February 2009

Partners

• Accountability—Make partners more accountable in the following areas:
  • Client satisfaction, cross-selling, and retention.
  • Engagement profitability and practice management.
  • Continuously upgrading the client base by marketing for quality, not quantity, and disengaging low-realization clients.
  • Developing and retaining professional staff by partner coaching and mentoring.
  • Continuously enhancing technical skills and developing expertise in niches that are in demand.
  • Acting as a positive role model to staff.
  • Using technology to increase engagement efficiency and becoming more organized. (February 2009 CPA Leadership Report: How to Make Partners More Accountable)

Managing and Supervising

• Accountability—One of the pitfalls of “job ownership” is the temptation to allow one person to own too much as this is often a sign that others are not being developed around them. If you own too much, you can start to alleviate the pressure by considering the solution of teamwork and assigning some of your tasks to others. (February 2009 CPA Leadership Report: Do You Own Your Job?)

Marketing

• Free Advice—Some professionals share information liberally and realize it more than pays for itself, and others feel the need to bill every minute. The former approach is much more fruitful, long-term. The greatest rainmakers follow the “share liberally” policy whether the recipient of the help will ever become a client or not. (February 2009 CPA Leadership Report: Free Advice)
• Cultivating Referral Sources—Keep your referral sources in the loop. If a professional service provider graces you with an introduction to a potential client, keep them informed of your progress with the client and include them whenever possible in meetings. (February 2009 CPA Leadership Report: New Year Resolutions)

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