Practice management update and selling management services by A. Geddes
By: Geddes, Andrew.Series: Continuing Education course paper (NZSA). Publisher: Wellington, New Zealand NZSA 1991Description: 1v. (various pagings) : ill. 30 cm.ISBN: 090871128X.ISSN: 0113-986X.Subject(s): MANAGEMENT | MARKETING | OFFICE MANAGEMENT | ACCOUNTANTS OFFICE | ACCOUNTING FIRMS | DECISION MAKING | PLANNING | MANAGEMENT
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|CA Course/Conference Paper - NZ||New Zealand||S.362 (Browse shelf)||S.362||Not For Loan||Historical collection: If you would like to borrow this publication please email us.|
Profiles of top profit earning accounting practices ; STRATEGIES FOR SUCCESS: Team structures ; Contemporary workflow control procedures ; Liquidity management for today's economic environment ; Productivity management ; Write-off control ; Effective administration ; Strategic development planning ; On- selling management and financial services from the compliance base ; Attracting and retaining competent and motivated staff ; Developing partner consensus and "zing"! ; HOW CLIENTS JUDGE ACCOUNTING FIRMS: Evidence from FMRC client surveys ; Increasing fees for managerial work ; INTERVIEWING, COUNSELLING AND SELLING SKILLS FOR IMPROVED PRACTICE PROFITABILITY ; CASE STUDY REVIEW: Financial analysis ; Firm continuity planning ; Wealth creation planning ; Management structure review ; Risk reduction strategies
This workshop is designed to provide skills improvement for participants in the following subjects: considering financial performance profiles of Australian accounting firms; setting strategies designed to improve practice profitability; reviewing current range of services in light of clients of the firm and their needs; considering strategies to develop and on-sell management services; reviewing contemporary interviewing, counselling and selling skills; examining management services applicable to professional practice clients. Productivity gains could be measured through increases in gross fees obtained from specific clients; through improvement to practice profitability; or through skills review undertaken in the firm's system of staff performance review.