Praise for Integrative Advisory Services
"Integrated Advisory Services is a timely tool for anyone looking to get into the client accounting space with true meaning and depth to their practice. Amy's experience as a small firm practitioner, combined with her family lineage of CPAs and passion for the profession shines through in helping firms build a successful client accounting practice. The term 'Cherished Advisor' is a great term to get CPAs thinking differently about this practice. Many think technology will disrupt and disintermediate what they do for clients. Yet, as Amy explains well, it can actually put the 'public' back into CPA and get practitioners re–focused on the human element which the client will value highly."
Mark J. Koziel, CPA, CGMA, Executive Vice President, Public Accounting, Association of International Certified Professional Accountants
"Amy Vetter offers some keen insights into the nature of the accounting profession and our relationship with technology. She connects her personal family story and sheds new light on the future of accounting. One thing is certain, the future is about relationships and the human side of accounting. She will make you want to get out from behind your desk and out with clients or out in the business operations. This is a must read for every accountant and CPA."
Tom Hood, CPA, CITP, CGMA, CEO, Maryland Association of CPAs, Business Learning Institute
"Technology is no longer just a business enabler it has become the product. The CPA advisor is the specialist to fine–tune the accounting product and make it more meaningful for the client. This integrative approach is the best of both worlds for the business community. No matter what technologies future accounting and financial professionals will have at their disposal, it is the human connection that counts, as Amy Vetter so aptly points out in her new book."
Loretta Doon, CEO, CalCPA/CalCPA Education Foundation
"Today's successful accountants don't just tell you what the numbers are, they tell you what the numbers mean. They spot trends, they guide you into the future, they remove stress, they shine the light on problems, they offer solutions, and they are indispensable to the success of your business. Amy Vetter's career has led her through every aspect of accounting and business. She offers an engaging and mindful perspective on how accounting professionals can provide true and lasting value to the clients they serve."
Gail Perry, CPA, Editor–in–Chief, CPA Practice Advisor
"Having known Amy Vetter for the better part of my 15 years covering the accounting profession, I can say that she helps to unequivocally define what it means to be a 'thought leader' in this space. Her unwavering commitment to the growth of this profession, through sharing of her own knowledge and experiences has been evident throughout her career regardless of the many professional titles she's held. She regularly places the profession's advancement and the growing need of their service among the small to midsized business world above all."
Seth Fineberg, Managing Editor, AccountingWEB.com
Chapter 1 History of the Accounting Profession:
From Compliance to Advisory 1
Technology and Humans 3
Looking Back on Accounting 5
Reaching for the Cloud 10
Humanity versus Machine 12
New Opportunities Abound 13
Where Does Your Business Go from Here? 15
Chapter 2 Bringing the Human Side to Technology 19
The Old Way of Data Flowing versus the New Way 21
What CEOs Want from Their CFOs 23
Choosing Your Vertical Industry Niche 25
Steps to Create Your Cloud Platform 34
The Cherished Advisor Journey 39
Chapter 3 The Cherished Advisor: The Transformation
Journey beyond the Technology 45
Documenting the Business Processes 47
Obtaining Needed Technical and Business Skills 55
New Staffing Model 60
Pricing and Packaging 66
Chapter 4 Strategies for Marketing Your New Advisory
How Do You Want to Design the Client Experience? 73
Building an Overall Architecture 74
Creating and Implementing a Marketing Strategy 81
Online Marketing 87
Chapter 5 Creating a Successful Sales Model and Client
Onboarding Process 100
The Science of the Sale 101
The Simple Sales Process 102
Client Onboarding Process 116
Creating a Project Plan 123
Automating Your Internal Processes with CRM 131
Chapter 6 Building Lasting Relationships 135
Creating Personalized Virtual Relationships 140
Creating Touch Points to Stay Engaged 142
Interpersonal Awareness to Succeed as an Advisor:
Collaboration, Influence, Negotiation,
and Communication 147
Leadership Capabilities to Grow the People Around You:
Team Satisfaction and Rewards 158
Succession Planning Tactics for Bringing Up the Next
Generation of Leadership 167
About the Author 177
AMY VETTER, CPA, CITP, CGMA, has held many executive positions and leadership roles in the accounting technology industry overseeing customer, sales, education and marketing programs both nationally and internationally. Amy also has experience running multiple client accounting practices, including her own companies and as a partner in a CPA firm. Vetter is an advocate and evangelist for the accounting profession and entrepreneurship. She has inspired thousands of accountants and small business owners as a keynote speaker on business, financial, technology, and work–life balance topics. Vetter has been recognized as one of the Most Powerful Women in Accounting by CPA Practice Advisor, one of the Top 100 Most Influential People by Accounting Today, and was previously selected as one of the outstanding 40 under 40 by CPA Technology Advisor.
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