A Favor for Partners in Public Accounting: Discuss Personnel Before Selling
Hello, this is Doug, the CPA Coach, with a coach ramble specifically for the partners in public accounting. However, if you’re not a partner, I still encourage you to read on—there’s valuable insight for everyone.
Today, I have a favor to ask of you, partners: before you sell, discuss personnel. Why is this important? There are two key reasons.
The Shift in Dialogue
First, there’s been a lot of dialogue around the pipeline in public accounting for quite some time. Recently, I’ve noticed a shift in the tone—it’s become quite negative, almost angry at times. There are some “rage farmers” out there, and I’d much rather sow some hope. Today, I want to be a hope farmer, encouraging you to adopt a more positive and proactive approach.
The Old Model vs. The New Model
Second, there’s an old model of public accounting and a new model. The old model went like this: “grow, and we’ll figure it out later.” If you find yourself growing just for the sake of growth and then trying to figure it out afterward, you’re likely operating under this old model.
The new model of public accounting, however, emphasizes planning and intentionality: “let’s figure it out, and then grow.” This means having a clear plan and intentions around the types of clients you want, the kind of work you take on, and—critically—whether you have the resources to support this growth.
The Favor
So, here’s the favor I’m asking: before you sell, discuss personnel. Talk about your resources, your capacity, and what you have available for the upcoming season. It’s selling season—time for golf, happy hours, networking events, lunches, and breakfasts. It’s a great time to connect with referral sources you might not have seen in a while. That’s all well and good. But before you dive into selling, make sure you have the capacity to handle the work you’re bringing in.
Don’t perpetuate the cycle of individuals working excessively long hours for work that should never have been sold in the first place. By discussing personnel first, you ensure that your team is supported and that you can deliver quality work without overburdening your staff.
That’s my favor for today. Thank you for reading, and I hope before you sell, you discuss personnel.
Cheers!
Doug, the CPA Coach
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