If You Want Referrals, Ask for Them
Few would dispute the power of referrals as a marketing tool, but surprisingly few firms ask for them. (Source: Accounting Office Management & Administration Report)

*What Do Clients Really Think About Your Fees?
Most clients are satisfied with their CPA firm's fees. (Source: Partner's Report)

Is Your Compensation System Holding You Back?
Allan Koltin offers his insights into current trends in partner compensation and the obstacles certain compensation systems present. (Source: CPA Practice Management Forum)

Portrait of an Exceptional Accounting Firm
IPA put together a composite profile of a top-performing firm. (Source: Inside Public Accounting)

Are You a Leader or a Manager?
People look to their managers for more than just assignments, reviews, and approvals. (Source: CPA Trendlines)

If Your Firm is Sinking, Fix the Holes First
Management lessons from Apple and Yahoo. (Source: BNET)

Quick Feedback More Important Than Formal Performance Reviews
Should you skip the annual review process? (Source: Possibilities for CPA Firm Leaders)

*Are Your Client Relationships Dysfunctional?
Client focus has become a tactic, not a goal -- and clients can smell the difference. (Source: RainToday)

Leaders Should Not Dwell On Their Weaknesses
You can get more leverage from your strengths. (Source: Ric Payne's Blog -- Confessions of a Lazy Accountant

Client Relationships: Teach, Don't Preach
Instead of showing off your expertise, lead clients and prospects to knowledge. (Source: Service Minded)

Are You Driving Away Female Partners?
Even if your firm welcomes women as managers and partners, your policies and compensation arrangements may be sabotaging your efforts. (Source: Accounting Today)

As Busy Season Approaches, CPAs Are Cautiously Optimistic
The vast majority of CPA firms expect the 2010 busy season to be as good as or better than last year's. (Source: AICPA CPA Insider)

Multiple Choice: Computing Payouts for Retiring Partners
Guidance on computing the annual payout and multiple. (Source: The CPA Journal)

Making a Merger Work
Integrating the two firms into one will be your greatest challenge. (Source: Partner Insights)

*You May Not Be as Good as You Think
A recent report shows how to fix common sales mistakes. The problem is that most people don't realize they're making them. (Source: Services Marketing Blog)

Social Media: Where to Start
Five suggestions from Alan Vitberg. (Source: AICPA CPA Insider)

Your Clients Don't Care About Your Web Site
Web sites should be designed with non-clients in mind. (Source: Golden Practices

Are your sales and marketing efforts out of alignment?
If they are, you may not be getting your marketing message across. (Source: RainToday)

IFRS: A Study Guide
This article reviews IFRS research and distills the key findings. (Source: Journal of Accountancy)

Power Up Your Profits
In this month's issue we present Chapter Twenty-Six -- "Selling Value, Not Discounts" -- from Power Up Your Profits (2nd Ed.), by Troy Waugh. This book covers principles, strategies, and techniques to help you build your practice by obtaining clients and building their businesses. We present one chapter per month, or you can order the book now at 888-797-RAIN (7246) or via mail@therainmakeracademy.com.