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1. Bringing in more clients  

BY Ivy Lynn Defino
Networking and visibility are key to building any CPA firm. To establish their brand in the community, CPAs must find the business development approaches that best suit their individual style. The following steps will help them pave their own business development path: Overcome the urge to be the worker bee.

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. Accounting across borders  

BY Yasmine El-Ramly, CPA/CITP
More than 6 million U.S. citizens live in other countries. Those Americans, and expatriates who reside in the United States, require a variety of tax and related services. At the same time, no matter what size the organization, more and more businesses are looking across borders to expand their prospects.

4. How to start and run a mentoring program   CPEDirect

BY Jeff Drew
Paul Martin had a lot more questions than answers when he started as a staff accountant at Apple Growth Partners. At the top of the list: Where did he want to go with his career in public accounting? “I didn’t know what path to take,” he said. Martin found direction in the mentoring program at Apple Growth, a 90-employee firm based in Akron, Ohio.

5. 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.

6. How to network and find new clients across borders  

BY Sabine Vollmer
Companies increasingly are investing across borders. That includes foreign companies establishing operations in the United States or Canada. The North American investments require accounting and tax services, making foreign companies potential new clients for North American accounting firms.But what is the best way to network across borders and attract these potential clients? Can social media help limit international travel, keep business development costs down, and save time? The JofA sought answers to these questions from three experts: Douglas Ng, CA, a partner who specializes in international business development for Canadian accounting firm MNP LLP; Hideo Takada, CPA,

7. Tackling the top issues  

BY Jeff Drew
For many, if not most, accounting firms, the quest to survive the Great Recession and its aftermath has ended. The focus now is on growth. That’s one of the overarching themes derived from the 2013 Private Companies Practice Section (PCPS) CPA Firm Top Issues survey, which found that accounting firms of all sizes are strongly pursuing new clients while also turning their attention back to finding and retaining qualified staff.

8. How to open new doors by closing your office  

BY Jeff Drew
Virtually no one who has leased office space has enjoyed writing that rent check every month. It might have been satisfying at first, when the firm or company was young and having an office was a sign of progress, but watching money go into a landlord’s pocket inevitably gets old.

9. Mergers emerge as dominant trend  

BY Joel Sinkin and Terrence Putney, CPA
Powerful forces are transforming the accounting profession in the United States. The Baby Boomers are heading into their retirement years. Baby Boomer CPAs are in charge of most U.S. accounting firms. And most U.S. accounting firms don’t have a signed succession or practice-continuation plan in place. These realities are rewriting the rules for U.S.

10. Staffing, succession emerge as top CPA firm concerns   WebExclusive

BY Jeff Drew
Succession planning and staffing joined new client acquisition and dealing with the complexities of rapidly changing tax regulations as the top issues facing U.S. accounting firms, according to an AICPA survey released Tuesday. The 2013 Private Companies Practice Section (PCPS) CPA Firm Top Issues survey found evidence that CPA firms are moving out of survival mode and into a mindset focused on growth.
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