エピソード

  • Why Did the Accountant Cross the Road? To Connect with Clients on a Deeper Level!

    Why Did the Accountant Cross the Road? To Connect with Clients on a Deeper Level!
    2024/12/09
    Title:Why Did the Accountant Cross the Road? To Connect with Clients on a Deeper Level!Quote:"My clients had and still have amazing reputations in what they do. Most of them don't need huge numbers of new clients; it's more about reputation management and keeping the marketing ticking over." -Chantal CorneliusSummary:In this episode of the Modern CPA Success Show, the host and Tom Walton, a virtual CFO at Anders CPA and Advisors, engage with Chantal Cornelius, founder of Appletree Marketing and author of "Stand Out Strategies." The discussion centers on innovative marketing strategies for accounting firms, emphasizing the importance of emotional connections in client relationships. Chantal shares her unique journey into marketing and introduces her five standout strategies: certainty, connection, contribution, growth, and significance. The episode highlights the need for understanding client emotions, gathering feedback, and tailoring marketing messages to resonate emotionally, ultimately fostering stronger client relationships.Finer Details:Innovative marketing strategies for accounting firmsImportance of emotional connections in client relationshipsChantal Cornelius's journey into marketing and her expertiseConcept of "standout strategies" for business differentiationFive key emotional strategies: Certainty, Connection, Contribution, Growth, and SignificanceThe role of client feedback in improving servicesChallenges of soliciting client feedback in the accounting industryImportance of specialization and niche marketing for businessesPractical tips for implementing emotional marketing strategiesResources for further learning, including Chantal's books and tools for identifying standout strategiesEpisode resources:● Summit Virtual CFO by Anders website: https://www.summitcpa.net/● If you have questions or would like to be a guest on the show, email us at mcpasuccessshow@anderscpa.com● Check out the Virtual CFO Playbook Course: https://vcfoplaybook.summitcpa.net/● Take Chantal's StandOut Strategies test: https://appletreeuk.com/take-the-test/● Check out Chantal's book "StandOut Strategies" : https://appletreeuk.com/products/stand-out-strategies/Timestamps:Welcome to the Modern CPA Success Show (00:00:00)Introduction to the podcast's mission and focus on innovative insights for accounting firms.Introduction of Guest (00:00:22)Tom introduces Chantal Cornelius, highlighting her unique emotional approach to marketing strategies.Chantal’s Background (00:01:17)Chantal shares her unexpected journey from animal agriculture to founding a marketing business.Release of "Stand Out Strategies" (00:04:10)Discussion on Chantal's upcoming book, "Stand Out Strategies," set to be printed soon.Definition of Standout Strategies (00:04:31)Chantal explains the concept of standout strategies and their importance in crowded marketplaces.Five Standout Strategies Overview (00:06:38)Chantal outlines five key strategies for businesses to differentiate themselves emotionally.The Strategy of Certainty (00:07:55)Clients desire a sense of safety and reliability from their service providers.The Strategy of Connection (00:08:39)Clients seek a sense of belonging and access to broader resources through their service providers.The Strategy of Contribution (00:09:08)Clients want to feel they are making a positive impact on society through their business choices.The Strategy of Growth (00:09:36)Clients desire empowerment and motivation for personal and business growth.The Strategy of Significance (00:10:12)Clients want to feel valued and respected, seeking a meaningful impact through their services.Using Language in Marketing (00:10:50)Chantal discusses the importance of language in marketing to create emotional connections.Client Needs vs. Company Identity (00:11:57)Exploration of whether businesses should choose strategies based on their identity or client needs.Adapting Strategies Over Time (00:12:19)Discussion on how businesses can evolve their strategies based on client feedback and market needs.Importance of Client Feedback (00:15:15)Encouragement for businesses to actively seek out and listen to client feelings and feedback.Asking the Right Questions (00:16:10)Chantal emphasizes the importance of asking clients how they feel about the service provided.Client Communication and Satisfaction (00:18:21)Discussion on the necessity of open communication to prevent client dissatisfaction and attrition.Podcast Episode TimestampsUnderstanding Client Feedback (00:20:26)Discusses the importance of direct communication with clients to gather constructive feedback.Client Advisory Services (00:21:31)Explores the shift of accounting firms towards client advisory services amidst automation.Applying Standout Strategies (00:22:20)Examines how firms can implement standout strategies while transitioning to new market sectors.Importance of Reputation Management (00:23:39)Highlights the significance of maintaining a firm's reputation over ...
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    47 分
  • How Can Effective Cash Flow Management Transform Your Business?

    How Can Effective Cash Flow Management Transform Your Business?
    2024/11/25

    "As an owner of a business, it’s really nice to have control, knowing what’s coming in, what’s going out, and how much cash I have." -Adam Hale

    Summary:

    In this episode of the Modern CPA Success Show, hosts Tom and Adam discuss their firm's cash flow management service. They highlight the critical role of cash flow in business health, distinguishing it from financial forecasting. Their service includes a 13-week cash flow forecast, regular cash flow meetings, and detailed tracking of accounts receivable and payable. Emphasis is placed on the importance of reconciling bank accounts, maintaining communication, and ensuring accountability. The episode underscores how these practices help business owners stay informed, manage expenses, and make proactive financial decisions.

    Finer details of this episode:

    • Importance of cash flow for businesses
    • Distinction between financial forecasting and cash flow management
    • Overview of the cash flow management service offered by the firm
    • Benefits of regular cash flow meetings for business owners
    • Process of tracking cash inflows and outflows
    • Role of bank account reconciliation in cash flow management
    • Structure and efficiency of cash flow meetings
    • Importance of communication and accountability in financial processes
    • Best practices for handling invoices and payments
    • Proactive approach to collections and managing outstanding invoices

    Episode resources:

    ● Summit Virtual CFO by Anders website: https://www.summitcpa.net/

    ● If you have questions or would like to be a guest on the show, email us at mcpasuccessshow@anderscpa.com

    ● Check out the Virtual CFO Playbook Course: https://vcfoplaybook.summitcpa.net/

    Timestamps:

    Introduction to the Podcast (00:00:00)

    The host introduces the Modern CPA Success Show and its mission to support accounting firms.

    Discussion on Cash Flow Service (00:00:22)

    Tom and Adam begin discussing the cash flow service offered by their firm.

    Importance of Cash Flow (00:00:35)

    Adam emphasizes the critical nature of cash flow for business survival and its management.

    Distinction Between Cash Flow Services (00:01:01)

    Adam explains the difference between financial forecasting and the cash flow management service.

    Overview of Cash Flow Management (00:01:56)

    Adam discusses the detailed aspects of cash flow management, including tracking income and expenses.

    Weekly Cash Flow Meetings (00:02:35)

    Tom highlights the value of weekly meetings for business owners to monitor cash flow.

    Bill Payment Process (00:03:16)

    Adam discusses the bill payment process and the importance of client oversight.

    Clarification During Meetings (00:05:24)

    Tom and Adam talk about the benefits of asking questions during cash flow meetings for clarity.

    Meeting Duration and Frequency (00:06:33)

    The speakers outline the typical duration of cash flow meetings and their frequency.

    Best Practices for Invoice Management (00:07:51)

    Tom emphasizes the importance of using a centralized system for managing invoices.

    Accountability in Collections (00:08:38)

    Adam stresses the need for accountability in following up on overdue payments.

    Preparation for Cash Flow Meetings (00:09:36)

    Adam explains the importance of preparation and reconciliation before meetings.

    Maintaining the 13-Week Cash Flow Forecast (00:10:21)

    Tom discusses the critical nature of maintaining a 13-week cash flow forecast for business planning.

    Conclusion and Client Dependency (00:10:51)

    The importance of the cash flow service in building client relationships is highlighted.
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    11 分
  • Defining Service Packages: A Comprehensive Guide for Modern Accounting Firms

    Defining Service Packages: A Comprehensive Guide for Modern Accounting Firms
    2024/11/11

    "If you want to understand your pricing, I need to know what your service packages are. If you want to understand how you're going to onboard a client, I need to know what your service package is." - Adam Hale


    The finer details of this episode:
    ● Importance of service packages for accounting firms, focusing on clarity in offerings, pricing, and alignment with target client segments to enhance relevance and value.

    ● Structuring service packages using a "small, medium, large" model to cater to different client needs, manage resources, and improve client onboarding and communication.

    ●Overcoming challenges in creating service packages, including transitioning existing clients, ensuring pricing transparency, and utilizing technology like AI tools for development.

    Episode resources:
    ● Summit Virtual CFO by Anders website: https://www.summitcpa.net/
    ● If you have questions or would like to be a guest on the show, email us at mcpasuccessshow@anderscpa.com
    ● Check out the Virtual CFO Playbook Course: https://vcfoplaybook.summitcpa.net/

    Timestamps
    Welcome to the Modern CPA Success Show (00:00:00)
    Introduction to the podcast's mission and focus on innovative accounting insights.

    Discussion on Service Packages (00:00:22)
    Tom and Adam explain the importance of service packages for CAS and CFO services.

    Clarity in Deliverables (00:00:50)
    Emphasis on the need for clarity in service delivery through defined service packages.

    Marketing and Client Attraction (00:01:51)
    Aligning service packages with target client demographics for effective marketing.

    Access and Time Considerations (00:02:46)
    Discussion on the importance of access frequency in determining service package pricing.

    Team Understanding of Packages (00:04:48)
    How defined packages help team members understand client onboarding and service delivery.

    Pricing and Scope Management (00:05:04)
    The role of service packages in managing client expectations and pricing structures.

    Refining Onboarding Processes (00:06:40)
    Importance of revisiting service packages during onboarding to clarify responsibilities.

    Promoting the Virtual CFO Playbook (00:07:02)
    Advertisement for the Virtual CFO Playbook and its benefits for accounting firms.

    Psychology of Package Creation (00:07:44)
    Discussion on why many firms hesitate to create service packages and how to overcome this.

    Overcoming Writer's Block (00:08:39)
    Tom and Adam share insights on getting started with service package development.

    Client-Centric Package Development (00:10:05)
    Strategies for brainstorming and organizing service packages based on client needs.

    Learning from Other Firms (00:11:05)
    Encouragement to review other firms' packages for inspiration without copying directly.

    Transitioning to New Packages (00:12:11)
    Advice on implementing new service packages without alienating existing clients.

    Testing New Packages (00:12:41)
    The importance of prospectively evaluating service packages and client relationships.

    Initial Pricing Transparency (00:13:52)
    Benefits of presenting clear pricing options during the initial client call.

    Utilizing AI in Package Development (00:16:13)
    Exploration of using AI tools to brainstorm and refine service packages.

    Continuous Package Improvement (00:16:47)
    Encouragement to regularly update service packages to meet evolving client needs.

    Closing Remarks (00:17:04)
    Final thoughts on the importance of service packages and an invitation for further discussion.
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    18 分
  • Spooktacular Showdown: A Halloween Movie Draft Special

    Spooktacular Showdown: A Halloween Movie Draft Special
    2024/10/31

    In this special episode of The Modern CPA Success Show, four speakers with Halloween-themed personas—Jamie Nightmare, Hannah Hexed Hood, Adam Haunted Hale, and Joey Killing Kenny—engage in a lively draft-style discussion about their favorite Halloween movies. Jamie, the enthusiastic host, sets the stage and outlines the draft rules. Hannah humorously admits her limited horror movie experience, while Adam and Joey share their deep knowledge and personal anecdotes. The conversation is filled with playful banter and passionate debates as they each select and defend their top horror film picks, creating an engaging and entertaining Halloween-themed episode.
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    47 分
  • How Client Accounting Services Are Redefining the Role of Accountants in Business Growth

    How Client Accounting Services Are Redefining the Role of Accountants in Business Growth
    2024/10/28
    "They swapped out ‘accounting’ for ‘advisory’ in CAS, but I still believe it’s 'client accounting and advisory services.' At scale, especially with small businesses, it’s hard to separate the two. You need a foundational understanding of their accounting model to help architect it in a way that truly tells their story." – Adam Hale The finer details of this episode:The shift from compliance work to advisory roles in accounting.Differences between traditional accounting firm structures and mature CAS practices.Importance of leveraging resources and delegating tasks within accounting firms.Financial metrics and profitability considerations in CAS practices.The concept of selling access rather than time in service pricing.The role of regular meetings in managing client expectations and scope creep.Adoption of a corporate-like structure for improved efficiency and adaptability.The impact of a subscription model on client relationships and service delivery.Strategies for accounting firms to remain competitive in a changing industry.Episode resources:● Summit Virtual CFO by Anders website: https://www.summitcpa.net/● If you have questions or would like to be a guest on the show, email us at mcpasuccessshow@anderscpa.com● Check out the Virtual CFO Playbook Course: https://vcfoplaybook.summitcpa.net/ Timestamps:Welcome and Introduction (00:00:00)The host introduces the podcast and its mission to provide insights for accounting firms.Overview of CAS (00:00:22)Tom and Adam discuss Client Accounting Services (CAS) and advisory services, highlighting their significance.Defining CAS (00:00:46)Adam explains the evolution of CAS from "Client Accounting Services" to "Client Accounting and Advisory Services."Importance of Accounting in CAS (00:01:02)Adam emphasizes understanding accounting models for effective advisory services, especially for small businesses.Traditional vs. CAS Structures (00:01:52)Discussion on differences between traditional accounting firms and mature CAS practices, focusing on corporate structure.Leveraging Resources in CAS (00:02:06)Adam talks about the importance of leveraging resources and delegating tasks for scaling CAS practices.Transitioning from Traditional Models (00:03:29)Tom shares challenges faced by accounting firms transitioning from traditional models to more scalable structures.Financial Metrics in CAS (00:04:35)Adam discusses financial metrics, contrasting traditional firm profitability with CAS models and their structures.Understanding Profit Margins (00:06:19)Tom and Adam analyze profit margins in CAS compared to traditional firms, aiming for higher profitability.Building Client Relationships (00:09:24)Tom highlights the importance of long-term relationships with clients for smoother operations and better service.Delegation and Offshoring (00:10:06)Discussion on the necessity of delegating work and utilizing offshore teams to enhance efficiency.Measuring Performance in CAS (00:11:59)Adam explains the shift from traditional hourly metrics to responsibility-based performance measures in CAS.Book of Business Targets (00:12:57)Tom and Adam discuss the importance of setting clear book of business targets for team members.Compensation Structure in CAS (00:13:39)Adam outlines how compensation structures differ in CAS, focusing on book of business rather than hours worked.Efficiency Over Hours (00:16:32)Tom advocates for valuing efficiency and client satisfaction over the number of hours worked.Promoting the Virtual CFO Playbook (00:17:33)An unnamed speaker promotes a virtual CFO playbook aimed at helping firms scale and improve client experience.Selling Access in Advisory Services (00:18:30)Tom and Adam discuss the concept of selling access in high-level advisory services, shifting the value proposition.Access to Advisory Services (00:18:51)Discussion on the unpredictability of advisory work time and the subscription model for client access.Managing Client Expectations (00:19:41)Strategies for addressing scope creep through scheduled meetings and clear communication with clients.Rethinking Practice Structure (00:20:20)Encouragement to adopt innovative practices beyond traditional models for growth and efficiency.Corporate Structure in Accounting (00:20:31)Exploring the benefits of a corporate-like structure in accounting practices for better resource sharing.Closing Remarks and Resources (00:21:01)Invitation to visit the website for more tips on achieving success in modern CPA firms.
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    21 分
  • Unlocking Profitability: Embrace Advisory Services and Client-Centric Solutions with Simon Severino

    Unlocking Profitability: Embrace Advisory Services and Client-Centric Solutions with Simon Severino
    2024/10/14
    “If you're only working in the business, you're doing it wrong. Cut your activities in half. You have to free up time to think about the business, to work on the business.” – Simon SeverinoThe finer details of this episode:• Transition from traditional tax-based practices to advisory-oriented services in accounting.• Challenges faced by accounting firms in defining and marketing their services.• Importance of understanding client needs and delivering tailored solutions.• Decoupling time from value in professional services to enhance profitability.• Strategies for effectively packaging and pricing advisory services.• The role of marketing in differentiating accounting firms in a competitive landscape.• Implementing structured approaches like "Strategy Sprints" for business growth.• Identifying operational constraints and improving processes for better service delivery.• Building long-term client relationships to foster loyalty and satisfaction.• Emphasizing the need for continuous improvement and agile responses to market demands.Episode resources:● Summit Virtual CFO by Anders website: https://www.summitcpa.net/● If you have questions or would like to be a guest on the show, email us at mcpasuccessshow@anderscpa.com● Check out the Virtual CFO Playbook Course: https://vcfoplaybook.summitcpa.net/● Check out Strategy Sprints here: https://www.strategysprints.com/Timestamps:Introduction to the Podcast (00:00:00)Overview of the podcast's mission to provide insights on accounting firms' growth and innovation.Guest Introduction (00:00:22)Co-host introduces Simon Severino, highlighting his expertise and the challenges accounting firms face.Simon's Background (00:01:29)Simon shares his non-linear career path, emphasizing his passion for market strategy and problem-solving.Transitioning to Advisory Services (00:03:09)Discussion on the shift from tax-based practices to advisory services in accounting firms.Decoupling Time from Value (00:05:14)Simon explains the importance of separating time spent from the value delivered to clients.Client Example: Cash Flow Reporting (00:06:15)Illustration of how an accounting firm expanded services and improved profitability through automation.Challenges in Changing Mindsets (00:08:54)Discussion on the difficulty accountants face in shifting their perception of time-based billing.High Margins of Advisory Services (00:09:31)Simon highlights the significant profit margins in advisory services compared to traditional services.Understanding Entrepreneurial Needs (00:10:51)Exploration of what entrepreneurs truly need from their accounting services and reports.Importance of Advisory in Cash Flow (00:12:40)Discussion on the necessity of advisory services in helping clients interpret cash flow reports.Strategic Value of Consulting (00:13:37)Simon emphasizes the value of being a sparring partner for clients in decision-making.Subscription-Based Services (00:14:45)Discussion on how subscription models can help disconnect time from billing in professional services.Impact of AI on Professional Services (00:15:58)Simon discusses the challenges posed by AI in the financial services sector and competition.Marketing on LinkedIn (00:17:16)Emphasis on the importance of LinkedIn for professional services and strategies to gain mindshare.Mindshare and Marketing Strategies (00:19:59)Simon discusses the need for consistent marketing efforts to stay top of mind with clients.Common Marketing Mistakes (00:20:51)Simon identifies common pitfalls accounting professionals face when starting their marketing efforts.Responsibility for Marketing (00:21:46)Discussion on the necessity of assigning dedicated roles for marketing within accounting firms.Introduction to Strategy Sprints (00:22:50)Discussion on the importance of external presence in accounting firms.Client Satisfaction and Acquisition (00:22:59)The roles of team members in ensuring client satisfaction and bringing in new clients.Defining Strategy Sprints (00:23:14)Overview of what a strategy sprint entails and its focus on key activities.Creating Client Flywheels (00:23:52)Strategies for generating more work from existing clients through enthusiastic moments.Distribution Flywheels (00:25:06)Methods for creating compelling content and building a pipeline of ideal clients.Defining the Ideal Client (00:26:08)Importance of identifying and sticking to an ideal client profile for long-term success.Measurement in Strategy Sprints (00:27:17)The significance of measuring activities weekly to determine effectiveness.Reclaiming Time (00:28:17)How identifying ineffective activities can help reclaim valuable time in business operations.Focus Card Metrics (00:28:40)Using the focus card to track three key metrics every week for better results.Scientific Approach to Business Growth (00:29:55)Implementing a scientific method for testing and validating business strategies.Client Onboarding and Constraints (00:31:07)Identifying ...
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    44 分
  • Mastering Excel: Essential Skills and Strategies to Boost Efficiency with Jeff Lenning

    Mastering Excel: Essential Skills and Strategies to Boost Efficiency with Jeff Lenning
    2024/09/30
    “I love Excel. It's helped me save so much time over the years, and when I began thinking about Excel more like an employee that I can delegate stuff to, it helped me save an incredible amount of time.” – Jeff LenningThe finer details of this episode:• Strategies for leveraging Excel to improve efficiency• Continuous learning and development in Excel• Common pitfalls and challenges in Excel usage• Mindset shift from "if" to "how" in using Excel• Role of AI in enhancing Excel skills• Structure and offerings of Excel University• Key Excel functions and features for accountants• Real-world applications and case studies using Excel• Importance of presentation skills in Excel reportingEpisode resources:● Summit Virtual CFO by Anders website: https://www.summitcpa.net/● If you have questions or would like to be a guest on the show, email us at mcpasuccessshow@anderscpa.com● Check out the Virtual CFO Playbook Course: https://vcfoplaybook.summitcpa.net/● Connect with Jeff here: https://www.linkedin.com/in/jefflenning/● Check out Excel University here: https://www.excel-university.com/tipsTimestamps:Introduction to the Episode (00:00:00)Overview of the podcast's mission to provide insights on innovative tools and strategies in accounting.Guest Introduction (00:00:22)Tom introduces Jeff, a Microsoft MVP and founder of Excel University, highlighting his career background.Why Excel University? (00:01:18)Jeff explains his passion for Excel and how it transformed his workflow efficiency.Continuous Improvement in Excel (00:02:27)Discussion on the iterative process of optimizing Excel workbooks for efficiency and accuracy.The "Last Year" Trap (00:04:06)Jeff addresses how accountants often stick to familiar methods without seeking improvements.Mindset Shift in Excel Usage (00:05:53)Jeff shares his approach of asking "how" instead of "if" when automating tasks in Excel.Learning with AI Tools (00:07:00)Jeff discusses the benefits of using AI to enhance Excel skills and troubleshoot formulas.Excel University Experience (00:09:02)Overview of the structured learning approach at Excel University, focusing on sequential knowledge building.Continuing Education Credits (00:11:44)Information on CPE credits offered through Excel University’s programs.Focus on Presentation Skills (00:12:11)Discussion on improving both functionality and presentation of Excel reports for better client communication.Charting in Excel (00:14:16)Tom and Jeff discuss the challenges of formatting charts in Excel for effective presentations.Key Excel Functions for Accountants (00:15:25)Jeff highlights essential Excel functions that every accountant should master.Power Query's Benefits (00:16:59)Jeff explains how Power Query automates data processing, saving time and improving efficiency.Real-Time Data Refresh (00:18:07)Benefits of using Excel for live updates during client meetings, enhancing responsiveness.The Impact of Spreadsheets (00:19:01)Discussion on the historical significance of spreadsheets in making personal computers indispensable.Microsoft's Ongoing Investment in Excel (00:19:51)Discussion on Microsoft's continuous updates and new features in Excel.Learning Excel Functions (00:20:17)Importance of learning new Excel functions beyond the basics through courses and online resources.YouTube Channel Promotion (00:20:38)Jeff shares his YouTube channel for quick Excel tips and updates.Searching for Excel Functions (00:21:06)Common issue of not knowing advanced functions like Power Query and XLOOKUP.Benefits of XLOOKUP (00:22:00)Explanation of XLOOKUP as a more resilient alternative to VLOOKUP.Excel University Audience (00:22:28)Overview of diverse student demographics, including CPAs and accounting professors.Student Confidence Boost (00:23:49)Feedback on how Excel training increases students' confidence in interviews.Underestimating Excel's Importance (00:24:33)Discussion on college students' misconceptions about Excel's relevance in their careers.Using Excel for Client Projects (00:25:35)Example of using Excel to model client scenarios and decision-making.Introverts and Problem Solving (00:25:48)Jeff shares his enjoyment of solving problems with Excel as an introvert.Google Sheets vs. Excel (00:26:27)Comparison of Google Sheets and Excel for collaborative work.Sharing Documents in Google Sheets (00:27:39)Discussion on the ease of sharing documents in Google Sheets compared to Excel.Gateway Computers Experience (00:28:25)Jeff reminisces about working at Gateway Computers and its rapid growth.Gateway's Growth Challenges (00:29:28)Stories of Gateway's ongoing expansion and the challenges faced.Excel Training at Gateway (00:31:08)Jeff's initial experience teaching Excel at Gateway's training centers.Role of Excel in Career Progression (00:32:53)Discussion on how various roles contributed to Jeff's Excel expertise.Daily Excel Usage (00:34:38)Jeff explains his daily engagement with Excel and content development.Office...
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    42 分
  • Tips for Building a Firm Worth Growing: Ideal Clients and Strong Networks with Michael Clarke

    Tips for Building a Firm Worth Growing: Ideal Clients and Strong Networks with Michael Clarke
    2024/09/16
    “The smartest people in the world know where their expertise ends and someone else's begins. We all need to understand that because if we're on the right team, everybody wins.” – Michael ClarkeThe finer details of this episode:• Transitioning from individual-centric practices to sustainable business models in professional services.• Importance of teamwork and collaboration among professionals serving the same clients.• Common mistakes made by professional service providers in managing their firms.• Strategies for building trust and effective communication with clients.• The significance of understanding and targeting ideal clients for growth.• The role of support staff in enhancing client relationships and operational efficiency.• The concept of “trust compression” and its impact on client onboarding and retention.• Emphasizing education and clear communication in the advisory process.• The value of networking and continuous learning for professional development.Episode resources:● Summit Virtual CFO by Anders website: https://www.summitcpa.net/● If you have questions or would like to be a guest on the show, email us at mcpasuccessshow@anderscpa.com● Check out the Virtual CFO Playbook Course: https://vcfoplaybook.summitcpa.net/● Connect with Michael here:● Check Protection Point Advisors out here: https://www.protectionpointadvisors.com/advisors/team/mike-clarke/ Timestamps:Welcome and Introduction (00:00:00)The host introduces the podcast and its mission to provide insights for accounting firms.Guest Introduction (00:00:22)Adam shares his thoughts on the upcoming discussion with guest Michael Clarke and his book.Michael Clarke's Career Journey (00:01:40)Michael discusses his background in the insurance industry and the founding of Protection Point Advisors.Overview of "A Firm Worth Building" (00:03:03)Michael explains the motivation behind his book and the lessons learned from his mistakes.Transitioning from Individual Practice to Business (00:04:13)Michael emphasizes the importance of moving from individual-centered practices to sustainable business models.Building Relationships with Other Professionals (00:06:03)Michael highlights the value of collaboration between professionals to enhance client service.Common Mistakes in Firm Management (00:09:21)Michael identifies key mistakes professionals make, such as being the center of their practice.Practical Lessons in the Book (00:12:12)Adam asks Michael to share one crucial lesson from his book on managing professional firms.Understanding Trust Compression (00:12:50)Michael introduces the concept of trust compression and its significance in client relationships.Education as a Key Element (00:15:27)Michael discusses the importance of educating clients to build trust and improve service quality.Applying Trust Compression Beyond Onboarding (00:17:59)Michael suggests ways to apply trust compression in various processes, not just onboarding.Making Client Interactions Painless (00:19:01)Michael stresses the need to solve client problems while making the process as painless as possible.Good Growth Explained (21:22)Michael discusses the concept of "good growth" and why professionals struggle with it.Identifying Ideal Clients (22:48)He emphasizes the importance of knowing your ideal clients to avoid bad growth.Balancing Growth and Client Quality (23:35)The speakers discuss the challenge of balancing client acquisition with maintaining quality.Building a Reliable Referral Network (25:09)Michael shares insights on developing a trustworthy referral network for business growth.Creating Effective Partnerships (27:34)He explains how partnerships can enhance client services and improve business outcomes.Edifying Team Members (32:21)Michael stresses the importance of building up colleagues to foster trust and collaboration.Managing Client Growth (33:17)Discussion on the common belief of firing low-priced clients to make room for better ones.Building What Should Exist (39:43)Michael defines his philosophy of creating optimal solutions for client care within CPA firms.Practical Changes in Practice (00:41:08)Discusses how professionals can implement small, incremental changes rather than overhauling their entire practice.Importance of Support Staff (00:41:58)Emphasizes the role of support staff in making professionals look good and the need to value them properly.Learning to Manage (00:42:41)Michael reflects on his journey to becoming a better boss and the importance of self-improvement.Transitioning from Doing to Managing (00:43:12)Highlights the urgency for professionals to transition from doing the work to effectively managing their business.Collaborative Learning in Networks (00:44:48)Michael advocates for joining networks to learn from peers and create a collaborative environment for growth.Inspiration and Continuous Learning (00:46:05)Encourages surrounding oneself with inspiring individuals and cultivating a habit of reading for ...
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    47 分