Vol. 8 No. 8, August 2016
The Leadership Forum is a panel of the most prominent thought leaders in the profession. Each month we ask questions and asked them to respond to the questions dealing with CPA firm management and leadership.
This month's question was:
Larger firms have been able to minimize the prominence of the term "book of business." But to smaller firms, this term is the holy grail. In very specific ways, how do firms move away from the book of business mentality to more of a team approach?
Consultants and Other Prominent Observers
| Marc Rosenberg | The Rosenberg Associates | www.rosenbergassoc.com [email protected] |
| The book of business system and mentality is in play because its the only way for many firms to measure what they perceive is the all important measure of performance - book of business. Larger and or more sophisticated firms try to avoid this measurement because it encourages partners from viewing clients as "theirs" rather than the firms'" Also, it discourages partners from transferring clients to others because its best for the firm... More | ||
Firm Leaders
| Ed Fahey | RINA | |
| We use the Upstream Academy model of six performance areas: financial performance (mostly book of business measures); client management; business development, team development, personal achievements and leadership. That provides several areas to set goals, contribute and be rewarded for accomplishments. When this becomes the language of the firm, it leads to greater recognition of the many other things that create short and long term firm success. | ||