Practice growth & client service

ANNETTE SCHUMACHER BARR, CPA, is a technical manager in the AICPA professional standards and services division. Ms. Schumacher Barrs views, as expressed in this article, do not necessarily reflect the views of the AICPA. Official positions are determined through certain specific committee procedures, due process and deliberation. Each year, the

Partners and firm managers often underestimate the value marketing contributes to a CPA firm’s bottom line. Therefore, as a firm marketing director, it is imperative that you implement steps to track your marketing programs’ results and consider creative ways you can communicate those results to management. Not only is this

Interim fieldwork We conduct the interim fieldwork phase before yearend. At the conclusion of this phase, we meet with the board of directors audit committee to discuss any matters of audit concern and finalize arrangements for the next phase. During this phase we perform selected audit procedures, such as A

The Goods Organize Information in a Flexible Database C PAs handy with spreadsheets often use them to perform double duty as databases. However, while a spreadsheet can run some database functions, it cannot successfully tackle major, complex database jobs. The askSam database, which resembles a word processor, is good news

Setting a tone—literally and figuratively—for a practice. An Old-Fashioned Web Site By  RICHARD J. KORETO   I ts just a small firm in a small town by a bayou in Louisianas cotton country. In its 25 years the firm had not offered high-tech services; it was mostly tax with some

Age-old questions answered with the technology of the future. The $19.95 Engagement By  Richard J. Koreto   T imothy C. Stewart has given consulting a new twist by signing up clients he may never speak with. Small business owners can visit his Internet site and, for a one-time fee of

Ten tips for producing a video about your firm. Marketing Clinic By  Lyne P. Manescalchi   A ccounting firms across the nation are developing new marketing strategies to differentiate their firms from the rest. For example, most CPA firms are racing to set up their own Web sites to market

Make your corporate sponsorship work for you. Marketing Clinic By   J. Carter Thomas   J. CARTER THOMAS is president of Market Development Resources, a Dallas marketing consulting and services firm. W ith $4,000 to contribute, would you rather your firm be the main sponsor of a health agency’s gala

Who you know matters when getting out the word about a new practice. Marketing Close to Home By   Anita Dennis, a Journal contributing editor.   EXECUTIVE SUMMARY WHEN STARTING A NEW FIRM, many practitioners make the mistake of trying to be all things to all people. Angela Williams, a

Hiring pros to help you win new clients. Marketing Clinic By   Colette Nassutti   Colette Nassutti is a consultant to accounting, law and other professional services organizations. She is the author of Turning Sales Over to the Pros: Fourteen CPA Firms Share Their Experiences , which was issued by

A CPA looked beyond the numbers for a great opportunity. An Online Image Campaign T he Web site of Schwartz Cohen & Co. in Phoenix contains articles by its partners and a description of the firms business valuation services. It provides links useful for accountants, such as Internal Revenue Service

Developing the right brochure for your firm Marketing Clinic By   John C. Thomas   JOHN C. THOMAS is the president of Market Development Resources, a Dallas marketing consulting and services firm. C PAs often spend thousands of dollars and several months developing brochures that prospective clients glance at and

A CPA who isnt afraid to stand alone builds a solo practice in New York City. Marketing Close to Home Anita Dennis is a Journal contributing editor. EXECUTIVE SUMMARY A SOLE PRACTITIONER in New York City has built a profitable practice by using low-level services, such as bookkeeping, as a

New technology helps the older client. A Practical Site Reaps Marketing Rewards I t was not Karen Stevenson Browns intention to create a Web site to market her practice, which consists mostly of elder care consulting. Two years ago she started a Web site to create links to the few