workflow software for accountants

It is that time of year again – busy season. Days are long and strenuous and sometimes they last into the night. Personal commitments are pushed to the sideline. Laundry piles up and you have no food in the refrigerator. Life is on hold until April – oh can’t April come soon enough.

To help cope with the stresses of busy season, here are some tips and time savers that you can use to help optimize your time, be more productive, and have your days go by a bit easier.

Seamless.com
Seamless makes take-out, well, seamless. Don’t have time to step away from your desk for lunch or are you working through dinner? Go on Seamless to place your order from any of the local take-out restaurants in your area.

Delivery.com
Have a stain on that shirt from your take-out lunch?
Delivery.com helps you find local laundry services that can pick up, wash, and deliver your shirt and those dirty clothes that are piling up in the hamper.

MollyMaid.com
Because you are spending lots of time at the office, your household chores have been falling to the wayside. If you need a quick spruce up, hire a housekeeper! Check out care.com/housekeeper or MollyMaid.com.

Care.com
Care.com also helps with childcare services if you cannot be home with your little ones. Find a trusted babysitter or nanny out.

DogVacay.com
And of course, we cannot forget our furry friends. Fido needs some fresh air and a good walk around the neighborhood. Find a dog walker on dogvacay.com or rover.com.

FreshDirect.com
Speaking of food – don’t have time to go grocery shopping? Check out the shopper services online for options available. Pick the food you want and have it delivered to your home or office.

Boxed.com
And while you are at it, check out Boxed.com or jet.com for bulk grocery and household item deliveries; check out Instacart.com and of course Amazon or Google Express (google.com/express).

Zeel.com
Congratulations – the hard work is nearly over. Treat yourself to some pampering. Have a masseuse come right to your doorstep and into your home, bringing their very own massage table. Check zeel.com to learn more.
And lastly, with some free time coming up, book that trip to somewhere you’ve never been before. You know you want too!

See Jetpack Worflow In Action

Get under the hood of Jetpack Workflow’s accounting workflow and project management platform. See some of the top features and how it helps your firm standardize, automate, and track client work more efficiently.
Arm wrestle

Let’s discuss the elephant in the room.

How many sales calls have you done in the last 7 days?

Let me take a guess…. 0, 1, maybe 2?

If you said anything less than 5, you are actually burning the money you need to grow your firm and to build your team.
Most accountants hate to sell. It’s uncomfortable, difficult and at times, find yourself with awkward silences that causes your prospect to want to hang up as soon as possible.

Every sales call you get on does not have to be this way. Instead, you can structure your call to defining your prospect’s problem, and offer a solution.

It’s just that simple.

“When your offering solves THE problem, price will no longer be THE issue.” – Grant Cardone

The most important thing to determine when you get on your next sales call is to:

1. Figure out the current situation of your prospect and define it*
2. Make sure you figure out exactly what the problem is
3. Define the cost of not fixing the problem

Once you determine what their actual problem is, you can attach your solution.

Without figuring out the problem, you’re just another accountant out there selling monthly journal entries or standard tax returns.

To help guide you through your next sales call, here is an ideal script to win your next high dollar client.

Remember, during the pitch, to sell at a higher price, you have to go deeper.

I spoke to a coaching client of mine, Steven, who was currently struggling with the idea of fumbling the sales pitch to an ideal prospect. In the middle of the sales call, Steven realized that his prospect wasn’t taking a tax credit that has already cost them a few thousand bucks last year – and if they didn’t work with him, they’d be losing $13,000 this year.

That’s a big problem!

Once you get your prospect to realize they are LOSING money by not working with you, it’s so easy to get them to buy. And at higher prices.

Because if you can save them $13,000 and their current CPA can’t, then spending $2,000 on a tax return suddenly becomes a no-brainer!

Price is only ever an issue for people that blabber on about the latest Quickbooks Online feature and new Gusto Payroll release.

The prospect is literally falling asleep and has just enough energy left at the end to ask “what’s the price”.

As you can see by this script, all calls with prospective customers, should be 100% focused on DIAGNOSIS.

It’s your job as an advisor and expert to kindly ask questions and at times, confront your prospects and customers for their own good!

Get out there, help some people, and close some freaking deals this week!

OPENING BANTER
Spend the first minute or so discussing how you were able to get connected and thank them for taking the call with you.

SET THE AGENDA AND TAKE THE LEAD
OK [NAME],
How this call will work is I will ask you some questions and then tell you what we have going on here. You can ask any questions along the way.
Then I’ll tell you about some of the things we’ve got going on and if we could potentially help you. Then at the end you can make a decision whether you want to get started or not.

THEN SHUT UP.

BECOME THE ULTIMATE QUESTION MASTER (DIAGNOSIS)

Here are a few to get you started:
• So, why did you set aside the time to have this meeting today?
• Why now? What is your timeline for making a change?
• What are the current revenues of the business / profits?
• Do they have a current accountant?
• What systems are they currently using?
• What key info do they need that they don’t have (you should already know if you know your niche well)
• If we did the discount, is that the only thing that is holding you up?
• If we we’re having this discussion 1 year from now, and you were looking back where would you want to be in monthly sales?
• Why Now?
• How much are you currently spending on your accounting staff?
• Who did you taxes last year and what did you pay?
• Do you know your detailed P&L every month?
• Do you know A/R every month?
• Do you know you ongoing tax liability and have you set it aside?
• On and on and on………

DEFINE THE GAP
If we were having this discussion 1 year from today, and you were looking back over that year, what has to have happened for you to feel happy with your progress?
Example:
• Current Situation: Bad reports, 3 staff, outdated tech spending $150K/year
• Desired Situation: Incredible Staff, $24-70k / year

PITCH PART
[NAME], thanks for sharing. Look we can fix this. I think you’re a good fit for what we do, would you like me to tell you about it?

SHUT UP.
<INSERT YOUR SERVICE OFFERING TO THEM 2-3 MINUTES MAX>
Does that sound like something that you’re interested in?

SHUT UP.

Q&A and Common Objections
• Can I talk to my partner?
• I really don’t have the money right now?
• Should we sign an agreement?
• Can I have a reference?

See Jetpack Worflow In Action

Get under the hood of Jetpack Workflow’s accounting workflow and project management platform. See some of the top features and how it helps your firm standardize, automate, and track client work more efficiently.

Managing accountants, especially a remote team, is definitely more of an art than a science.

With my 17+ years of developing a flexible CPA firm, I have come across quite a few ups and downs when it comes to the discussion of team management & flexibility.

I have found that people who work remotely are more satisfied with their jobs. Their stress levels are down and the long-term benefit is that they remain with a company longer.

However, this does not come with additional effort placed on management in trying to develop a balance between efficient and effective team environment.

Based on my own experiences and experiences of friends and co- workers, here are my tips for leading and managing accountants, including the telecommuters:

1. Break The Pattern
Implementing and sustaining a remote accounting firm would not be possible if management was not 100% on board with making this work.

First off, employees need to feel comfortable with the idea that their job is not in jeopardy, just because you are not actually meeting them in person in the office break room. In fact, according to a survey produced by HP and Future Of Working, when supervisors rated the performance of remote workers, they thought it had improved. Objective, archival records of performance also showed better results.

This being said, Management needs to understand that a big reason why our employees are satisfied as remote workers, is that we are willing to be flexible almost 100% of the time.

Within our firm, our culture allows team members to quickly jump off the call with management if something comes up and they need to end the call early. We have the understanding that the conversation will be picked back up at a better time and do not penalize our employees for taking advantage of our flexibility.

Stay away from asking open-ended questions, such as “does anyone have any feedback?”

Most of the time, you will probably just hear chirping in the background with no one feeling comfortable to speak up.

Instead, go around the room, or virtual room, and ask for direct input from each person on the call to encourage you team to connect.

Workplace Tip

On team meeting calls, have management request feedback or ask direct questions to the remote workers on the call.

Encourage them to chime in with their thoughts.

2. Get Personal
At one point in time, almost all of our remote workers had children from the ages of 6-month old to 2 years old. They were constantly unavailable to take calls and needed to reschedule meetings that fit their new babies schedule, not the other way around.

After a couple of back and forth conversations with each of them, we decided to change our typical Tuesday meeting time to occur around nap time. This happened to perfectly calculate to 2:00pm CST.

Everyone was on board and we began scheduling and hosting teams meetings to occur during the baby nap time which winded up relieving a lot of stress from our stay at home parents.

We would have never come to this arrangement if I, as the business owner, did not ask questions to my remote workers about how things were going. I constantly strive to learn about each of their lives and how our company could be more accommodating.

Happy Employees =
= Lower Turnover = Happy Clients = Happy Business Owners

3. The Beauty of Technology
Communication between co- workers does not just happen in pre-arranged meetings. In fact, most communication tends to be impromptu and informal.

In many informal interactions, co- workers begin to learn about each other’s personal lives, things that make them thrive and tick. Understand what they are trying to get out of working at their current job and of their lives in general.

These interactions provide the foundation of building a successful team which becomes invaluable to growing your business.

The problem with telecommuting co-workers is how to include them in this informal interaction.

You cannot encounter them in the hallway, you can’t go out to lunch with them, and yet this inclusion is absolutely necessary if the team is going to succeed.

This is where technology comes into play.

Nowadays, team communication tools have gotten so advanced and so incredibly cheap (Skype’s free!) that it almost makes the argument of not having an informal software communication tool seem silly.

Team Management Apps
• Text Chat (Individual & Group): Skype, Microsoft Lync, Slack, Hipchat
• Voice Chat: Skype, SnapEngage, Whoson, Olark
• Video Chat: Google Hangouts, Skype, Zoom

4. Every Accountant is Unique
Not everyone is cut out to be a remote employee, especially if those same employees do not have an effective home office or quiet location to knock out some accounting work.

There are also those accountants who actually love the water cooler talk and might feel left out if they do not have the in-person communication on an everyday basis.

Management and employees need to agree when the job, and the employees, are a good fit.

When hiring a remote accountant, one of the biggest qualities I try to gauge is how dependable will they be as an employee as well as communicating with clients.

Here are a couple of key questions I ask to try out and seek out dependable remote accountants during the interview process:

• I know this is simple, but did they show up to the interview on time (via phone or video chat)?
• How quickly did they respond to my emails (was it a day, week, month)?
• Do they seem hesitant with utilizing new technology?
• Have they had any remote working experience? If so, how did it go?

As you will see, every accountant is unique in their own ways and not all of them will be 100% up for handling a remote job. Make sure you ask detailed questions to help you determine their level of dependability and willingness to work in a flexible, and remote environment.

Managing a team of accountants, including your telecommuters, is POSSIBLE. It’s just up to management and their team members to strike a balance in what will work for their business.

See Jetpack Worflow In Action

Get under the hood of Jetpack Workflow’s accounting workflow and project management platform. See some of the top features and how it helps your firm standardize, automate, and track client work more efficiently.
What are the weekly priorities as an Accounting Firm Manager

 

Speaker 1: So when you think about your top priority as the person leading the firm what comes to mind? And why?

Speaker 2: So because of my visionary nature. I’m always, “What’s next.” So like today I am at an Ad media and then in New York learning about like a next-gen social media, right. So like I’m “What’s next?” What, 5 years, it won’t even be 5 years now, watch 2 years out, where are we going to push faster, further, beyond what today’s firms are doing right. We’re looking at wealth management as the next level for our firm. So for me, it’s “What’s next?” And not the day that day, because if I get caught in the day-to-day, it’s a waste of my skills at night so you have to know yourself well enough to know where you should be focused, and I know that I know that I’m gonna bring the most return on investments in my firm. By looking at what’s next and figuring out the next thing that you know others [CPA 00:00:57] firms haven’t quite figured out yet.

Speaker 1: Perfect, and then you’ve clearly built up a team where you’re both … You have the visionary mindset that what’s next, but then also the support system you were able to acknowledge the gaps, and then hire the operator, the operational person that then can can pair with you and make sure that thing accelerates forward which I think is wonderful. Tim when you think about.

Speaker 3: Absolutely.

Speaker 1: Top priority you know in running the firm is being leader of the firm. What comes to mind on your end, and why?

Speaker 3: Well it’s. Again, it’s a little bit similar to what Jody is referenced. I just came back from … I have 3 other business partners, and we just came back from partner retreat, we have to those 2 of those per year. 1 in June and 1 in either December or January depending upon what what’s going on in the firm. And that this most recent 1 … Some people will call strategic planning, but we built what we call our vivid vision. And what we want … where we want to be for … you have 2 years not 3 years not 5 years, we picked for years because we’re a change from one of our leaders at that particular point in time. But we just spent some time working together trying to decide what we wanted the firm to look like, what we wanted the firm so, you know, all the senses we kind of went through them. It’s a [inaudible 00:02:28] firm and so like a couple of things came out. One as we know it relates to firm management, is making sure that we have … One of the things we talked about was letting our talent allows us to tackle everything every day. So it’s making sure we have the right investment our people we’re giving them the opportunity to learn, grow. We’re standing on the bleeding edge of technology. So I think it’s getting off the hamster wheel, and really looking at what kind of runway your want to accomplish certain things.

It takes me back to that very simple comment that I made 2 or 3 times today it’s about defining what success looks like, and recognizing that change being the constant. And

I was so … Changing and staying current on the bleeding edge of things is part of our vision, and at the same time if I’ve got the right people and I’m providing great opportunities, so it allows us to provide an outstanding plan. We’re gonna make money, and we are making money and I think that by investing that way that’s really helped our firm grow. So I know I sound like a politician right now, but I think it’s managing your people and investing in your people I probably think is the most important thing and then adapt it to the … adapting to the “What’s next?” As it relates to technology and the revenue streams that can come into your firm and making sure that the people you have want to participate in that way.

See Jetpack Worflow In Action

Get under the hood of Jetpack Workflow’s accounting workflow and project management platform. See some of the top features and how it helps your firm standardize, automate, and track client work more efficiently.