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TAX PRACTICE MANAGEMENT
Show value, add value,
and bring value: Part 2
Editor: As we look back now at the most recent then empower the team to align firm
April Walker, CPA, CGMA filing season, which capped off two espe- goals and personal goals so that the two
cially challenging years, a semblance of will support each other and make the
Authors: normal life feels just around the corner. whole greater than the sum of the parts.
Brent Forbush, CPA, CGMA After the whirlwind of the past two Though it is out of the scope of this
Jeffrey Solomon, CPA years, we are grateful for the opportuni- column, do not forget how important it
ties we have had to deepen our client is to treat and value employees as well as
relationships, to be nimble and agile in clients. A firm’s best asset is the one that
a near-daily changing environment, to arrives in the morning and logs off at
learn extensively, and, most importantly, night. Treat that asset with the gratitude
to be willing to accept and thrive with it deserves.
the change. Part 2 of this series turns toward the
For the most part, our profession, external focus — showing, adding, and
our employees, and our firms have not bringing value to our clients:
only survived but have grown during ■ Show value: Show value to clients
After guiding clients this time. On the flip side, we have seen by giving them a concrete analysis
through two years varied results with our clients — some of continued ongoing success and
of struggle and grew and reaped rewards, and some savings that have resulted from their
have suffered significantly, closed, and
relationship with the firm;
turmoil, now is the lost everything. ■ Add value: Add value by continuing
We recognize and value those experi-
time for CPA firms ences and know that we all stand a little to evolve and change along with the
client; and
to build on those taller and share each other’s burdens ■ Bring value: By showing up for
relationships by a little more for what we have been clients, we will not only be able to
further highlighting through. Now, we move forward. support and serve them better, but
we can align the value provided with
The first part of this two-part col-
the value umn series provided ideas and guidance the fees earned. We will share ways to
proposition they on how to perform an introspective move the relationship from hours to
value, from cost to investment.
review of the entire firm after filing
provide. season. We need to focus our efforts on Here are a few ideas that can be
ensuring that our firms, our employees, implemented to increase the value
and our cultures are established and proposition that we demonstrate with
communicated. We want to ensure that our clients. PHOTO BY LEEYIUTUNG/ISTOCK/THINKSTOCK
our teams know that we care about them
personally and professionally. We invest Show value
in our teams by creating opportunities Showing value to our clients requires a
where they can grow personally, profes- planned approach that includes tracking,
sionally, technically, and emotionally. We storing, and reporting on the impact
34 June 2022 The Tax Adviser
