Potpourri
Citrin Cooperman & Co., New York, NY, is making available to staff career development courses on many subjects, from writing and public speaking to grooming, to becoming consultants. This is in recognition of the need to develop staff-retention programs. Staff need to be aware of, and prepared for, the variety of directions in which their careers can take them.
From CPA Practice Management Forum, CCH Incorporated, 800-449-8114, March 2005, p 10.
A 2002 AICPA survey predicts that 40 percent of CEOs family businesses will retire in the next five years. Most of those businesses will stay in the family. Are you establishing relationships with the next generation?
From CPA Practice Management Forum, CCH Incorporated, 800-449-8114, March 2005, p. 17.
Talk to prospective clients before you visit them to find out what key issues should be addressed. Then prepare to address them during the visit.
From CPA Practice Management Forum, CCH Incorporated, 800-449-8114, March 2005, p. 17.
It is no longer possible to be a generalist. There is too much to know. Become a specialist in either a functional niche or an industry. From CPA Practice Management Forum, CCH Incorporated, 800-449-8114, March 2005, p. 19.
Professional sales personnel will soon be a part of many firms. From CPA Practice Management Forum, CCH Incorporated, 800-449-8114, March 2005, p. 20.
Too many firms provide substandard work, but very few fail their peer reviews. From CPA Practice Management Forum, CCH Incorporated, 800-449-8114, March 2005, p. 20.
Don’t try to sell your firm’s products at a first meeting with a prospect unless it is obviously welcome. Listen more and talk less. From Journal of Accountancy, May 2005, http://www.aicpa.org/pubs/jofa/may2005/gbi.htm
Obtain your clients’ e-mail addresses by writing to them or calling them. If a client doesn’t have an e-mail address, help him or her get one. From Journal of Accountancy, May 2005, http://www.aicpa.org/pubs/jofa/may2005/chklist.htm.
Three steps to obtaining referrals from clients:
1. Ask for referrals from good clients who are well satisfied with your services, and who like to be helpful.
2. Tell clients that you rely on referrals to grow your business. That allows you to devote all your time to them. Then ask them if they are happy with the services and if so, would they refer others to you? You can also commit this request in writing on a business card, newsletter, or a sign in your reception room.
3. People like to know they helped you. Thank them and make them feel good about having helped you.
From Partner’s Report for CPA Firm Owners. For subscription information contact Institute of Management & Administration, Inc., 3 Park Avenue, 30th Floor, New York, NY 10016-5902. One-year subscription $329. 212-244-0360, [email protected].
Press releases are effective tools to get broad exposure for your firm if the information is interesting or valuable to outsiders. Press releases can include promotions, major new clients, mergers, etc. To learn how to write press releases, visit www.press-release-writing.com From Partner’s Report for CPA Firm Owners For subscription information contact Institute of Management & Administration, Inc., 3 Park Avenue, 30th Floor, New York, NY 10016-5902. One-year subscription $329. 212-244-0360, [email protected]