Archive for the ‘On My Mind’ Category

Thursday, February 13th, 2020

Every Firm is Hiring

It is common knowledge in the profession of public accounting, every firm is hiring.

They are looking for top, young talent. It seems every firm is looking for the exact same candidates.

Here’s something from Peter F. Drucker that you should think about:

“Determine whether your organization is betting on young people, older people, or immigrants. Make sure you have a plan for the gradual decrease in the youth market and the increase in newcomers and the aged.” – Peter F. Drucker

What is your plan for the future? If you are a partner, you should be developing two talented people to replace you. That should be your number one priority. Or, your partner group needs to admit that selling-out or merging-up are on the horizon.

Either way, you must have an attractive culture and be progressive and efficient. No one wants a firm that is not thriving and growing.

  • The best way to predict the future is to create it.
  • Peter F. Drucker

Wednesday, February 12th, 2020

Is It Time To Actually Retire?

In yesterday’s blog post I mentioned that I had recently re-read Tuesdays with Morrie.

One of Morrie’s wise sayings was:

“Don’t let go too soon, but don’t hang on too long.”

He was talking about life. To me, because I have worked with so many Baby Boomer CPAs over the years, it is something that applies to their retirement.

Many are in denial about retirement. They plan to work until they drop. Very short-sighted, indeed. There is so much more to experience if you wish it so.

Several situations I know about involve partners retiring but they do not quit working at the firm.

A couple of others involve 80-somethings continuing to come into the office even though they are not able to use the technology any longer.

My advice: Don’t hang on too long.

 

  • It's not too late to develop new friendships or reconnect with people.
  • Morrie Schwartz

Tuesday, February 11th, 2020

What Are You Reading?

Even if you are always busy, find time to read. Of course, read the most beneficial and motivational business books. But, don’t stop there. Read for enjoyment and meaning.

While on a winter get-away, I found a copy of Tuesdays With Morrie in the villa we rented. I’m sure you have heard of it. I hadn’t read it in years so I re-read it. It’s an easy read.

Here is just one takeaway:

“Find someone to share your heart, give to your community, be at peace with yourself, try to be as human as you can be.”

If you are “too busy” to read the book, read these 14 inspiring quotes.

  • If you really want it, then you’ll make your dream happen.
  • Morrie Schwartz

Thursday, February 6th, 2020

Quit Making Excuses

“Never make excuses. Your friends don’t need them and your foes won’t believe them.” – John Wooden

When talking with accounting firm owners and working with new clients I often hear lots of excuses when I suggest new ways to do things and the importance of keeping up with current trends in the CPA profession. I hear “Yes, but…” over and over again.

I hear:

  • Yes, we have heard other firms are doing that, but at our firm…..
  • Yes, we tried closing on Fridays, but….
  • Yes, we thought about allowing more people to work remotely, but…
  • Yes, as partners, we know we could delegate more to our staff, but….
  • Yes, the partners want to do paperless billing, but….
  • Yes, all of our partners agree that the managing partner needs to delegate more clients to other partners, but….
  • Yes, we would love to have more female partners, but….
  • Yes, we need some up-and-comers, but……
  • Yes, we have some below-average performers, but….

Are you thinking and saying, “Yes, but…” too often?

  • Ninety-nine percent of all failures come from people who have a habit of making excuses.
  • George Washington Carver

Tuesday, February 4th, 2020

Consequences

“Unresolved offenses become excuses for poor performance.” – Leadership Freak, Dan Rockwell

Leaders in CPA firms often establish rules and guidelines for employees of their firm. Then, when someone ignores the rules/guidelines what happens? Usually, nothing!

At a full team meeting, the managing partner introduced a new rule – something about documentation. One experienced manager asked THE question, “What are the consequences if people ignore this step?” The leaders basically side-stepped the question.

One time an experienced Director of Technology in a firm said to me, “We adopt guidelines but we actually manage by exception.”

Ignoring offenses says volumes about your leadership style. Addressing an offense doesn’t always mean some sort of punishment. You can forgive an offense but don’t ignore it.

 

  • When you can’t resolve offenses, YOU become toxic. The Dead Sea is dead because it hangs on to everything.
  • Dan Rockwell

Thursday, January 30th, 2020

If I Retire What Will I Do?

“Farming looks mighty easy when your plow is a pencil and you’re a thousand miles from the cornfield.” – Dwight D. Eisenhower

The Baby Boomer partners in accounting firms are facing a dilemma. The big question is what to do once they retire.

This challenge causes many to simply ignore retirement and just continue working. Many actually have a great fear of retiring. They picture retirement as spending time around the house and irritating their spouse. The spouses fear this, too! You can only play so much golf.

Because they have put in so many long hours at work during the last 35 years, they haven’t developed many hobbies or other interests outside of the CPA profession.

Stop and think about it. Most CPAs nearing retirement have been involved in numerous community and charitable organizations throughout their careers. They have become very interested in, and actually developed a great passion for, some of those organizations. Devoting time to causes you care about can be an opportunity for many productive years ahead.

WalterLynnJr.LR_-1-720x400I have a wonderful example. One of my former clients and a good friend, Walter Lynn merged his successful CPA practice into another firm a few years ago. While he did stay involved for the appropriate amount of time, he began furthering his strong interest in agriculture and ranching into a great passion – soil! Yes, soil and how the health of our country’s soil should be a greater concern to all of us.

He met numerous, high-profile researchers and experts and his involvement continued to grow and keep him busy doing something he thoroughly enjoyed.

Here’s what happened recently:

In response to an overwhelming demand for regenerative agriculture education and consulting services, Understanding Ag, LLC (UA), today announced the appointment of Walter Lynn, Jr. as its Chief Executive Officer.

Read the full press release here. I am so proud of Walter for taking on something that is so much bigger than grinding out his senior years in tax season after tax season. What are you going to do?

  • Let us not forget that the cultivation of the earth is the most important labor of man. When tillage begins, other arts will follow. The farmers, therefore, are the founders of civiliation.
  • Daniel Webster

Tuesday, January 28th, 2020

Ask Your Clients For Help

“There is only one boss. The customer. And he can fire everybody in the company from the chairman on down, simply by spending his money somewhere else.” -Sam Walton

One popular question on any CPA firm client survey has told us that your best clients want to help you get more clients.

The survey question: Have you ever recommended us to any of your business friends/associates? The one answer we most often get is, “No one at the firm has ever asked me for referrals.”

You will be talking with so many clients during the next couple of months. Ask them if they are happy with your services and if you are meeting their expectations. Then, take the opportunity to ask them to recommend you to their friends and acquaintances. If you are providing awesome client service, they will be more than happy to talk about your firm to others.

Simply ask, “If you have been pleased with the service we provide, would you be willing to recommend us to others?” Hopefully, they are pleased!

  • Satisfaction is a rating. Loyalty is a brand.
  • Shep Hyken

Wednesday, January 22nd, 2020

Holding Everyone Back

“Productivity is being able to do things that you were never able to do before.” – Franz Kafka

I have seen it many, many times. You have seen it inside your own firm. Certain people simply opt-out of learning new processes, procedures and new technology. They do things the way they have always done them.

I used to recommend that you ignore them, work around them and take the majority of your people forward. Don’t let one person sink the whole ship. I don’t want you to make it easy for these non-compliant people. If they can’t keep up, don’t make another person do the work for them.

This often happens with older partners and especially with owners who have supposedly retired but continue to work at the firm. They will definitely have difficulty keeping up with the firm technology and usually expect an admin person or some other staff to “take care of them.”

All this came to mind because of a recent tweet by my good friend, Dustin Hostetler (@Flowtivity). Here’s his tweet and I agree!

Firms are not maximizing their technology investment until all team members are embracing the technology. Having workarounds for certain individuals because they don’t know how to use it (or won’t learn) to perform their function of the process holds everyone back.

  • The critical ingredient is getting off your butt and doing something. It's as simple as that. A lot people have ideas, but there are few who decide to do something about them now. Not tomorrow. Not next week. But today!
  • Nolan Bushnell

Wednesday, January 15th, 2020

The “Save the Day” Person

“Some heroes save the day. Other heroes keep the day from needing to be saved.” – from a Mark Sanborn tweet

When I read the above quote, I thought of CPA firm administrators. They are the unsung heroes inside so many successful and profitable accounting firms.

Top-notch firm administrators/practice managers keep the wheels turning, eliminate the hurdles and often “take a bullet” for the sake of the firm and the team.

The best part is, as noted in the above quotation, they keep the day from needing to be saved.

How much are you investing in your “Save the Day” person? Are you spending money to send them to the right conferences? Are you, as partners, standing firmly behind them as they take those daily bullets? Are you investing in their professional growth by providing a coach?

A successful firm administrator shields the partners from the daily grind.

  • Stones in the road? I save every single one, and one day I'll build a castle.
  • Fernando Pesssoa

Monday, January 13th, 2020

Keeping Your Clients Informed

“Absence of evidence is not evidence of absence.” – Carl Sagan

Recently, I wrote about doing unexpected and helpful things for your clients. I am always surprised by the number of CPAs I talk to who do not send a newsletter to their clients. I always think of that old saying, “out of sight, out of mind.” It applies to CPAs.

Use your newsletter software to also send important reminders to your clients. These reminders are certainly unexpected and helpful.

Here’s a great example from Snyder & Company in Lancaster, Ohio that I received last week:

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  • Friendship, like love, is destroyed by long absence, though it may be increased by short intermissions.
  • Samuel Johnson