Content by Bryce Sanders

on 12/17/14
You know who the Boomers are. Born between World War II and the Vietnam War, they are about 50-70 years old. If you aren’t a Boomer it’s likely your parents have that distinction. You...
on 11/24/14
It’s extremely difficult to prove a negative. Senior executives hauled into court and politicians on the hot seat find it almost impossible to prove they didn’t know or didn’t do...
on 11/13/14
Many accounting professionals are more comfortable with numbers than people, especially when those people can be arrogant, self-absorbed or liquored-up at a party. However, attending the right events...
on 11/06/14
The last weeks of the year are the calm before the storm for many accountants, as they prepare for the upcoming tax season. But it's also a time to grow your practice, as potential clients start...
on 10/29/14
You've done it all: become involved in your community, networked with other professionals, joined the boards of nonprofits and made presentations at business associations. You've raised your...
on 10/23/14
It's a funny thing about referral sources: As an accountant you top the list as a key referral source for so many other professions. Insurance agents and financial advisors are just two of the...
on 10/14/14
"I don't do business with friends." We've heard it. We've said it. This is often followed by: "You can't fire friends." Nevertheless, the saying: "People don...
on 10/06/14
You are a pillar of the community. Your friends know where you work and what you do. They ask for occasional free advice but rarely say: "Will you handle my taxes?" What's holding your...
on 09/26/14
Your friends probably have some idea of what you do, that you're an accountant and work with small businesses, or individuals, or in forensic accounting—or whatever your specialty is. But...
on 09/19/14
Financial advisors love accountants. They call, send mail, and want to buy you lunch. Their object is to cultivate you as a referral source. And you wouldn't mind a few referrals either. Also,...
on 09/11/14
There's more to life than work. Many professionals find themselves worshipping on weekends, saying thanks and being involved in the community. Can this lead to business? Yes—if you keep it...
on 09/04/14
Remember the Boy Scout Law? A scout is trustworthy, loyal, helpful, friendly, etc. It was a shopping list of virtues. Girl Scouts follow a similar list of desirable characteristics. Today, as a...
on 08/26/14
Accountants without a succession plan are hurting not only themselves but their clients as well. Here are seven ways to see your practice continues after you retire—some of them are better than...
on 08/20/14
Remember the old joke about the devil showing a guy around Hell? There were great parties, swimming pools, and sumptuous food. The guy liked what he saw, lived a bad life and went to Hell when he...
on 08/08/14
Accountants want successful people, like business owners, as clients. Getting them into a room and telling your story seems an efficient way to get your message across. But there's a problem:...
on 07/08/14
Everyone loses clients. You've seen the statistics. Clients and heirs often change accountants, attorneys, and advisors after a death or divorce. That's understandable. What about ongoing...
on 07/01/14
Social prospecting makes lots of sense. You can make the case for compartmentalizing your life and not having your business radar switched on 24/7, but it's a good idea to raise your visibility...
on 06/24/14
Every relationship—including business relationships—has a kite and a string: Sales and marketing people are the kites. Accountants are the strings. Someone has to rein them in, bring them...
on 06/10/14
Accountants are  always welcome members on the boards of nonprofits, thanks to their experience with business and finance. It's a chance for accountants to do some good works, but it's...
on 05/28/14
Senior corporate executives are among every accountant's most desired clients. They make fast decisions. They typically don't pushback on fees. They usually aren't high maintenance. But...

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