Integrative Advisory Services. Expanding Your Accounting Services Beyond the Cloud

  • ID: 4226186
  • Book
  • 192 Pages
  • John Wiley and Sons Ltd
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Praise for Integrative Advisory Services

"Integrated Advisory Services is a timely tool for anyone looking to get into the client accounting space with true meaning and depth to their practice. Amy′s experience as a small firm practitioner, combined with her family lineage of CPAs and passion for the profession shines through in helping firms build a successful client accounting practice. The term ′Cherished Advisor′ is a great term to get CPAs thinking differently about this practice. Many think technology will disrupt and disintermediate what they do for clients. Yet, as Amy explains well, it can actually put the ′public′ back into CPA and get practitioners re–focused on the human element which the client will value highly."
Mark J. Koziel, CPA, CGMA, Executive Vice President, Public Accounting, Association of International Certified Professional Accountants

"Amy Vetter offers some keen insights into the nature of the accounting profession and our relationship with technology. She connects her personal family story and sheds new light on the future of accounting. One thing is certain, the future is about relationships and the human side of accounting. She will make you want to get out from behind your desk and out with clients or out in the business operations. This is a must read for every accountant and CPA."
Tom Hood, CPA, CITP, CGMA, CEO, Maryland Association of CPAs, Business Learning Institute

"Technology is no longer just a business enabler it has become the product. The CPA advisor is the specialist to fine–tune the accounting product and make it more meaningful for the client. This integrative approach is the best of both worlds for the business community. No matter what technologies future accounting and financial professionals will have at their disposal, it is the human connection that counts, as Amy Vetter so aptly points out in her new book."
Loretta Doon, CEO, CalCPA/CalCPA Education Foundation

"Today′s successful accountants don′t just tell you what the numbers are, they tell you what the numbers mean. They spot trends, they guide you into the future, they remove stress, they shine the light on problems, they offer solutions, and they are indispensable to the success of your business. Amy Vetter′s career has led her through every aspect of accounting and business. She offers an engaging and mindful perspective on how accounting professionals can provide true and lasting value to the clients they serve."
Gail Perry, CPA, Editor–in–Chief, CPA Practice Advisor

"Having known Amy Vetter for the better part of my 15 years covering the accounting profession, I can say that she helps to unequivocally define what it means to be a ′thought leader′ in this space. Her unwavering commitment to the growth of this profession, through sharing of her own knowledge and experiences has been evident throughout her career regardless of the many professional titles she′s held. She regularly places the profession′s advancement and the growing need of their service among the small to midsized business world above all."
Seth Fineberg, Managing Editor, AccountingWEB.com

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Preface v

Acknowledgments vi

Introduction vii

Chapter 1 History of the Accounting Profession:

From Compliance to Advisory 1

Technology and Humans 3

Looking Back on Accounting 5

Reaching for the Cloud 10

Humanity versus Machine 12

New Opportunities Abound 13

Where Does Your Business Go from Here? 15

Summary 17

Endnotes 18

Chapter 2 Bringing the Human Side to Technology 19

The Old Way of Data Flowing versus the New Way 21

What CEOs Want from Their CFOs 23

Choosing Your Vertical Industry Niche 25

Steps to Create Your Cloud Platform 34

The Cherished Advisor Journey 39

Summary 43

Endnotes 43

Chapter 3 The Cherished Advisor: The Transformation

Journey beyond the Technology 45

Documenting the Business Processes 47

Obtaining Needed Technical and Business Skills 55

New Staffing Model 60

Pricing and Packaging 66

Summary 70

Endnotes 70

Chapter 4 Strategies for Marketing Your New Advisory

Experience 71

How Do You Want to Design the Client Experience? 73

Building an Overall Architecture 74

Creating and Implementing a Marketing Strategy 81

Online Marketing 87

Networking 97

Referrals 98

Summary 99

Endnotes 99

Chapter 5 Creating a Successful Sales Model and Client

Onboarding Process 100

The Science of the Sale 101

The Simple Sales Process 102

Client Onboarding Process 116

Creating a Project Plan 123

Automating Your Internal Processes with CRM 131

Summary 133

Endnotes 133

Chapter 6 Building Lasting Relationships 135

Creating Personalized Virtual Relationships 140

Creating Touch Points to Stay Engaged 142

Interpersonal Awareness to Succeed as an Advisor:

Collaboration, Influence, Negotiation,

and Communication 147

Leadership Capabilities to Grow the People Around You:

Team Satisfaction and Rewards 158

Succession Planning Tactics for Bringing Up the Next

Generation of Leadership 167

Summary 175

Endnotes 176

About the Author 177

Index 179

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Amy Vetter
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