flow problems | keep scope creep and seep from hurting bottom line | the radical approach to bundling services | get ready for radical transparency | 5 radical ways to be social and strategic | 10 radical steps into the cloud | six competitive advantages for the radical cpa | 5 radical transparencies; are you ready? | being radical starts with being the change | going radical: the 4 tenets of a ‘new firm’ | the first 3 questions i should have asked before starting my own practice

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

if it’s lacking in your firm, ask yourself these nine questions:

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the 6 elements to sustainable growth for cpa firms

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hand holding a rising arrow, representing business growth.

the signs that you’re heading in the right direction.

by gale crosley
crosley+co.

i’ve talked a good deal about sustainable growth lately. and i’m often asked how i know if a firm can achieve it. the answer is to look for the common indicators. it’s relatively easy to know if your firm is growing. but how do you know that the growth you’re experiencing is sustainable? what are the signs that it will last beyond this year?

firms that are consistent performers demonstrate common elements of sustainable growth. those elements are integrated seamlessly in the best firms. here’s what i look for:

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11 steps to building a better partnership team

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concept of teamwork building working system of cogwheels

creating a firm where all the partners work in unison.

by august aquila
creating the effective partnership

as the saying goes, a picture is worth a thousand words. your vision is a journey to some place in the future. it’s not where you are today. it may even take generations to get there. it becomes even more compelling when it’s somewhere your people want to go.

while it’s the ultimate destination that people engage with, the journey there is also important. if the end point is exciting and has benefits that your people share, they will be more engaged in the journey. and, when partners are engaged with the firm’s future, they perform better.

more on leadership: why your firm should be a republic  |  5 questions about your firm’s direction | 6 reasons to keep partners from retiring | 6 reasons why cpa firms fail in innovation | 6 steps to handle staffing problems in a merger | 7 signs your firm is headed for an implosion | it’s not always about money: 16 tweaks for your comp system | eight key goal areas for partners | like herding cats: partners must ‘walk together’ | managing partners must remember partners’ needs | new times call for new cpa firm metrics | partners have love-hate relationship with leadership | 6 things leaders must do | 8 financial ducks to line up now| partnership is about persuasion

so, how do you create a firm where all of the partners work to create an even better firm?

here are 11 ideas:

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