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Top Five Ways to Keep Your Clients and Grow Your Practice

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The Top 5 Ways to Keep Your Clients and Grow Your Practice •  •  •  •  •  Proactive Strategic Advice Specialization and expertise in their industry Focus on your best ‘A’ clients Use the latest and most efficient technologies Communicate your services (cross-sell)


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Only 8% of CPAs are Future Ready Source: CPA.COM Insight into the CPA of the Future Study 2014 Future Ready is the capacity to be aware, predictive, and adaptive of emerging challenges, tech innovations, and trends and changes in business, population, and social environment. www.blionline.org


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Only 13% of CPAs Ahead of Curve


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What  SMBs  Want?   Source:  What  SMBs  Want  from  their  CPA  –  2014  –  The  Sleeter  Group  


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The research: Anticipation is showing up across our Profession MACPA  Member  Survey   Top  Challenges  2014   Sleeter  Group  Survey  2014  


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Still not convinced? •  #1 Issue facing CPAs in MACPA-BLI national survey •  76% of SMB owners say their CPAs are not proactive •  75% of SMB owners have changed firms due to “reactive services” instead of proactive advice •  57% want more business planning and strategic advice


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What your customers rally want? "Increasing the proactive consultative approach to business service and technology information is one of the most important factors in improving a firm’s reputation and the strength of its relationships.” - Doug Sleeter


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www.blionline.org


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CPAs are trusted advisors who help business and organizations shape their future. Combining insight with integrity they deliver value by: •  Communicating the total picture with clarity and objectivity; •  Translating complex information into critical knowledge; •  Anticipating and creating opportunities; •  Designing pathways that transform vision into reality. Source: AICPA: CPA Horizons 2025 Report


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“The  faster  we  go,  the  farther  ahead  we  have  to  see…”  


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Anticipation – The Critical Competency ANTICIPATION   Strategic  Thinking   External  Awareness   Vision   ConOnuous  Learning   InnovaOon   CreaOvity   Problem  Solving   PrioriOzaOon   Business  Acumen   Decisiveness   Influencing/Persuading   EmoOonal  Intelligence   Consensus  Building   CollaboraOon   InspiraOon   Risk  Management   •  Anticipating and reacting to the nature and speed of change. •  Acting decisively without always having clear direction and certainty. •  Navigating through complexity, chaos, and confusion. •  Maintaining effectiveness despite constant surprises and a lack of predictability. Source: Conference Board 2015 Ready-Now Leaders Report


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www.blionline.org/ao  


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Tom Hood, CPA, CITP, CGMA Hood's  greatest  a,ribute  isn't  that  he  consistently   glimpses  the  future  more  quickly  than  the  rest  of   us  (though  he  does).  It's  that  he's  able  to  bring  it   back  to  the  present  and  serve  as  its  ?reless,   inspiring  and  effec?ve  champion.   – Accounting Today CEO Maryland Association of CPAs (MACPA) www.macpa.org Business Learning Institute (BLI) www.blionline.org Named the Second Most Influential in Accounting by Accounting Today Magazine 2013 & 2015 CPA Practice Adviser Accounting Hall of Fame Top 150 Influencer by Linked-In Top 25 Influencers in Learning & HR by HR Examiner Top 25 Public Accounting Thought Leaders by CPA Practice Adviser Working on Learning Management with AICPA/ CPA2Biz, Cloud Curriculum, Performance Management /XBRL, Leadership & Generations http://www.linkedin.com/in/tomhood/


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