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1. Ibanez ruling set precedent for right of CPAs to advertise dual credentials  

BY Michael Buddendeck, Esq., and Andrea Short, Esq.
This June marked the 20th anniversary of a U.S. Supreme Court ruling that remains of interest to the accounting profession because the litigants included a state board of accountancy and a dually credentialed attorney advertising that she was both a CPA and an attorney. In Ibanez v.

2. Raising rainmakers  

BY Lynne Waymon, André Alphonso and Pamela Bradley
After years of intense technical training, many CPAs find it difficult to turn their attention to the new role of cultivating clients and attracting referrals. Firms can put strategies in place that teach up-and-coming talent how to look beyond a compliance mindset and uncover the strategic opportunities that lead to new business.

3. Landing more referrals  

BY Lee Frederiksen, Ph.D.
Referrals are a key to building an accounting practice. Research conducted by marketing consultants Hinge found that 87% of clients turn to referrals first when looking for an accountant and that 76% of clients are “very likely” to recommend their accounting firm to others. Here’s how to get satisfied clients to become active referrers.

4. Revitalize Your Firm's Marketing Strategy  

BY Gordon G. Andrew
If you think there is room for improvement in your accounting firm’s marketing and sales effort, you’re in good company. A recent study by Broderick & Co., consisting of in-depth interviews with leaders representing 130 well-known professional services firms in accounting, law, executive search, management consulting, architecture, financial services and advertising, suggests that firms are seeking a higher return on their investment in marketing and sales.

5. Are You Linked In?  

BY Caroline O. Ford, CPA, Ph.D. and Justin Lim
While LinkedIn provides benefits particularly helpful for accountants, it is important to review all that a free, basic LinkedIn account offers. From profile creation to making connections and recommendations, LinkedIn tools can benefit users in any profession. CREATING AN ACCOUNTGetting started with LinkedIn begins with visiting linkedin.com to create a professional profile as shown in the screenshot at right.

6. How to Stand Out in Today's Marketplace  

BY ALEXANDRA DEFELICE
The Institute has developed a multiyear marketing campaign to differentiate CPAs from other tax preparers. The initiative includes a set of tools to help members promote the value of CPA providers of tax services and to distinguish them from their competitors, and a comprehensive tax website for consumers with dynamic content and interactive functionality.

7. SBA Warns Small Businesses of Scams to Help Obtain Government Loans   WebExclusive

The U.S. Small Business Administration (SBA) warned that the agency has received several complaints from small businesses about abusive marketing practices, scams and exorbitant fees charged by companies offering to help businesses get a loan, grant or other federal funds from the SBA. Complaints received by the SBA’s Office of the Inspector General (SBA OIG) include: Companies charging small businesses high fees to provide assistance applying to SBA funding programs.

8. Grow and Thrive  

BY ALEXANDRA DEFELICE
What are you doing to grow your practice? How can you help your clients become more profitable? Use the following tips to redefine the services you provide clients, and look for additional opportunities to develop new revenue sources: Conduct a self-assessment. Ask yourself what you are passionate about.

9. Retain Clients and Help Them Recover  

BY LARRY BILDSTEIN, CPA
The economy may be on the road to recovery, but typical clients still face uncertainty. Recently, I asked a friend how business was going, and he dryly responded that even the customers who have no intention of paying are not buying. Not all of your clients may be struggling this badly, but most are likely feeling the impact of reduced consumer spending, budget deficits, financing uncertainty and a volatile stock market.

10. CPA Firms Name Their Top Issues   WebExclusive

For the first time in several years, staffing is not the most pressing concern for many CPA firms, according to information released in the PCPS CPA Firm Top Issues Survey. Instead, client retention dominates the list, suggesting that “the weakened economy has shifted CPAs’ concerns from staffing to client retention,” says Jim Metzler, AICPA vice president, small firm interests.
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