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Firms will live their core values, no exceptions. Clients Service Integrity Partner/staff relationships Partner/partner relationships ? Implementation Change process Simplified Incremental Positive Sustainable ? Trusted Business Advisors Reading Clients for Life – Sheth Sobel Making Rain – Andrew Sobel Trusted Business Advisors – David Maister Million Dollar Consulting – Alan Weiss True Professionalism – David Maister ? Copyright ? 2010 Steve Erickson LLC Accounting Firm Profit Improvement Model TM * * * * Balanced organization. Focus on the areas that are most critical for the success of the firm. Questionnaires are designed to measure emotional reactions to the firm and to situations in the firm as well as actions for improvement. Clients must be satisfied and growing. Strategy must be implemented. Systems must support operations. People must be motivated and emotionally prepared to do the work. Skill Sets Needed Communication Critical thinking and problem solving Technical expertise Task oriented Forward looking advice ? AICPA Demographics ? Source: AICPA 2009 AICPA Demographics ? Current Demographics ? CPAs Non-CPAs Men Women Women Men Increased Salary Benefit Costs Average personnel costs as a percentage of net revenues 2007 44.7%* 2008 45.4% * 2009 46.8% * 2010 46.4 %* 2011 45.1%* Many firms now 50%+ ? * ? INSIDE Public Accounting 2011 Used with permission Increasing Salaries ? ? INSIDE Public Accounting 2010 Used with permission Average Profit Margins ? ? INSIDE Public Accounting 2011 Used with permission Passive Firm Management Client Service After the fact monitoring Charge time/Budgets Accountability/Profitability Credit A/R Inefficient processes systems Reactive client service ? Firm of the Future ? CPAs Non CPAs Active Management Continuous budgeting and reporting Partner staff accountability plans Manage Margins Leverage Scheduling/utilization ? Active Management Continuous budgeting and reporti