Wednesday, December 29, 2004

Mergers & Acquisitions: Trend Watch 2005

2005 Could Be a Boom Year

Early returns suggest most CPAs expect a pickup in mergers and acquisitions activity. That usually augurs increased demand for CPA services -- and most CPAs seem to agree.

For some background: What the New M&A Boom Means to You

Here are the preliminary results...

1. How convinced are you that mergers and acquisitions among small-sized and mid-market COMPANIES will increase in 2005?
Completely Confident: 30%
Mostly Confident: 48%
Somewhat Confident: 18%
Not Confident: 4%

2. How convinced are you that mergers and acquisitions among small-sized and mid-market CPA FIRMS will increase in 2005?
Completely Confident: 6%
Mostly Confident: 48%
Somewhat Confident: 35%
Not Confident: 11%

3. How do you think this trend could affect you PERSONALLY?
It'll be TOTALLY GREAT for me: 15%
It'll be MOSTLY GREAT: 47%
It'll have NO EFFECT on me: 35%
It could HURT SOMEWHAT: 2%
It could hurt me A LOT: 2%

4. In your opinion, what else should we know about the issue of mergers and acquisitions? Please add your comments here...
1) Expect to see the acquisition of US companies by foreign companies to increase, since the devalued dollar makes cross-border acquisitions much less expensive.
2) There just doesn?t seem to be any firms for sale in my area. Every month the buyers far outnumber the sellers and most buyers' ads go unanswered.
3) Advisors need to plan on being licensed to represent sellers, as this is becoming the norm.
4) How to finance the transactions effectively
5) I would think the "aging of the baby boomers" is having an impact as well as the Big getting rid of business.
6) Discount and premiums for smaller privately held companies. How to apply for investment value, fair market value. Also 50/50 and one shareholder is buying the other out not under a dissenting shareholder action.
7) We all have to quit sometime.
8) I believe in the long-run it both helps and hurts. It helps because as companies combine, it creates opportunities for new start-ups; it hurts because of a tendency to lessen competition.
9) Tell clients to prepare in advance!!!!!! A Client with a good plan will make out much better than one who wakes up and decides to sell right away.
10) real value to consumers--- check out UAL and Delta rumors

DEMOGRAPHICS

In what type of business do you work?
Public accounting: 60%
Business or Industry 16%
Government: 2%
Not-for-profit: 0%
Education: 2%
Other: 20%

How many people work in your office or location?
1 to 10: 45%
11 to 50: 25%
51 to 100: 13%
101 to 500: 13%
More than 500: 4%

Which best describes your position?
Chief Executive/Managing Partner: 35%
Senior Executive/Partner: 33%
Middle Management: 13%
Staff: 9%
Other: 11%

Copyright Rick Telberg/Bay Street Group LLC. All Rights Reserved.

Monday, December 27, 2004

CPAs Break Along Political Fault Lines on Tax Issues

The “Master of the (Tax) Universe” survey asked CPAs how they would set federal tax policy if they had the power to do so.

The respondents were almost equally divided on four options:
1) whether to leave recent personal tax cuts in place or restore the top two pre-2001 rates to expand and relieve the middle class;
2) whether to preserve the current Social Security system or allow personal retirement accounts;
3) whether to strengthen the existing pension system or create new retirement and savings plans; and
4) how to reform health care and its affordability.

CPAs showed stronger preferences in issues relating to taxation aimed at economic impact. Two-thirds want the global playing field leveled through reduced rates for companies that operate overseas. Sixty-five percent would rather see fiscal discipline than lower taxes and unfunded pro-growth spending.

An open-ended question drew a wide variety of tax solutions, some detailed and comprehensive.

The most common were (in order):
a) replace income tax with VAT or sales tax,
b) simplify the tax code,
c) eliminate the Alternative Minimum Tax, and
d) adopt a flat tax.

Opinions ranged from liberal (tax the rich; fund health care, oust President Bush, etc.) to conservative (reduce government power, eliminate corporate tax, privatize Social Security, balance the budget, etc.).


More: Something for Everyone in New Corporate Tax Bill

Thursday, December 23, 2004

Andersen Refugee:
'Thank You, Mr. Sarbanes and Mr. Oxley'

How's this for irony?

Three auditors who lost their jobs when Arthur Andersen folded are cleaning up because of the mistakes that led to Andersen's downfall.

They're auditing local San Jose, Calif., businesses that are racing to meet Sarbanes-Oxley regulations devised to prevent another fraud like Enron, according to the Mercury News.

But there's more: The founders named their firm Blueback, the nickname for the blue forms that Andersen's auditors used to detail their clients' accounting flaws. And co-founder Kim Le's last name is pronounced "Lay."' (As in Ken "Lay.")

The 32-year-old Le says she loved the eight years she put in at Andersen. But the firm collapsed while she was on maternity leave with her first child. By the time she was pregnant with her second, she knew she wanted to go back to work. So she teamed with two other Anderson refugees to start Blueback.

Blueback is now handling a number of accounting chores for Intuit, Neoforma, Plumtree Software and Good Technology.

Joked Le: ``I've got to write Senators Sarbanes and Oxley and thank them.''

Monday, December 20, 2004

CPAs to Santa:
Give us Peace and Digital Stuff

The study of professionals in accounting and finance found PDAs edging out world peace at the top of the average Yuletide wish list.

The survey, admittedly, was unclear, however, whether “PDA” stood for Personal Digital Assistant or Personal Display of Affection, but in either case it appeared on 45 percent of the professionals’ plans for lap-time with Santa.

That was one percentage point ahead of requests for peace on earth.

The only more popular choice was “a better memory of my own,” at 53 percent.

Apparently all but 14 percent already had an adequate desktop computer.

But 36 percent wouldn’t mind an ultra light laptop.

Almost as many wanted “wi-fi everywhere”, and a quarter of those polled wanted a GPS device to tell them where they were and which way to go, presumably while wandering around with their new ultra light wi-fied laptops.

Only nine percent needed a new business card scanner. Only twelve percent, apparently, had maxed out their hard drives, and 15 percent could use more computer memory.

Smart phones were near the top of the list, but one smart aleck said he’d prefer a dumb phone with a good signal to a smart phone with no signal. Whether either phone will reach Santa’s workshop — we sincerely hope neither will — remains unknown.

Departing from multiple-choice suggestions, over three dozen respondents indulged in more creative Christmas cravings.

One still wanted a ’67 Shelby GT500, another a Ferrari, another a T-bird, another a plane. Two wanted health, one sanity, one time.

A Blackberry, a cell phone, a watch, a TV, golf clubs, lots of digital cameras, a lifestyle pill for everything.

Money. Music. Many happy returns after April 15.

Nobody mentioned love. Not even sex. Or maybe that was included under PDA.

Sunday, December 19, 2004

TAX SEASON '05:
Is the IRS Ready? Are You?

Following a new Government Accountability Office report that found the Internal Revenue Service deficient in several key operating areas, accounting and finance professionals responded to a survey that questioned the IRS's ability to do its job this year.

Only nine percent were "fully confident" that the IRS could handle this year's tax season effectively, but 69 percent were mostly or somewhat confident.

A troublesome 22 percent were pointedly "not confident."

The respondents were more confident in themselves. Eighty-one percent considered themselves "on schedule" or ready to roll for the upcoming tax season, though 14 percent were just beginning to think about it.

Five percent didn't even want to think about it.

Most saw money coming. Just over three-quarters foresaw their revenue and profits rising somewhat or significantly.

Nobody saw revenue decreasing significantly. Almost a quarter expect no change in their number of clients, and only 7 percent expected a decrease.

What will have the greatest impact on the filing season? For 68 percent, it will be clients late or unprepared. Just over half expected problems with new rules and regulations, last minute changes by the government, and technology problems.

Few said they were concerned with local competition, but 18 percent were worried that the national economy would affect their business. Just over a quarter were worried about having enough staff. Just as many feared screw-ups at the IRS.

Of 14 respondents who offered expanded comment, six complained about some aspect of the IRS: its operations, its software, its failure to deliver on promises.

Another three complained about the challenge of regulation and legislation. One worried about competition from the cheap and unskilled.

One worried about uncooperative clients. One foresaw a satisfying journey to exhaustion.
And one believed the tax season would be "uneventful."

Friday, December 17, 2004

What the New M&A Boom Means to You

A perfect storm of low rates, consolidating markets and cash-rich buyers could spark a deal-making frenzy. Are you ready?
by Rick Telberg
At Large
Hold on to your hats. American business may be on the brink of a new rush of mergers and acquisitions.

CPAs in the mergers and acquisitions space are telling me they have been seeing an upsurge in M&A momentum during 2004. And they expect the trend to gain more steam in 2005.

This could be a boon for properly positioned CPA firms of all sizes.


ARE YOU READY FOR THE M&A BOOM?
Sound Off Here.
(Get a FREE preview of the study.)

For CPAs in business and industry it may be both a blessing and a curse. The ramp-up to a deal can give a financial manager a chance to shine. In the aftermath, however, finance departments are often second only to marketing departments to face the axe. Don't worry too much though: the Sarbanes-Oxley earthquake is expected to keep the financial job market humming for at least another year.

But why the M&A resurgence now? And what does it mean?

After the lull following the burst bubble and broken hearts of the 1990s, cash-flush corporations are on the prowl, and post-bubble survivors are looking for offers, according to Michael Jacobs, president of Atlanta-based Jacobs Capital, writing in Catalyst magazine.

"There is no precedent for this amount of cash" available for deals, according to S&P equity analyst Howard Silverblatt, quoted in Forbes magazine.

The message to owners of small- and medium-sized businesses is: get ready, get set, get sold.

It's a sellers' market, but not for long.
T
he same dynamics are playing out in the CPA firm marketplace. Larger firms are gobbling up smaller firms. If you're looking to cash out, this is a great time to sell. But that's another story, or two: See "It's a Great Time to Sell!," "Buy or Sell? Firms Ponder Profits, Perils," "6 Things You Must Do Today to Thrive Tomorrow," and "What's Your Business Worth?"

In fact, middle-market transactions have almost doubled in the past year. The main drivers are increased cash flows and improved revenues in corporations that trimmed down during the recession and are already taking advantage of the recovery.

Another big driver is the low cost of capital. Though interest rates have nudged up, they're still down. And it will be a long, long time before they get this low again. Companies in search of companies have every reason to borrow now, acquire now, and pay later as the acquired companies start sucking up the cash of a recovering economy.

It's no surprise that last year 75 percent of merger deals were cash transactions. After all, why give up shares just as they're finally starting to be worth something?

Meanwhile, private equity funds have entered the market. After half a decade of poor performance, they're hungry for companies they can flip for quick profit. They're looking for companies that have survived by trimming back to maximum efficiency.

At the same time, there are more sellers than ever before. Many were waiting for the advantageous moment. Many are owned by aging baby boomers who are starting to think about retirement. And just in time, the capital gains tax is about as low as it'll ever get.

It's a sellers' market, but it won't be for long.

The deals will go to those who are ready. So get ready. Get set. Go deal.

NOW IT'S YOUR TURN: : What could a new M&A boom mean for you? Sound off here.

COMMENTS? Send your rants, raves, questions or idle thoughts to Rick Telberg here.

Thursday, December 16, 2004

Finance Leads Rosy Job Outlook for '05

Six in Ten U.S. Workers Expect Salary Increase in 2005

Most U.S. workers -- especially finance professionals -- are looking to 2005 optimistically, with 61 percent expecting higher salaries, according to a national Hudson Highland survey

This includes 18 percent who expect to earn significantly more. Also, the percentage who believe their job prospects and employment situations will improve next year (44 percent) outweighs the percentage of those who do not (33 percent), according to the company, which was started by a coterie of Arthur Andersen refugees.

Workers also anticipate improved employment prospects in 2005, with 42 percent indicating they are somewhat to very likely to look for a new job in the coming year. Only 22 percent rule out looking for another job next year. To enhance employment opportunities, one in four workers (25 percent) believes that developing new skills will play the most vital role, followed closely by 23 percent of workers who feel a higher educational degree would be most helpful.

"Looking ahead to next year, workers are more positive overall than at the same juncture last year, though optimism has cooled since a summer peak," said Jeff Anderson, senior vice president, Hudson Global Resources, North America. "Still, fewer are worried about losing their jobs and hiring has rebounded. As a result, we expect workers will be more willing to take risks; gone is the 'better safe than sorry' mentality that was keeping them in their current jobs."

2004 Hudson Employment Index Year-In-Review

In fact, the Hudson Accounting & Finance Employment Index posted the most positive annual average sector Index at 114.4. compare that to the Manufacturing Index, which posted the lowest 2004 average at 99.

Details at http://www.hudson-index.com/hudson/yearend.asp.


CAREER COACH:
20 Tips for Career Success in 2005

Don't let the holidays distract you from your career goals. It's a great time to shine. What are your goals for 2005?

by Rick Telberg
Career Insider

Just because you may be gearing up for the twin busy seasons of tax-preparation and year-end closes, you shouldn't necessarily put your career plans on hold.


CAREER Q&A
What Are YOUR Career Goals and New Year's Resolutions?
Sound-Off Here
(And get an exclusive Survey Preview as a Thank You for participating.)


Don't be fooled by the distractions of the holiday season. Top recruiters say it's a great time to make inroads on your job search or to establish footholds in your career climb.

This is the time of year when new networking opportunities abound and hiring managers are sizing up people and plans for the New Year.


Here are a few tips:

  1. Don't let the holidays be an excuse to put off your search.
  2. Take advantage of the fact that decision-makers may be more accessible.
  3. Hiring managers are less likely to be traveling, so you're more likely to find them in their offices.
  4. Holidays make great opportunities for networking. If you've worked hard on your job search and have built momentum, then the holidays are not the time to take a vacation.
  5. Make sure you have plenty of business cards on hand to pass out to people you meet at holiday parties and networking events.
  6. Reconnect with your network by sending out holiday greetings and extending good wishes.
  7. Consider volunteering for a charitable cause. Non-profit organizations are always looking for extra help during the holiday season. What better way to give back to your community and make new contacts at the same time?
  8. Follow up on job leads and referrals given by friends and acquaintances.
  9. Busy season brings out the best (and the worst) in people. This is your opportunity to attract top-level attention for your achievements.
  10. Take the initiative to make sure your work gets noticed.
  11. The holidays may also be a time for self-reflection. Conduct a self-assessment and before you look for ways to promote yourself, take an honest look at your professional abilities.
  12. Check your skill set and plan your professional education needs.
  13. Get active in your professional and industry associations.
  14. Share your knowledge by writing an article for a local trade publication. Pass along a few tax tips, or what you know about how Sarbanes-Oxley works.
  15. Support the success of others by giving your colleagues and employees the tools and guidance they need to excel in their positions. Then celebrate your achievements together.
  16. Don't skip the office holiday party. Do more than just make an appearance. Take the time to talk with people from throughout the company -- not just the co-workers you already know well.

In sum, the most successful CPAs seem to agree that lifelong learning and adaptation are the real keys to success.

They often mentioned four broad categories:

  1. Bridging education, technology, regulations and competence
  2. Learning to network, present, demonstrate value and prove integrity
  3. Balancing work with life
  4. Foreseeing opportunities, demands and crises.

And that rounds it out to a neat 20 top job tips for 2005. Have a Healthy and Prosperous New Year!

CAREER Q&A: What Are Your New Year's Goals and Resolutions?

TALKBACK: Send rants, raves, ideas, suggestions and requests for more information to Rick Telberg here.

Friday, December 10, 2004

Is the IRS Ready for Tax Season?

IRS modernization: One step forward, one step back.

by Rick Telberg
At Large

The Internal Revenue Service's efforts to update its systems need to be ramped up a notch or two if the agency is to remain compliant with federal law, according to a new report from the Government Accountability Office (formerly the General Accounting Office).

The GAO conducted a financial audit of the tax agency's fiscal 2004 statements. It noted that the IRS, while making significant strides in modernizing its internal processes, is deficient in several key operating areas - areas that could leave the agency prone to further inefficiencies and possibly compromise taxpayer data.

IS THE IRS READY?
(Get a FREE preview of the study.)
The IRS was commended for meeting its reporting deadline in a very timely manner while simultaneously implementing its new Integrated Financial System, a process that the agency says will eliminate many of the weaknesses spelled out in the GAO report. Despite such praise, the GAO stated that this speedy reporting was gained via "extensive compensating procedures."

Among the IRS's chief vulnerabilities or "material weaknesses" spelled out in the GAO document are:
  1. Weaknesses in controls over the financial reporting process, resulting in the IRS (a) not being able to prepare reliable financial statements without extensive compensating procedures and (b) not having current and reliable ongoing information to support management decision making and to prepare cost-based performance measures;

  2. Weaknesses in controls over unpaid tax assessments, resulting in the IRS being unable to properly manage unpaid assessments and leading to increased taxpayer burden;

  3. Weaknesses in controls over the identification and collection of tax revenues due the federal government and over the issuance of tax refunds, resulting in lost revenue to the federal government and potentially billions of dollars in improper payments;

  4. Weaknesses in information security controls, resulting in increased risk of unauthorized individuals being allowed to access, alter, or abuse proprietary IRS programs and electronic data and taxpayer information.
In addition, the GAO found what it called "reportable conditions" that cause deficiencies in certain procedures. For example, the auditors found a lack of controls over hard-copy tax receipts and taxpayer data, something that can potentially result in the tampering or loss of this vital information. The GAO also said there were deficiencies in controls over property and equipment, which prevent the agency from maintaining reliable and timely information on plant and equipment throughout the year.

Furthermore, the report concludes that the IRS's problems run even deeper.
As agency resources for enforcement have declined, its workload in this area has actually increased. This resulted in declining trends in the agency's enforcement statistics. The IRS needs to have current information on compliance from all tax groups.

According to the report: "IRS continues to lack accurate, useful, and timely financial information and sound controls with which to make fully informed decisions and to ensure ongoing accountability, which is the end goal of the CFO Act."

The agency is actually relying on data that is largely from the late 1980s. If it wishes to properly enforce the tax laws, current data is required. The GAO does acknowledge that the IRS has begun the process of gathering more recent statistical information on certain tax cohorts.

Any effort by this agency to overhaul itself is a mammoth task when one considers the massive amount of information with which it deals. It is only when the IRS fully addresses these problems that it will truly obtain the level of efficiency required of it.

And to its credit, the IRS is trying.

The tax agency anticipates that the new Integrated Financial System will be fully operational in January 2005, despite the GAO's doubts. (The release of IFS was delayed several times.)

Already, the IRS has expanded its e-filing system, making it available to corporations. It has also begun processing individual tax returns on its new Customer Account Data Engine. The new data engine will replace the agency's antiquated master file system, a time-consuming process involving magnetic tape files. However, GAO cautions that any malfunction in these systems can negatively affect the integrity of the IRS's financial records.

NOW IT'S YOUR TURN: Is the IRS ready? Are you? Cast your opinion here.
COMMENTS? Send your rants, raves, questions or idle thoughts to Rick Telberg here.

Wednesday, December 08, 2004

What Are You Doing for YOUR Staff This Holiday Season?

Don't miss out on the fun. Small business owners are getting this party started!

Some 95% of small business owners are planning some type of holiday celebration for their employees this year, according to a poll released this week by Battalia Winston International. That's an increase of 12% since December of 2001.

Since 9/11, financial worries have inhibited business owners and have been driving them to cut back on activities perceived as an unnecessary spending of funds, according to the study, reported by small-business researchers at Warrilow & Co. "The partying spirit is returning, even though many companies are holding back on costlier outlays, such as year-end bonuses and salary increases," Warrilow says.

By throwing a holiday party, business owners could also be killing two birds with one stone. For much of 2004, business owners told us that they were concerned about employee retention and their ability to attract skilled labor. They are rewarding their employees for their hard work but also increasing staff retention efforts by making their staff feel valued and appreciated.

Monday, December 06, 2004

Hi-Tech Tops Must-Have Wish Lists

CPAs just can't live without their PDAs, smart phones and laptops these days.

by Rick Telberg
At Large


Gadgets and gizmos -- not just gimcracks and gewgaws -- are high on the wish lists of CPAs this holiday gift-giving (and -getting) season.

Newfangled tech devices to ease mobility and ensure constant contact seem to be all the rage. To many, they are true work-savers; to some, they are lifesavers.
PDAs, smart phones and ultra-portable PCs top the lists of many professionals this year.
But which hot, new gadget can you not live without these days?

Let's check in with a few trendsetting members of the profession...

CPA HOLIDAY WISH LIST
(Santa wants to know.)
Susan Bradley, Tamiyasu, Smith, Horn and Braun CPAs: "My Acer Tablet PC... I love it. Lightweight and portable and just the right size for what I need."

Michael W. Harnish, Plante Moran: "Absolutely my Apple Airport Express (works with Windows and Mac). Creates a 10 user wireless network (B and G bands) from a single Ethernet connection as well as allows wireless sharing of a USB printer. Also allows wireless streaming of music to powered speakers. A must for users on the go or small workgroups. Can be secured."

Michelle Class, Barnes, Dennig & Co. CPAs:
"I have two, one a professional item and the other personal. (1) My wireless network at home. Since my husband and I both work from home a few days per week, it's wonderful that he can take his laptop and work from the dining room, while I have the desktop computer in the office. And (2) My X-BOX! Yes, it's not only for children. I'm 33 years old and enjoy playing the games in my spare time, especially HALO-2."

Greg Lockhart, Lockhart Industries:
"When I travel, I love the new (coat-pocket-sized) GPS systems that can give turn-by-turn driving instructions (as well as where the nearest hotels and restaurants are)."

Paul Dunn, ReNew Group:
"Skype, the best thing that ever happened to calling. It's a VoiP [voice-over-Internet-phone service] app. There are now something like 23 million people using it. We use it all the time for three-way conference calls (amazing quality) between the U.S., Australia and France. Music is such a part of my life that I have two iPods; my laptop and Wireless connectivity are a lifeline and anything that lets me use the power of the Web is top on my list."

Randy Johnston, K2 Enterprises:
"Treo 600 and the portable Apple Airport. I can't imagine being a mobile worker in technology and not owning these tools."

Anne Stanton, accounting technology consultant:
"I recently invested in the Corex Cardscan v700 and I use it all the time. Now I can electronically save the image of any business card and easily transfer data into my contact database and Outlook. Additionally, it fits in the palm of my hand and easily into my briefcase so it goes with me to events."

Allan Boress, marketing consultant and author of
Mastering the Art of Marketing Professional Services: A Step-by-Step Best Practices Guide. "I would stop anyone who dared touch my new HP IPAQ 6145, which combines a PC and the accompanying Microsoft programs with wireless e-mail and Web site access - all attached to my belt! I was able to watch the whole election unfold by staying online with the Drudge Report. It is also a mobile phone!"

Chaim Yudkowsky, chief financial officer and business consultant:
"My Dell Axim and Blackberry phone. I still like Pocket PC for many things!"

Eva Rosenberg, author of the upcoming "Small Business Taxes Made Easy:"
"What do I want? A mallet. I would like to use it to smash my computers! OK, what can't I live without? My all-in-one printer - an HP 9100 color copier, printer, scanner, fax. While I haven't used the fax feature yet, the color printer, copier and scanner have helped me replace pre-printed stationery completely. I can quickly create colorful reports and print out short e-books that look sharp. Also, my Sony Read/Write CD/DVD drive. Wow. I can create CDs of my books, audio workshops and materials for my clients, regardless of file size. And of course I love the feature in most tax programs these days allowing us to create PDF files of the tax returns. We can send those off to the clients for review...or even as the final product. This has saved me about 25 percent of my paper and printing costs. (E-file has saved me about 50% on my paper and printing costs.)"

Ron Seigneur, Seigneur Gustafson Knight CPAs:
"I just moved to a Treo 600 to replace my old cell phone and my Palm Pilot. Not quite a "Crackberry," but I just cannot stand those who have to check e-mail every five minutes.

Sandi Smith, CPA web advisor: "I love my new version of Camtasia Studio (by TechSmith). This software package allows me to produce customized multimedia video on the fly. I use it for training mostly, but later plan to use it for presentations and Web video. It takes five minutes to learn. It captures screen contents, my keystrokes, and my voice so I can produce a quickie training video. I can go into an accounting package, demonstrate what I want to teach, post the file to my Web site, and send an e-mail with the link to my client. Voila, instant customized training movies! Very cool!"

Geni Whitehouse, Best Software:
"I have two gadgets that I am using almost daily - one is a USB hard drive pen (I have been using these as giveaways at trade shows). And the other is my digital camera - especially due to my move from Atlanta to Southern California, and selling furniture, etc. Craigslist.com has been a great tool as well."
Of course, technology isn't everything. As marketing guru Bruce Marcus reminded me, "The hottest gadget I couldn't live without is my brain, which sometimes works."

Friday, December 03, 2004

TRENDS, FORECASTS 2005

We're putting together a list of the
"TOP TRENDS AND FORECASTS FROM THE TOP PEOPLE IN THE PROFESSION."


If you're reading this, you're probably one of the "top" people.

We want to know:

1. WHAT ARE THE TOP TRENDS, ISSUES, CHALLENGES OR OPPORTUNITIES FACING THE PROFESSION?
(They may be anything you are personally aware of or passionate about -- Economic, Tax, Managerial, Political, Competitive, Global, Regulatory, Technological, Sociological, and/or etc.)

2. WHAT ARE YOUR EXPECTATIONS FOR 2005?
(What kind of year will it be for the profession? Good or Bad? What kind of surprises may erupt? What's the best that could happen? The worst?)

3. WHAT ARE YOU DOING ABOUT IT?
(Considering the Trends and Forecasts, what are you doing about it? What should the profession do?)

Participants will get a special summary of the responses, which some may find useful for their own strategic thinking for 2005.

If you'd rather talk than email, please feel free to call Rick Telberg at (914) 837-6458.

Responses are already rolling in. Check out the COMMENTS link below to see the latest. [I apologize in advance to the contributors for any typos. We're working fast and on-the-fly on this project.]

Thanks!

Tuesday, November 23, 2004

WORK/LIFE BALANCE:
Stress Relievers for Telecommuters

In 2003, 71 percent of U.S. employees worked more than 40 hours per week, and 57 percent considered themselves overworked, according to a survey by career site Monster. The good news? Home-office workers can incorporate stress relievers that may not fly in the corporate office.

Here are five techniques that telecommuters can try at home:

1. At home you aren't subject to fire-hazard laws, so light aromatherapy candles.

2. Play light, relaxing music in the background, but lower the volume during business calls.

3. Take a 15-minute power nap to keep you refreshed, or reward yourself with a quick break. For instance, for every two hours of work, allow yourself 10 minutes to get a snack, get fresh air, or to stretch.

4. Arrange for a massage therapist to visit you in your home. Onsite masseuses are often paid by short blocks of time, so arrange the visit for as quick or as long as you need.

5. Take advantage of your flexible schedule. Work a half day when you are too stressed to concentrate. Make up the other half on a day when your office coworkers don't go in, like on a Saturday morning or on a holiday.

Source: www.salesandmarketing.com

Saturday, November 20, 2004

FASB Gets Input from Sounding Board

The standard-setters' advisory panel unveils annual wish-list agenda. What do YOU think the FASB should be doing?

by Rick Telberg
At Large

Pssst! Wanna peek into the future of accounting standards-setting?

Here's a clue: The little known Financial Accounting Standards Advisory Council, an adjunct to the powerful and well-known Financial Accounting Standards Board (FASB, or the Board), based in Norwalk, Conn., has completed a member survey of the top issues. The results could suggest FASB's focus in years to come.

Some old problems still need urgent attention, according to FASAC. "For the third consecutive year," the report states, "revenue recognition topped the list of issues that Council members believe should be the Board's priority."

And the FASAC members are not necessarily as enamored of international harmonization as you'd think from reading the global business press. "FASAC members generally would not automatically assign a higher priority to projects that provide international convergence opportunities," the report said. "Nor do they believe that the Board should always add a project to its agenda because the International Accounting Standards Board does."

In sum, the report said, "Most FASAC members support the Board's efforts to create a codification of U.S. GAAP. Some encouraged the Board, however, to not let the work on the codification affect the progress on other important projects."

To be sure, the AICPA's own Al Anderson said, "None of the Board's current projects should be removed from the agenda. Several current projects are scheduled to be completed in the near term, and new projects can be added to the agenda as that occurs."

Another interesting insight can be gleaned by comparing FASAC's responses to the survey with FASB's:

FASAC Members (out of 28 respondents) vs. FASB Members (out of 7 respondents)
--Revenue Recognition: 21 vs. 5
--Financial Performance Reporting by Business Enterprises: 16 vs. 4
--Fair Value Measurement/Fair Value: 15 vs. 2
--Codification and Simplification: 12 vs. 1
--International Convergence/Short-Term Convergence: 11 vs. 2



Beyond the standards issues themselves, however, FASAC members made several interesting references to impending economic changes necessitating changes in accounting standards.

One respondent pointed out that the burgeoning federal budget deficit will lead to higher interest rates and inflation. Inflationary conditions will stress the definitions of fair value and also leave investors unable to accurately evaluate performance figures. The trade imbalance and "accommodative monetary policy" will aggravate inflationary tendencies, according to John F. Richards, managing partner of Crabtree Ventures.

At the same time, cost pressures brought on pension funding (by inflation crossed with poor market performance) are likely to cause companies to use accounting to juggle numbers and shade the truth. Guidelines may have to be tightened. Cost pressures are also giving birth to new pension plan designs to which current standards may not clearly or reliably apply.

The expectation of future economic change makes it all the more difficult to apply the Board's proposed standard on fair value measurement. Small changes in discount rates can have major effects on value over the long term. In a world subject to disruptive political and economic events, anything from terrorist attacks to commodity shortages can have major effects over the short term.

Said Hal Rogero, representing the Institute of Management Accountants: "Some fair value measures are based upon estimates so far into the future that reliability is a real issue." This is all the more true in an inconstant environment.

The imminence and inevitability of economic change make it all the more important that FASB continue its effort to produce standards that rely more on principles and the spirit of the standard than on detailed guidelines and the letter of the law. Principles accommodate change far better than bright-line rules do.

The FASAC survey didn't say it, but one might reasonably conclude that any attempt to deal with economic change by heaping more rules on old rules could not only confound preparers and auditors but confuse investors. One result: the kind of volatility normally associated with an unsure environment.

FOR THE FULL FASAC REPORT: Click here, http://www.fasb.org/fasac/resultspg2004.shtml

Thursday, November 18, 2004

What Your Workforce Really Wants

If today's CPAs mirror others of their generation, then they want less work time and more family time.


by Rick Telberg

Career Feature

Who'd ever have thought that the turn-on-and-drop-out generation of the '60s and '70s would turn into a force of workaholics with a penchant for office time over family time? This is just one of several important trends that may mean long-term challenges for accounting firms.

A survey conducted by the Families and Work Institute has found that 22 percent of Boomers are "work-centric," compared to 12 to 13 percent of other generations. Meanwhile, 52 percent of Gen-X are family-centric, compared to 41 percent of Boomers.

The study holds clues to recruiting, retaining and grooming CPA talent in the 21st century. The lessons should be studied and understood by hiring managers at CPA firms and in business and industry alike. But the data could also help rank-and-file CPAs understand and grapple with the workaday conflicts they face in balancing the career and personal life.

The study also parallels recent research that suggests fewer people are lusting after becoming partner in a firm, or chief executive of a Fortune 1000 company.

One can imagine why the children of these hardworking Boomers are showing a marked shift toward more time at home.

The survey found that Gen-X fathers (those 23 to 37 years old) are spending 50 percent more time with their children than Boomers did in their younger days. Likewise, Gen-X, especially the women, are more likely to turn down career opportunities if the added responsibilities mean less time for family.

An increasing number of men, too, are less attracted to the high-earning positions in their companies. The "bad-mood meters" of their bosses hint of managers' dissatisfaction with job and life.

Of those who want jobs with less responsibility, 44 percent are at least somewhat likely to look for work elsewhere.

Does this mean trouble for American productivity?

Not necessarily.

Family-centric and dual-centric workers, the survey found, exhibit better mental health and satisfaction with their lives and jobs. And the more they like their jobs, the longer they're willing to work each week. In fact, the younger generations spend about as much time at work as their older peers.

These trends may mean trouble for accounting firms.

Just as it suffers a dearth of qualified professionals, those who are qualified may be less inclined to strive for success. They'll put in the hours, but their minds will be on their families. They don't want to get ahead; they want to get home. Many may want opportunities to move down in the company rather than up. Time-off may mean more than time-and-a-half.

That's something for management Boomers to think about while they're working late, when it's quiet because everyone else has gone home.

Comments? Click on the messaging box below.

Saturday, November 13, 2004

What You Don't Know Could Hurt You

CPAs need to start asking the tough questions. Here are my top 10.

by Rick Telberg
At Large

If you think you know what your client or company wants from you, you are probably wrong.

Why? Because most CPAs simply don't ask. It's probably the single biggest mistake most CPAs make in their practices and in their careers.

Evidence of the gap is all around. For instance, ask CPAs what the next big thing is going to be in technology, and you'll find CPAs in public practice and CPAs in industry drawing up very different lists, as I reported in "The Next Big Thing in Software." In public practice, the top item is construction accounting software. Among members in industry, it's help desk and call center solutions.

Or try this one: Ask clients, "What else can your CPA do for you?" And about three in four will say, simply, "Nothing." Then ask, "What do you wish your CPA could for you?" And you'll get a raft of answers, ranging from financial advice to legal services and back again.

Here's a third example: The biggest single issue facing small- and medium-sized businesses, year in and year out, has been health insurance costs. And yet, few, if any, CPA firms are helping clients with the problem.

So it's positively refreshing that a new program is afoot in the profession that could help CPAs start asking the right questions and actually delivering good, valuable and actionable answers.

To be sure, systems for consultative selling have long been available -- in checklists and manuals, and from consultants and trainers. But a new solution leveraging the considerable experience of Paul Dunn, famous for Results Accountants Systems and the Accountants' Bootcamp, holds out the promise of partially automating the process with Web-based software.

At its height, Dunn's operation had enrolled maybe 3,500 small CPA firms in his army of go-getters. Then in 2000 he sold the business and retired to the south of France. Now Paul Dunn is back. That alone is news. But what Paul Dunn is doing with longtime associate Shannon Vincent is even bigger news. They've formed The ReNew Group and are launching a nifty little program called TRUST. It's still mostly beta, but nevertheless worth a look.

But don't take my word for it. "It's an awesome program," raves D. Michelle Golden, a CPA firm marketing consultant based in St. Louis. "If just one or two Trust sessions per month were on each partner's or manager's personal marketing plan, it would make a big difference in any firm, not just in sales, but in improvement of service and expansion of relationships in general."

Here's how it works: The CPA invites a client, at least annually, to fill out an online questionnaire -- not unlike the idea of a tax-season questionnaire.

From the answers received, the program pinpoints issues and challenges from -- and this is critical -- the client's perspective. The questionnaire takes about 40 minutes and client answers are likely to be at least as honest as, if not more honest than, they would be if the CPA were spending the time face-to-face. The plethora of data divulged is huge. And the information is immediately actionable. It's also broadly customizable.

Still, the starting point for the system is the range of questions Dunn and Vincent have devised.

Measure yourself against these questions, and decide if you're asking the right questions, and getting actionable answers, from your clients or your company:

1. How confident are you that all of your income tax returns have been completed and liabilities agreed with the tax authorities?
2. How do you rate your understanding of the responsibilities and risks of being a Director under corporation/company law?
3. How do you rate the quality of the management information you receive from your systems?
4. How well has your business lived up to the expectations you had when you started it?
5. How do you rate your personal investment plan as a means to achieving financial independence?
6. How proactive are you at ensuring that any differences between forecasted and actual profit are addressed, at least on a monthly basis?
7. How frequently do you prepare and review financial statements to monitor business performance?
8. How confident are you that you have adequate retirement funds?
9. How recently did you carry out a financial modeling exercise, examining various what-if scenarios for your business?
10. If a prospect asked you to describe what you do in 30 seconds, how confident would you be that you could get your key messages across?

Even if The ReNew Group's solution isn't right for you, Dunn and Vincent are moving the profession forward by prompting CPAs to bear down on the right business issues.

And isn't that what CPAs should be doing all along?

Thursday, November 11, 2004

EXECUTIVE SUMMARY:
Set the President’s Agenda

With the elections over, those in the Bush Administration find themselves gainfully employed for a while longer. Now, however, is the time when the President must set the tone for his second term. Will the Bush Administration be friendlier toward American businesses, both large and small, or will energy costs and taxes continue to plague business owners? Just in case the Commander-in-Chief is open to listening to some advice, we conducted a survey of our readers and asked them what they thought should be at the top of the President’s agenda over the next four years.

Sample: Respondents to our online poll came primarily from the public accounting industry (55 percent). The vast majority said they work for small businesses with 50 or fewer people (73 percent). Individually, most respondents fell into the upper echelons of management, either CEO/managing partner (38 percent) or senior executive/partner level (25 percent).

Results: Not surprisingly, Cost of Health Insurance was the No. 1 concern on almost everyone’s list as the most pressing issue facing businesses today. A whopping 93 percent of respondents agreed that the President must do something to control the upwardly spiraling costs of health insurance premiums, something that can easily make or break a small business. Research has shown an alarming trend of small businesses that have ceased offering health insurance all together. If costs continue to skyrocket as they are, then businesses will stand to lose valuable employees and will suffer for it competitively.

Coming in at a distant second was Cost and Frequency of Law Suits (68 percent). The topic of frivolous lawsuits was addressed by both of the candidates in this election, mostly as it pertains to medical malpractice (something which indirectly affects the issue of high health care costs addressed above). Small companies often do not have the luxury of being able to retain a team of pricey lawyers, unlike their larger counterparts. As people become more litigious in today’s world, small businesses find themselves in the crosshairs of predatory lawyers and their unreasonable lawsuits. Even if the business is not found at fault, the legal costs alone are enough to plunge some companies into deep debt.

Tied for third place are two loosely-related topics – Energy Costs and Unreasonable Government Regulations, both at 67 percent. It has become painfully apparent to all Americans that the days of $1.30/gallon gasoline are over. With the decreasing oil output by the OPEC cartel and the increasing demand for more fuel from developing industrial countries like China, the energy crisis is likely to worsen before it gets any better. Once again, small businesses often bear the brunt of such seemingly far-removed dynamics. Raise the price of gas and diesel, and a small company pays substantially more for shipping its goods. Not only is fuel for vehicles an issue, but electricity has jumped and the portents for high heating oil prices this winter are very ominous. All of these factors can add up to significantly higher operating expenses for businesses of all sizes.

Of equal importance to respondents are government regulations that go too far. These can encompass any number of areas. Environmental regulations, for example, can be so strict in some parts of the country that it simply is not worth doing business there. Or what about the new overtime regulations enacted by the U.S. Department of Labor just a few months ago? Although getting companies into compliance was not the total nightmare critics had envisioned, the reforms still left some companies scratching their heads for one reason or another.

Conclusion: These are just some of the findings that can be found in Set the President’s Agenda. The results of our study are clearly in line with the general feelings of America’s small businesspeople today. The Bush administration would do well to listen to the people in the trenches, the small business people, about how to keep America competitive.

Wednesday, November 10, 2004

What the President Could Do for YOU

In a campaign overshadowed by security issues, economic initiatives took a back seat. Here's what small business wants now.

by Rick Telberg
At Large

Now that President George Bush has secured his office for another four years, he and Congress face a host of problems and issues barely addressed in the last year on the campaign trail.

In a political season dominated by fear and terror, war and security, charge and counter-charge, many of the pocketbook issues facing the nation's consumers, investors, small businesses and their accountants have gone largely unaddressed.

Let's hope Bush will start his second term by reaching across the political and ideological divides of this nation to focus on what really seems to concern hard-working and job-producing Americans.

So, Mr. President, here's the list, with thanks to Bruce Phillips, research chief at the National Federation of Independent Business, who can cite persuasively...

"The 10 Most Severe Problems for Small-Business Owners"
1. Cost of Health Insurance. "Health insurance costs were a 'critical' issue for 66 percent of respondents, the highest percentage for any problem in the survey's 22-year history," according to Phillips.
2. Cost and Availability of Liability Insurance
3. Workers' Compensation
4. Cost of Energy (Natural gas, propane, gasoline, diesel, fuel oil)
5. Federal Taxes on Business Income
6. Property Taxes (real, personal, or inventory)
7. Cash Flow
8. State Taxes on Business Income
9. "Unreasonable" Government Regulations
10. Electricity Costs (rates)

Interestingly, some of the 10 least severe issues garnered more than their share of attention during the campaign.

For instance, the top 10 LEAST severe issues, starting with the least of the least:
10. Exporting My Products/Services
9. Competition from Government or Non-Profit Organizations
8. Competition from Internet Businesses
7. Increased National Security Procedures (a new problem in the 2004 survey)
6. Competition from Imported Products
5. Obtaining Short-Term (Less Than 12 Months or Revolving) Business Loans
4. Winning Contracts from Federal/State/Local Governments
3. Obtaining Long-Term (Five Years or More) Business Loans
2. Protecting Intellectual Property
1. Cost-Effective Mail Service

And then there are items that once were problems, and today are not any longer, perhaps for any number of reasons -- they've been fixed, or economic circumstances have changed.

For instance, interest rates were a major issue the last time the comprehensive survey was conducted in 2000. But this year it tumbled 29 ranks to 58th place. "Death (Estate) Taxes" became a non-issue, despite all the campaign rhetoric, falling 13 rungs in the rankings.

Monday, November 01, 2004

CAREERS IN FINANCE:
Recruiters Rush to Keep Pace with Demand

'All found work and are making good money.'

With workloads up 40 percent due to Sarbanes-Oxley, CPAs and financial managers are in hot demand again across the nation. Even in the dot-com wasteland of the Pacific Northwest, one recruiter says, "Every unemployed CFO, every unemployed controller, financial people laid off from dot-coms -- they've all found work and are making good money."

WHO'S HIRING: RSM McGladrey, Grant Thornton, Moss Adams, even little Williams & Webster in Spokane, according to Puget Sound Business Journal. More: Jefferson Wells has gone from 40 to 240 people in the Northwest, and is looking for another 65 people

BACK TO SCHOOL: Accounting enrollments went from 86 in 2001 to 176 this year at Seattle Pacific. University of Washington Business School accounting professor Gary Sundem reports a 20 percent increase.

Sunday, October 31, 2004

Success Experts Share Their Secrets

Got issues? A virtual roundtable has the answers.

by Rick Telberg

At Large

It's hard to know where to begin when trying to list and address the biggest issues and opportunities facing the CPA profession.

Is it the changing competitive landscape? Unpredictable career paths? Technology? Regulation?

It's overwhelming. So I've assembled a virtual roundtable of advisors for you. By e-mail, four of the profession's leading lights shared with me some of their biggest concerns, greatest passions and essential success strategies for CPAs today.

The panelists are:
* James C. Metzler, CPA, vice president in charge of small-firm interests at the AICPA. Based in East Amherst, N.Y., near Buffalo, Metzler has led his own CPA and technology consulting firms.
* Charles C. Larson, CPA, based in Saint Joseph, Mo., a driving force behind the Missouri MAP conference and one of the most experienced practice consultants in the profession.
* Bob Wilson, director, firmwide human resources, RSM McGladrey Inc. Based in Charlotte, N.C., he's head of staff recruiting.
* Donald P. Danner, chair of the Missouri society MAP committee and chief financial officer of Aspen Marketing Services, the largest privately held marketing services company in the U.S., based in Chicago.

All are involved in the 32nd Annual Management of an Accounting Practice Conference, produced by the Missouri Society of CPAs, next week, Nov. 8-9, in Kansas City, Mo. It may be the oldest continuously running MAP conference in the profession.

The conference also features some of the biggest names on the circuit today, including: David G. McIntee, a Kinnelon, N.J., CPA, who has long been involved with the AICPA in practice issues; L. Gary Boomer, the renowned technology guru from Manhattan, Kan.; Gale Crosley, the marketing advisor from Atlanta. And I'm honored to be keynoting the event on opening day.

Here are some of the highlights of our virtual roundtable:

WHAT'S THE SINGLE MOST IMPORTANT ISSUE IN BUSINESS TODAY AFFECTING CPAs?
* METZLER: It's business ethics and corporate responsibility.
* LARSON: Change... in every aspect of our practice, including: technology, personnel, new sources of competition, and new rules and laws.
* WILSON: The supply of new people entering and remaining in the profession.
* DANNER: How to restore trust and balance to the financial markets at all levels.

WHAT EFFECTS ARE SCANDALS, REFORMS AND CONSOLIDATION HAVING?
* METZLER: Re-focusing and elevating longstanding standards such as independence, client acceptance, client retention, code of ethics and code of conduct.
* DANNER: Over-legislation and the ongoing series of unintended consequences.
* LARSON: None, for smaller firms. In local firms, CPAs continue to be America's most trusted advisor. New rules have imposed new costs and often unnecessary requirements on these local firms that were not involved in the scandals and incidents occasioning the new requirements.


WHAT'S THE BIG LESSON IN MARKETING?

* METZLER: A new market has opened up for smaller firms as a result of SOX and the inability for auditors of public companies to do nonattest services. There are now opportunities for the smallest of firms to do business with public companies by performing nonattest services such as tax, reconciliation, accounting, internal audit, inventory work, even write-up for small divisions and branch locations.
* LARSON: You better know what is available in the market. And, you better know your competition from outside the profession.
* DANNER: Expertise and relationships remain the key to provide "full-service" to our clients.

HOW IMPORTANT IS TECHNOLOGY TODAY? CAN YOU GET ALONG ANYMORE WITHOUT A CRM SYSTEM? A WEB SITE? OR E-MAIL?
* METZLER: No. Utilizing the best in technology is a given.
* DANNER: Technology is a key facilitator. But some mindsets create a "slavery" to technology, losing track of the reason for it.
* LARSON: It's as important as you are willing to make it. If you spend the time and money it will pay off.


WHAT'S THE SINGLE BIGGEST MISTAKE CPAs ALWAYS SEEM TO MAKE?

* WILSON: Short-term focus in regard to staffing and people issues.
* METZLER: Firms drive on individual measurements/success rather than firm/group success, thus very many firms have unaligned leadership and fail to get to the next level because of it.
* LARSON: Analysis paralysis.
* DANNER: Being slow adaptors. We must learn to manage our practices from a variety of sources including colleagues in industry.


CAN RAINMAKERS BE "MADE," OR ARE THEY JUST "BORN" THAT WAY?

* METZLER: They can be made. Those who are born that way are naturally extroverted and are great at bringing in new name clients. But they still need the training and the discipline. Those who are more introverted are great at selling expanded services to current clients once they are trained appropriately. Anyone who follows -- and adheres to -- a simple sales process methodology can become a rainmaker.
* LARSON: Easy to make... But it takes a long time to describe how.
* DANNER: With some pre-attitude, they can be made.


NAME A BUSINESS BOOK OR CONSULTANT THAT SHOULD BE CRITICAL TO EVERY CPA'S THINKING.

* METZLER: Zig Ziglar and all of his books and tapes.
* DANNER: "Good to Great." It traces a measured, reasoned approach to success. Jim Collins identifies a number of issues confronting all business entities.
* LARSON: Besides his own "Billing & Collection Methods that Work," he recommends Ron Baker on value billing.

Saturday, October 30, 2004

Can You Close a Million-Dollar Deal in Two Sales Calls?

Maybe. If you follow this partnering strategy.

1. Establish a relationship with a partner. Gardner calls the partner a code breaker. "A partner is someone who already is writing millions of dollars’ worth of business annually with one of your potential clients. He or she usually is a sales rep with another company that is not a competitor," says Gardner. "This is your strategic alliance – the person who can get you in to see the decision maker."

So how do you find the right partner? Gardner suggests researching companies and finding sales reps who are connected to some of the major corporations you are interested in approaching. Contact them with your idea about working together. Once you both agree the foundation of a mutually beneficial relationship exists, research the new account and meet with your partner before the sales call to talk specifically about the strategy you will use with the client.

2. Make the first sales call. "You are already prequalified in the decision maker's mind because of the code breaker," says Gardner. "Ease your way into the meeting by taking a back seat and letting your partner follow up on old business. Then have the him or her introduce you." Remember, says Gardner, you need to be armed with case studies and metrics. "Know your RIO, your differentiators and value-adds before you enter the room," she says.

3.Make the second (and last) sales call. Keep in mind you may be meeting with someone other than the CEO. "If this is the case, try to introduce yourself to the person before your presentation," she says. "You can do this via a conference call or, after your meeting with the C-level person, walk down the hall and introduce yourself. Find out in advance who your allies are. You don't want to go in cold."

The second sales call is a traditional sales meeting where you pitch your product, answer questions and discuss the details. You don’t need the code breaker for this meeting, but you do need to be prepared. "Because you have entered at an exceptional level on the solid reputation of your partner, you will get the commitment and close the deal in this sales call," says Gardner.

4. Keep the code breaker in the loop. If you want to continue to build the relationship with your partner – and you do – you need to keep that person in the loop about everything that is happening with the account. "You build rapport and trust by communicating," says Gardner. "Keep C-level people in the loop, too, but pick and choose what you tell them."

5. Move on. After you close the deal, create a technical team to handle the pricing, proposal and smaller details while you move on to close other deals with your partner.

Source: Patricia Gardner, president of the consulting firm, Maximum Sales Inc., and author of The Million Dollar Sales Call (McGraw Hill, October 2004), via sellingpower.com

Wednesday, October 27, 2004

CPA MARKETING:
Does Advertising Work?

YES! GOOD B2B advertising works great, especially with innovators.

CPAs and small business owners are the Influentials of our communities... The social leaders who influence our opinions about what to buy and who to believe are more likely than any other influence group to also own their own company.

The elite among these influential business owners are the Innovators. Innovators are those business owners who seek out and try the newest products or services. These active learners search for new information. Market scanning is an innate habit. In addition to being voracious absorbers of information, they also experiment and tolerantly try new products and services, often before development is entirely complete. They are a dream customer for most product marketers and every marketers’ ideal target.

Given their sophistication, these Innovator business owners are surprisingly influenced by good B2B advertising. In fact, more than half acknowledge that good SMB ads make them feel good. More importantly, more than 75% of all Innovators claim that good B2B advertising affects their purchase decisions. Spending by Innovators is vastly more affected by good B2b advertising than Early Adopters, the next group most likely to try new things.

Source: Warrillow & Co.

Sunday, October 24, 2004

Do Accountants Have The Skills to Help Save The Planet?

Can it happen here (in the U.S)?

From London, comes this report: Chartered accountants may have the potential to be major players in the sustainability arena, according to a new report published last Wednesday by the Institute of Chartered Accountants in England & Wales. By assuring corporate performance in areas such as human rights and greenhouse gas emissions, accountants in practice can make businesses more accountable to investors and regulators. Through collecting, reviewing and interpreting information relating to environmental and social impacts, those in business can make sustainability benchmarking more reliable.

While entering this field of work presents many challenges for accountants, not least because of the paucity of suitable reporting criteria, the Institute of Chartered Accountants says the opportunities are considerable. ICAEW President Paul Druckman commented: "Chartered accountants have a long history of responding to new market opportunities and shifts in public expectations. I personally think the profession should take a lead on sustainability because it is in the public interest. But even from a hard-headed business perspective, this is an area of work into which accountants can and should diversify because governments and consumers will increasingly demand sustainable corporate behaviour."

But don't hold your beath. The Institute's own survey of the managing partners of 143 accountancy firms found only 10% had so far received any demand from clients for guidance on environmental or social regulations and taxes. However, this is the main area in which demand for practitioner services is expected to increase in the next three to five years, with 52% of respondents predicting at least some demand for advice.

Accountants may indeed "have the skills to help the planet." But does the planet really want to be saved by accountants? Just wondering.

Friday, October 22, 2004

Tax Pros: Get Ready for 2005

'Bring it on!' says one CPA. 'It comes too fast,' gripes another.

by Rick Telberg
At Large

With the last of the extension dates passed and gone a couple of weeks ago, tax professionals are gearing up for a 2005 filing season that figures to be one of the best, if not smoothest, of their careers.

A flurry of tax bills in recent weeks, plus the uncertainty of the implications of the quadrennial voting next week, is spicing up an otherwise smooth-running start-up phase. Lessons from last year are being recalled, new tax software is under review, new office procedures are getting a try, and temporary staff is being lined up.

In fact, about 41 percent of the CPAs I've surveyed say they are "about on schedule to be ready" for the new tax season. Another 4 percent are "totally ready to rock-n-roll!"

"Bring it on!" said the owner of one small firm.

Of course, there are always the procrastinators: 19 percent said, "I don't even want to think about it yet."

Overall, nevertheless, CPAs are eager and optimistic.

Check the stats:
-- 75% expect gains in revenue over last year.
-- 72% expect gains in profits to match.
-- 65% expect no change in the number of clients on extension.
-- 64% expect more revenue per client.
-- 61% expect more profit per client.

"People will be more confused than ever," conceded one CPA, apologetically. "Of course, that's good for our business. But it's bad for the citizen's understanding of the government's financial operations."

Still, the usual challenges loom:
-- 63% worry that clients will be late or unprepared.
-- 41% are concerned about last-minute changes by the government.
-- 36% fret about finding enough staff.
-- 29% expect technology problems.
-- 28% say learning all the new rules, regs and forms will be an issue.
-- 28%, again, worry about the overall economy's impact on their business.
-- 13% wonder how the IRS will be operating this year.
-- 8% are warily eying new competitors.

One problem that many preparers hope won't reappear this year is the late 1099's from financial institutions, which were jammed up last year by some late changes in the law.

"As tax law changes are enacted and complexities become greater, our service is much more valuable and goes much further beyond the standard tax return completion, 'see-you-in-8-months' mentality, according to one respondent. "Clients are demanding more attention during the year and we find it a profitable niche. For a small firm, we can offer that kind of attention to the clients that demand it, plus it allows us to know more and more about our client base since we spend so much time together."

Now there's a CPA who seems to know how to run a tax practice.

Wednesday, October 20, 2004

CPA FIRM MARKETING MINUTE:
Now's the Time to Think Ahead for the Holidays

Yesterday, one marketing advisor was reading her local business newspaper, and was surprised toi find the first Christmas-related article of the season. It was an attorney's perspective on employers' liability for drinking at holiday parties. But it could just as well have been a CPA's views on year-end planning.

Marketers must always be thinking ahead. It's not too late for deadlines at local newspapers, weekly magazines, radio, TV and the web.

Here are three strategies:

1. A news release. Journalists and producers search online
for holiday content ideas, so this can inspire them to use you as a source.

2. An advice, personal experience or opinion piece related to the holidays.

3. Pitching yourself to the media as a resource on an issue
that often comes up during the holidays: plum pudding, the etiquette of mistletoe, family stress, car travel with kids, electrical safety, interfaith conflicts, or, obviously, end-of-year tax planning and business strategies, charitable gifts, etc. Approach media folks by calling, emailing or enclosing a business card or Rolodex card with a postal letter.

Monday, October 18, 2004

Something for Everyone in New Corporate Tax Bill

A supposedly simple technical corrections bill to fix problems in trade subsidies becomes a Christmas tree.

by Rick Telberg
At Large

The American Jobs Creation Act of 2004, passed by Congress and headed for the President's desk for signing, began more than two years ago as an effort at ending illegal U.S. trade subsidies. It may have done that; but it has done so much more. In fact, the bill turned into a 633-page Christmas tree of corporate tax breaks (Watch Out for Election-Year Tax Issues).

Some items, of course, are needed and commendable. Bob Scharin, editor of the Thomson RIA Practical Tax Strategies, for instance, points out that the bill closes an oft-abused tax break for individuals donating used vehicles to charity. "Because the crackdown on donations of automobiles to charity will take effect in 2005," he advises, "taxpayers intending to make such donations should consider doing so before year end."

Sen. John McCain called the bill "a classic example of the special interests prevailing over the public's interests," and Sen. Ted Kennedy agreed: "Elite corporate interests are the winners at the expense of average Americans."

Mainly, the new corporate tax bill grants about $136 billion in supposedly revenue-neutral tax breaks over the next decade. The $10-billion buyout of tobacco farmers and tax breaks for big companies like GE, Caterpillar, Boeing and Microsoft have gotten the most news coverage, but true tax mavens looking at the bill page-by-page are finding all sorts of little gems.

"The basic plan to replace the exemption was simple, but the bill became more expansive, and pretty complex and convoluted in the legislative process," noted Mark Luscombe, JD, CPA, principal federal tax analyst for CCH. "To gain support for the bill, all sorts of things were tacked on to appeal to specific groups, such as farmers, the film industry, residents of states that don't have an income tax and so on."

For instance:

-- Ceiling Fans: Suspends a 4.7 percent duty on ceiling fans, which Home Depot is one of the main beneficiaries. This is for any ceiling fans purchased before December 31, 2006. Cost: $44 million.
-- Shopping Malls: $231 million in taxpayer funds to finance $2 billion in bonds for mall developments in Syracuse, NY; Shreveport, LA; Lakewood, CO and Atlanta, GA.
-- Dog and Horse Race Tracks: A $27 million provision included to lure more foreigners to gamble at U.S. horse and dog racing establishments.
-- Cruise Ships: A $28 million provision allows the cruise industry a delay in paying taxes on the airplane tickets, hotels, and other excursions it sells in the United States. The tax delay would save Carnival Corp $15 million and Royal Caribbean would save $8 million to $10 million.
-- Fishing Tackle Boxes: Reduces the excise tax on fishing tackle boxes to 3 percent from 10 percent. One of the biggest beneficiaries will be Plano Molding Co. of Illinois. The company has been making plastic fishing-tackle boxes for more than 55 years. Cost: $11 million.
-- NASCAR: A $101 million provision which allows track owners to write off the cost of grandstand facilities over seven years - the only such tax break for owners of a sports facility.
-- Trial Lawyers: This $327 million tax break establishes costs incurred as a result of attorney and court costs paid to prosecute a claim of unlawful discrimination as a tax deduction.
-- Hollywood: A $336 million break that allows studios to expense up to $15 million in the first year of production of small and independent films in the United States. Studios could expense an additional $5 million if a significant amount of production expenditures are incurred in low-income communities or in the Delta Regional Authority. The Delta Regional Authority includes counties in Alabama, Arkansas, Illinois, Kentucky, Louisiana, Mississippi, Missouri and Tennessee. Hollywood also benefits from the new manufacturing tax break.

The list goes on: $247 million break for manufacturers of corporate and private jets on top of a $995 million break for companies that lease planes; $501 million break for railroads and even a $9 million break for archery companies.

But, most troublesome for tax professionals may be the new, separate rates on manufacturing and service companies.

For the first time in memory, if not history, according to AICPA taxation vice president Tom Ochsenchlager (The New Tax Bill: Washington at Work), they will be taxed at different rates -- 35 percent for services and lowered to 32 percent for manufacturers.

Last week, I wrote wistfully wishing for real tax simplicity. This, of course, isn't it.

"Major tax overhaul may indeed be a pipe dream, depending on what you put in the pipe and whether or not you inhale," quipped reader Richard W. Blalock, a St. Charles, MO, CPA, in an e-mail. "But it's clear that the ever-growing volumes of tax legislation, tax code, tax regulations, letter rulings and on, and on, and on, are growing tiresome to even the most studious of the tax specialists in this country. I cringe every time I hear someone jump on his or her soapbox and preach tax simplification. But if by simplification they are talking about abolishment of the income, estate and payroll taxes in favor of let's say a national sales tax, well, you've got my attention and could well gain my support."

CPA Margaret E. McConn in Houston might agree. "The federal income tax is supposed to be a self-assessed tax," she said. "It is now so complicated that even the intelligent are best-served hiring a professional tax preparer. This will only get worse. I am one tax preparer who would love to see a tax law change to put me out of business, in the interest of fairness."

Some have suggested a VAT, CPA William Seth suggests instead a "FAT tax."

"Fat is killing the country. A slow agonizing death just as insidious as cigarettes and just as sure as the Red Sox not winning the series," he writes on his blog. "Here's a thought: Taxation based upon fat. The ultimate consumption tax, eh?"

Follow his thinking: The Federal budget is roughly $2 trillion. Divide that by a population of 350 million, and that equals about a $6,000 tax burden for every citizen. So, if you're 10% overweight, you owe an additional 10 percent or $600; 10 percent under, pay less.

Who knows? Seth's solution sounds about as reasonable as some of the items in the new tax bill.

Monday, October 11, 2004

Watch Out for Election Year Tax Issues

Candidate positions could have a huge and lasting impact on how practitioners work and plan.

by Rick Telberg/At Large

Just as President Bush was preparing last week to sign the tax extenders bill, officially known as The Working Families Tax Relief Act of 2004, I was sitting down with four of the best tax insiders in the business in their lower Manhattan offices. What they told me is essential information for every tax professional -- maybe even every taxpayer.

Seated around the conference table at tax and legal publisher, Thomson/RIA headquarters were:
-- Bob Scharin, who focuses on individuals and small business,
-- Bob Fuerst, for international and corporate issues,
-- Bill Massey, estate and gift tax planning, and
-- Dick O'Donnell, the pensions specialist.

Their attention was already shifting from the new tax bill to the next tax bill and the long-term ramifications of the upcoming election. Remember, they warned, Americans will be voting for more than just a President. One-third of the Senate is up for re-election and every seat in the House is open. With an election season as unpredictable and volatile as this, anything could happen. And it might. CPAs will need to maintain constant vigilance going into tax season.

For one thing, as soon as the election is over, no matter who wins or loses, there was still a chance late last week that there would be a lame-duck session of Congress to pass the ETI-FSC bill, which could be a 630-page whale of new, and perhaps retroactive, changes affecting almost every business, not just corporations, and adding a brand new wrinkle to tax accounting: differentiating between "service" and "manufacturing" incomes.

"They're going to do something, sooner rather than later," Massey said confidently.

But if the lame-duck session ends empty-handed on Nov. 20, it all starts over again in January. And that could cause real problems as CPAs get rolling into the 2005 filing season.

"Practitioners will have to look at the bill just to see how it affects their companies and clients before doing anything else," said Fuerst. "They'll need to be thinking, 'If we're not affected this year, what should we be doing to set up and qualify for the benefits next year?'"

And then it could all change again with a new Congress and new Bush or Kerry Administration. The presidential candidates' fundamental views of the tax system represent a major difference, hardly surfaced yet in the campaign.

Kerry, for instance, would roll back the Bush cuts and seek new revenues from those earning over $200,000 a year.

"There'd be more means-testing" under a Kerry presidency, according to Scharin. But the details remain murky and unpredictable, dictated by what Kerry could find on his desk when, if, he takes office.

Bush, on the other hand, has laid a strong vision of an "ownership society" that could radically change retirement planning, by replacing 401(k)s, SEPs, and SIMPLEs with LSAs, RSAs and ERSAs ("Lifetime," "Retirement" and "Employer Retirement" savings accounts).

"It's good for the small business owner, but not so good for the employee," according to O'Donnell's analysis, because it would eliminate the requirement that employers who set up plans for themselves must also offer coverage to their workers.

Plus, O'Donnell is quick to add that the defined-benefit Pension Benefit Guaranty Corp., already underfunded by maybe as much as $11 billion and under pressure by possible bailouts at struggling airlines, faces potential insolvency. It might need its own bailout, he said, reminiscent of the Resolution Trust Corp. after the savings-and-loan catastrophe of the 1980s.

During the campaign, Bush has briefly raised the issue of eliminating the income tax, without suggesting whether he'd replace it with a flat tax, a VAT, or a national sales or consumption tax. The one thing that the Group of Four agreed on was that a dramatic overhaul of the tax system, however desirable, remains a pipe dream.

But at least we can dream, can't we?

Monday, October 04, 2004

The New Tax Bill: Washington at Work

But score at least one 'win' for simplification.

by Rick Telberg/At Large

The Working Families Tax Relief Act of 2004, more commonly known as "the extenders" bill, flew through Congress last month. Democrats and Republicans alike approved the bill despite the fact it would add $146 million to the federal deficit, and despite the senate rules requiring offsetting expenses with revenues.

The new tax law's key provisions extend four tax cuts from the 2001 and 2003 tax acts scheduled to expire this year, and a package of regularly expiring tax provisions that would otherwise expire at the end of this year.

But in the true sprit of election-year politics, Congress added a variety of unrelated tax breaks. Among the winners: soldiers in combat, businesses with research and development costs, Caribbean distillers and teachers who spend their own money on classroom supplies."

"Who would contest these types of things?" said Rep. Charles B. Rangel (D-N.Y.), the ranking Democrat on the House Ways and Means Committee (who was, in fact, one of only two on the conference committee to vote against the bill).

So it's with not a little irony that the new bill it may actually be good news for tax professionals, if only to the extent that it keeps many things unchanged.

"In effect, the Act smoothes out ups and downs in these tax benefits to keep them in effect at basically their current level through 2010," said CCH Principal Federal Tax Analyst Mark Luscombe.

And the profession did gain a significant advance in the battle for simplification. Tom Ochsenschlager, the AICPA vice president-taxation in the Washington office, notes that 30 pages of the bill are dedicated to creating a uniform definition of "child" under IRS rules.

But the big battle over tax law may be yet to come. Congress is working on a 900-page bill known variously as the "J.O.B.S." bill (for "jumpstart our business strength") or the "ETI-FSC repeal" bill (for "extraterritorial income exclusion-foreign sales corporation"). It's supposed to mollify United States trade partners who have slapped heavy and still-escalating tariffs on U.S. farm goods in retaliation for U.S. moves to subsidize manufacturers.

It could come out before the election, but more likely will surface next year. Hopefully it won't complicate the tax season with a raft on new complexities.

But it could have a longer-lasting effect. Ochsenschlager points out that the ETI-FSC bill could set up a new regime in which corporate income would need to be categorized between "manufacturing" and "services." Under this concept, McDonald's is already lobbying to be classified as a manufacturer.

Stay tuned. The election isn't over and tax season is just around the corner.

Sunday, October 03, 2004

The 'Next Big Thing' in Software?

Well, that depends on what kind of CPA you are. But some answers are already clear.

by Rick Telberg/At Large

CPAs in public practice and in business and industry are struggling to make the leap beyond basic accounting software, but their needs and expectations are by no means monolithic.

That is to say, each firm, each business, each individual client seems to have different objectives and requirements. CPAs are clearly working hard to stay on top of the trends and deliver real value to all their constituencies.

But it's not easy, as the first glimmers of one of my ongoing studies suggests. I launched the subject with the question "What's Next for CPA Software?" And the survey is still open as we further analyze the data. Please join the professional panel here.

Meanwhile, the jury is still out on whether so-called "basic" accounting software is reaching maturity.

"Yes," says a senior executive at an Ohio hospital. "Debits and credits are readily recorded and linked throughout the various financial reporting packages -- eliminating past practices of many accounting departments."

On the other hand, the same CPA wonders, too, about "the next big thing" in business and accounting software. For starters, this finance professional would like to see "more focus on timely and quick implementation."

But to many others, there's still a lot of life left in the business of "basic" accounting software.

Is it a mature industry? "No," says a controller at a small business. That "would imply the evolution has stopped."

"By no means has this 'art' been perfected," adds a research analyst at one large company.

Furthermore, CPAs are finding fertile ground in the theoretically "basic" QuickBooks and Peachtree market. "You still need trained personnel to operate the software," according to a senior partner at a local CPA firm. "We find that QuickBooks Pro is not for the untrained."

And one managing partner of a small local CPA firm suggests, "There is a dearth of software in the mid-range, between $1,000 and $10,000 in installation costs."

Separately, my new study is also helping to pinpoint the software solutions sought most by CPAs in public practice and CPAs in controllership. Importantly, there are vast differences.

For instance, CPAs in public accounting say they want and need solutions mostly for:

1. Construction accounting,
2. Estate and financial planning,
3. Networking and communications,
4. Not-for-profits, and
5. A mobile workforce.

The top five for members in business and industry is strikingly different. To wit:

1. Help desk and call center,
2. Sales management,
3. Business intelligence and customization,
4. Logistics, and
5. Supply-chain management.

The savvy CPAs -- in either public or private practice -- who can bridge the gap of demand in the marketplace will be the winners of the future.

September 27, 2004

Saturday, September 25, 2004

CPAs know how the economy is doing from a ground-level perspective - Business First of Louisville

OPINION

From the September 17, 2004
Letter to the Editor


Dear Editor,

Want to know how the economy is really doing? Just ask a CPA. We know what the economy is like at ground level.

But this year, we seem to be divided in our opinions.

Columnist Rick Telberg's soundings of 700 CPAs this summer found that about half think the economy will improve during the next 12 months, while the rest think it will be more of the same. You can find his column at www.cpa2biz.com.

These differences of opinion are stark, Telberg writes. Some say business is great while others say everyone they know is out of work. This sounds like red states versus blue states.

Still, Telberg found that clear majorities of CPAs see these problems in the current economic picture:
-- lack of affordable health care;
-- new government rules and regulations such as the Sarbanes-Oxley Act;
-- constricted access to financing;
-- pressure to cut payrolls;
-- tight capital spending budgets.

Ironically, one CPA told Telberg that he's been having a great year on account of the Enron scandal. That CPA reports: 'The demand for auditors and experienced accountants has gone through the roof.'

And another CPA adds: 'The outlook for smaller CPA firms is very good as they experience the continuing trickle-down effects of the new financial industry regulations.'

-- Tom Louderback, Louisville

© 2004 American City Business Journals Inc.