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Perspectives on Strengthening Small- and Medium-Sized Practices (SMPs): Parts Five and Six
by Giancarlo Attolini, Past Chair, IFAC SMP Committee | May 18, 2015 |
In Part Five of the nine-part video series, Perspectives on Strengthening Small- and Medium-Sized Practices (SMPs), IFAC SMP Committee Chair Giancarlo Attolini invites accountants to explore the IFAC Guide to Practice Management for SMPs, which covers a broad range of topics through eight modules to help SMPs operate more proficiently:
- Planning for your firm
- Practice models and networks
- Building and growing your firm
- Developing a people strategy
- Technology and e-business
- Client relationship management
- Risk management
- Succession planning
In Part Six, Mr. Attolini shares his thoughts on value pricing as a possible way to align the interests of SMPs and their small- and medium-sized entity (SME) clients. He highlights a three-part series of articles, Pricing on Purpose: How to Implement Value Pricing in Your Firm, authored for IFAC by Ronald J. Baker. Mr. Attolini also stresses the importance of marketing, particularly social media as a tool for building relationships with current clients and gaining new clients.
Pricing and Marketing
In Parts One and Two Giancarlo Attolini discussed the importance of SMEs to the global economy, the role of accountants as trusted business advisors, and the use and benefits of engagements to review historical financial statements, including relevant guidance.
In Part Three Giancarlo Attolini provides insights on new service offerings firms can provide to their small- and medium-sized entity (SME) clients.
In Part Four Giancarlo Attolini offers an international outlook on the importance of networking in building and cultivating relationships between SMPs and SMEs.
In Part Seven Giancarlo Attolini shares his ideas on staff development and technological awareness.
In Parts Eight and Nine Giancarlo Attolini discusses an approach to managing client relationships that involves profiling clients according to four categories and identifies key practice management metrics.
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