How Top Rainmakers Win Clients | Gear Up For Growth

CPA Trendlines Podcasts

#Business News #News #CPA Trendlines #Finance #CPA #Accounting #Enrollment #Agent

1:00:36

Do you have fond childhood memories of summer camp? For a chance at $250,000, campers must compete in a series of summer camp-themed challenges to prove that they are unbeatable, unhateable, and unbreakable. Host Chris Burns is joined by the multi-talented comedian Dana Moon to recap the first five episodes of season one of Battle Camp . Plus, Quori-Tyler (aka QT) joins the podcast to dish on the camp gossip, team dynamics, and the Watson to her Sherlock Holmes. Leave us a voice message at www.speakpipe.com/WeHaveTheReceipts Text us at (929) 487-3621 DM Chris @FatCarrieBradshaw on Instagram Follow We Have The Receipts wherever you listen, so you never miss an episode. Listen to more from Netflix Podcasts.…

about a year ago 47:34

MP3•Episode home

Doing great work is no longer enough to ensure client retention.

Sponsored by "TurboCharge Your Profits: How to Thrive in the New Economy," by Frank Stitely, CPA, CVA – See Today’s Special Offer

With Jean Caragher
For CPA Trendlines

In a rapidly shifting business landscape, professional services firms face increasing pressure to develop new business while maintaining client loyalty. In a recent Gear Up for Growth episode hosted by Jean Caragher of Capstone Marketing, guest Matt Dixon shares insights from his forthcoming book, "Activator Advantage: What Today’s Rainmakers Do Differently." Dixon, a founding partner of DCM Insights and a renowned sales researcher, detailed how top-performing professionals distinguish themselves through proactive engagement and strategic relationship-building.

Gear Up for Growth spotlights the best strategies for smart and efficient growth in today's competitive landscape. More Gear Up for Growth every Friday here | More Jean Caragher here | Get her best-selling handbook, The 90-Day Marketing Plan for CPA Firms, here | More CPA Trendlines videos and podcasts here

Dixon’s research, based on a study of nearly 3,000 partners in professional services firms—including accountants, lawyers, and consultants—identifies five distinct business development profiles:

The Expert – Reluctant sellers who rely on their thought leadership and expertise to attract clients.
The Confidant – Traditional trusted advisors who build deep, personal client relationships and expect loyalty in return.
The Debater – Provocative and challenging, they push clients to rethink their approach but often struggle in long-term advisory roles.
The Realist – Pragmatic and transparent- focuses on managing client expectations but risks being perceived as too negative.
The Activator – Proactive and well-connected, they anticipate client needs and introduce strategic insights before clients even realize they have a problem.

357 episodes

How Top Rainmakers Win Clients | Gear Up For Growth

CPA Trendlines Podcasts

published about a year ago

MP3•Episode home

Doing great work is no longer enough to ensure client retention.

Sponsored by "TurboCharge Your Profits: How to Thrive in the New Economy," by Frank Stitely, CPA, CVA – See Today’s Special Offer

With Jean Caragher
For CPA Trendlines

Gear Up for Growth spotlights the best strategies for smart and efficient growth in today's competitive landscape. More Gear Up for Growth every Friday here | More Jean Caragher here | Get her best-selling handbook, The 90-Day Marketing Plan for CPA Firms, here | More CPA Trendlines videos and podcasts here

The Expert – Reluctant sellers who rely on their thought leadership and expertise to attract clients.
The Confidant – Traditional trusted advisors who build deep, personal client relationships and expect loyalty in return.
The Debater – Provocative and challenging, they push clients to rethink their approach but often struggle in long-term advisory roles.
The Realist – Pragmatic and transparent- focuses on managing client expectations but risks being perceived as too negative.
The Activator – Proactive and well-connected, they anticipate client needs and introduce strategic insights before clients even realize they have a problem.

357 episodes

#Business News #News #CPA Trendlines #Finance #CPA #Accounting #Enrollment #Agent

All episodes

CPA Trendlines Podcasts

1
Matt Criss: Forget the Grind; Grow Intentionally | Gear Up For Growth 31:56

11 hours ago31:56

31:56

Stop drifting and start leading. Gear Up for Growth With Jean Caragher For CPA Trendlines In a high-stress profession like accounting, intentional growth isn’t just helpful—it’s necessary. In this episode of Gear Up For Growth , business coach and author Matt Criss joins host Jean Caragher to share how accountants can build resilience, reflection, and renewed purpose by growing with intention. Gear Up for Growth spotlights the best strategies for smart and efficient growth in today's competitive landscape. More Gear Up for Growth here | More Jean Caragher here | Get her best-selling handbook, The 90-Day Marketing Plan for CPA Firms, here | More CPA Trendlines videos and podcasts here As the author of Conscious Growth , Moss Adams executive Criss brings decades of insight and a refreshing perspective: that growth shouldn’t be accidental. In this inspiring conversation, Criss dives deep into the principles behind his book and shares how CPAs and firm leaders can grow consciously—not just to advance their careers but to lead more fulfilling lives.…

CPA Trendlines Podcasts

1
Resilience, Real Talk, and the Road to Mental Wellness | ARC 48:21

1 day ago48:21

48:21

From mindful walking to redefining worth, this conversation reveals what it really takes to thrive. Accounting ARC With Arpan Grewal Center for Accounting Transformation In the latest Student-Led Conversations episode of Accounting ARC, high school business student Arpan Grewal steps in as guest host for a raw, reflective episode centered on mental health and resilience. In conversation with Jina Etienne, CPA, CGMA, CDE, CEO of Etienne Consulting; Rafael Casas, senior consultant with Workday; and Kiera Speed, inspiration logistician for the Center for Accounting Transformation, the episode marks a powerful contribution to Mental Health Awareness Month. MORE Accounting ARC: Blockchain Could Still Reshape Accounting | What Gen Z Wants from Business | Firm Differentiation Depends Upon Client Service | Ron Baker: Surviving Tariff Turmoil | Are We Ready for the Hidden Risks of AI in Accounting? | The Research Imperative: Why Data Drives Accounting Success | How Coaching Can Unlock Professional Success | Demystifying Accounting Governance | Top 10 Red Flags to Watch for in Accounting Offices | Jeremy Dubow: Private Equity as a Catalyst for Growth | Break the Burnout Cycle in Accounting | Accounting in Transition: 2024 Reflections & the Road Ahead | Ron Baker: Visions for the Accounting Profession | “Mental health is something we all struggle with, whether we’re students or seasoned professionals,” says Grewal. “It’s not talked about enough, especially in accounting.”…

CPA Trendlines Podcasts

1
SMBs Are Overwhelmed by Tax Complexity — Here’s What They Need Most | Quick Tax Tip 2:36

2 days ago2:36

2:36

Small businesses face a storm of tax pressures, but trusted advisors can offer calm amid the chaos. Quick Tax Tip With Art Werner CPE Today In the latest episode of Quick Tax Tip, Art Werner delivers an insightful update for small and midsized business (SMB) owners — many of whom are feeling overwhelmed by a growing list of tax and regulatory pressures. Click here for more Art Werner “I think that a number of small businesses are a little scared,” Werner says, pointing to the combination of federal, state, and local tax compliance as a mounting source of stress. “They’re trying to coordinate this all… but more importantly, they look at all this as being just ancillary to why they’re in business.” According to Werner, business owners don’t launch companies to become tax experts. They do it to pursue a vision — to offer a product, provide a service, and ultimately earn a living. But the growing complexity of tax obligations has become a distracting burden.…

CPA Trendlines Podcasts

1
Beyond the Numbers: Be Your Client's Advocate | The Disruptors 1:21:13

3 days ago1:21:13

1:21:13

Provide clients with actionable information they can use to move their businesses forward. The Disruptors With Liz Farr Back in 2013, before CAS became part of the accounting vernacular, Penny Breslin and Damien Greathead taught a roomful of accountants how to do what Breslin called bookkeeping and back office support, or BOS. “We had 200 accountants sitting in the room wanting to know how to grow this part of their business,” Greathead recalls. Cloud-based accounting tools like Xero and QuickBooks Online were just entering the U.S. market, and the two recognized an opportunity for firms. MORE PODCASTS and VIDEOS: Dominic Piscopo: Clear Pay=Bargaining Power | Debbie Kilsheimer: Stop Thinking Small | Dave Kersting: Collaborate with Co-Firming | Ashley Francis: AI's a Partner, Not a Replacement | Richard Roppa-Roberts: Collaboration Over Competition | Ira Rosenbloom: M&A Numbers Are Easy - Culture Fit Is Hard | Roman Villard: Ditch the Suit & Shine | Monique Swansen: Align Firm Values with Services | Tina McGill: How to Create Lasting Client Impact | Stefan van Duyvendijk: Develop Operational Mindset | Out of that seminar emerged a book, which was recently updated to create the current handbook, It’s Not Just the Numbers [full disclosure: Liz Farr served as editor]. The handbook's title reflects a fundamental truth about client relationships that many accountants overlook. As Greathead explains, “It's about what your client wants. And more often than not, the client doesn't care about the numbers. The client cares about the story that sits underneath the numbers.”…

CPA Trendlines Podcasts

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Van Carlson: Why 831(b) Risk Management Strategies Are Gaining Ground | The Concierge CPA 59:47

4 days ago59:47

59:47

What once was seen as a tax loophole is now becoming a mainstream strategy for business continuity—if done right. The Concierge CPA With Jackie Meyer For CPA Trendlines The world of business risk has changed drastically since 1986, and so has the way innovative entrepreneurs protect themselves. In a recent episode of The Concierge CPA, host Dr. Jackie Meyer sits down with Van Carlson, founder and CEO of SRA 831(b) Admin, to demystify one of the most misunderstood tools in modern financial planning: the 831(b) captive. More Jackie Meyer At its core, the 831(b) tax code allows business owners to form small insurance companies to self-insure specific risks. But as Carlson explains, “It’s not just about taxes—it’s about protecting your business from the risks no one else will cover.” Originally created during the 1986 Tax Reform Act to help farmers and businesses insure against unique or underwritten risks, the 831(b) structure has evolved into a modern enterprise risk solution. And for Carlson, who’s led audits and compliance for hundreds of captives, this is not a loophole—it’s a legitimate strategy. “We embolden business owners through innovative risk management,” he says. “And the risks they face now—cybersecurity, supply chain failure, brand damage—are unlike anything we saw in the 1980s.”…

CPA Trendlines Podcasts

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Okorie Ramsey: Diversity's About Building Bigger Tables | Accounting Influencers 27:16

6 days ago27:16

27:16

“Diversity is about building bigger tables, not just filling seats.” Accounting Influencers with Rob Brown As past chair of AICPA and CIMA, Okorie Ramsey represented nearly 700,000 members worldwide. But in his view, leadership isn’t about wielding power—it’s about partnership, innovation, and service to the public. More Rob Brown In a wide-ranging conversation on the Accounting Influencers podcast, Ramsey reflects on his tenure, the profession’s most significant challenges, and what excites him most about the future. “It’s a huge role,” Ramsey says, “but it’s also a wonderful opportunity." Ramsey challenges the perception of accounting as static or resistant to change. While he acknowledges that legacy systems and outdated incentive structures persist—particularly in large firms—he sees momentum building. “If organizations are not utilizing technology to advance how they do their work, they will go by the way of the dinosaur,” he warns.…

CPA Trendlines Podcasts

1
Marketers to CEOs: The Expanding Role of Growth Leaders in Accounting | Gear Up For Growth 50:50

7 days ago50:50

50:50

Strategic thinking, curiosity, and innovation can turn traditional marketing roles into firm leadership opportunities. Gear Up for Growth With Jean Caragher For CPA Trendlines In a special episode of Gear Up For Growth, host Jean Caragher hands the mic to guest facilitator Sarah Dobek, president of Inovautus Consulting, to lead an inspiring conversation about career opportunities in accounting marketing. Joining the panel are four powerhouse leaders whose diverse journeys showcase just how far the profession has evolved: Gear Up for Growth spotlights the best strategies for smart and efficient growth in today's competitive landscape. More Gear Up for Growth here | More Jean Caragher here | Get her best-selling handbook, The 90-Day Marketing Plan for CPA Firms, here | More CPA Trendlines videos and podcasts here Julie Tucek , Marketing Director at Legacy Professionals; Eric Majchrzak , CEO of BeachFleischman; Carrie Steffen , Co-founder and President of The Whetstone Group, Recently announced as the next CEO of the Iowa Society of CPAs; and Jamie Thomas , Principal, Growth and Marketing at BDO USA Together, they offer a behind-the-scenes look at how accounting marketing has transformed from simple communications and event planning to a strategic, growth-driving powerhouse within firms—and where it's heading next.…

CPA Trendlines Podcasts

1
How Blockchain Could Still Reshape Business and Accounting | ARC  23:00

8 days ago23:00

23:00

Technologies like AI and Web3 could eventually unlock blockchain’s full potential. Accounting ARC With Liz Mason, Byron Patrick, and Donny Shimamoto Center for Accounting Transformation Is blockchain dead? In a thought-provoking Accounting ARC, hosts Liz Mason, CPA, and Donny Shimamoto, CPA.CITP, CGMA; and Byron Patrick, CPA.CITP, CGMA; tackle the pressing question and brainstorm other blockchain applications. The short answer is no—but the landscape has changed. MORE Accounting ARC: What Gen Z Wants from Business | Firm Differentiation Depends Upon Client Service | Ron Baker: Surviving Tariff Turmoil | Are We Ready for the Hidden Risks of AI in Accounting? | The Research Imperative: Why Data Drives Accounting Success | How Coaching Can Unlock Professional Success | Demystifying Accounting Governance | Top 10 Red Flags to Watch for in Accounting Offices | Jeremy Dubow: Private Equity as a Catalyst for Growth | Break the Burnout Cycle in Accounting | Accounting in Transition: 2024 Reflections & the Road Ahead | Ron Baker: Visions for the Accounting Profession | Angie Grissom: Next Gen Inspo for Accountants | Does Accounting Belong in STEM? | When blockchain first entered mainstream conversation, it was hailed as a transformative tool capable of revolutionizing financial reporting, auditing, and recordkeeping. However, according to Mason, CEO of High Rock Accounting, the execution challenges are enormous.…

CPA Trendlines Podcasts

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Tricia Bencich: How Mental Load Silently Undermines Career Progress | MOVE Like This 33:28

9 days ago33:28

33:28

Mental load includes the invisible cognitive effort that goes into even the smallest tasks—and it’s constant. MOVE Like This With Bonnie Buol Ruszcyk For CPA Trendlines In the latest episode of MOVE Like This, Tricia Bencich, Inclusion and Social Responsibility Associate Director at Moss Adams, returns to the show to tackle a topic that resonated deeply with attendees of the 2024 MOVE Mini Summit: mental load. With more than 1,000 attendees at her session alone, it’s clear that the idea of “invisible labor” is striking a chord, especially with women in the workplace. More MOVE Mental load, Bencich explains, isn’t just about the physical tasks we perform but the cognitive effort involved in managing them. It's not driving to the soccer game; it's remembering the cleats, checking the weather, packing snacks, ensuring the uniforms are clean, and being an emotionally available parent – all before the car leaves the driveway. It’s this invisible, persistent, often unnoticed thinking and planning that women disproportionately carry. And, as she emphasizes, “Mental load affects everyone, but research shows women continue to shoulder more of it, even if their partners work less or not at all.”…

CPA Trendlines Podcasts

1
Art Werner: Lead with Optimism - Even in this Economy | Quick Tax Tip 3:56

9 days ago3:56

3:56

Despite uncertainties, accountants have an opportunity to lead clients with confidence, expertise, and a forward-looking strategy. Quick Tax Tip With Art Werner CPE Today In the latest episode of Quick Tax Tip, seasoned tax expert Art Werner brings a refreshing perspective: optimism. Click here for more Art Werner Even amid constant regulatory changes, economic fluctuations, and the looming possibility of new tax legislation, Werner argues that tax professionals have never been better positioned to help clients navigate complexity—and thrive. “I’m inherently an optimist, so I hope it’s contagious,” Werner says. His optimism is grounded not in wishful thinking but in the growing role accountants, CPAs, enrolled agents, and attorneys play in guiding clients through an increasingly complicated financial landscape. “Clients are looking toward their professionals to guide them down a path,” Werner explains, emphasizing that individuals and business owners need experts more than ever to make informed decisions.…

CPA Trendlines Podcasts

1
Dominic Piscopo: Use Salary Transparency for Bargaining Power | The Disruptors 1:01:53

10 days ago1:01:53

1:01:53

"If you can’t afford fair salaries, it’s time to fix your machine—not squeeze your people." The Disruptors With Liz Farr Like many accountants, Dominic Piscopo, the founder of Big4Transparency.com, was frustrated by the lack of transparency in salary data. “I’d found it really, really frustrating trying to get good quality data on what to expect, looking ahead for my salary,” Piscopo explains. Before creating the platform, Piscopo discovered his firm offered the lowest starting salaries in his city. By gathering compensation data from peers and presenting it to leadership, he secured “a little bit under a 10% pay bump” for his entire cohort. MORE PODCASTS and VIDEOS: Debbie Kilsheimer: Stop Thinking Small | Dave Kersting: Collaborate with Co-Firming | Ashley Francis: AI's a Partner, Not a Replacement | Richard Roppa-Roberts: Collaboration Over Competition | Ira Rosenbloom: M&A Numbers Are Easy - Culture Fit Is Hard | Roman Villard: Ditch the Suit & Shine | Monique Swansen: Align Firm Values with Services | Tina McGill: How to Create Lasting Client Impact | Stefan van Duyvendijk: Develop Operational Mindset | Steve Evans: Why Traditional Hiring Methods Fail | Roger Knecht: Can You Be an Accountrepreneur? | Beth Whitworth: Focus on Outcomes Not Hours | Mike Sylvester: Learn to Say No | Salim Omar: Identify Your Client's $100,000 Problem “Data is so powerful,” he says. “If you can advocate for yourself and show real objective numbers, then it becomes a real conversation, versus just like, ‘Oh, my employee is throwing a fit.’” What began as a simple spreadsheet shared on Reddit “went really, really viral, kind of right away,” confirming a significant need in the accounting community.…

CPA Trendlines Podcasts

1
Heidi Henderson: High Impact Tax Strategies Revealed | The Concierge CPA 48:56

11 days ago48:56

48:56

Pivotal incentives, like cost segregation studies and energy credits, can revolutionize accounting firm service models. The Concierge CPA With Jackie Meyer For CPA Trendlines In the latest episode of The Concierge CPA, host Dr. Jackie Meyer sits down with Heidi Henderson, executive vice president of Engineered Tax Services (ETS), to discuss elevating accounting practices through specialty tax incentives and advisory partnerships. More Jackie Meyer Henderson, a self-proclaimed “reformed accountant,” shares her journey from traditional accounting roles into strategic consulting, where she now helps CPAs and their clients unlock substantial tax savings through advanced planning techniques. From leveraging cost segregation studies for real estate owners to navigating lucrative energy credits like 45L and 179D, Henderson explains how accountants can tap into specialized knowledge to deliver high-value results—and why firms must shift beyond compliance work.…

CPA Trendlines Podcasts

1
The Year of the Advisor is Here | Accounting Influencers 53:29

13 days ago53:29

53:29

"Your top clients are your competitors' top prospects. Are you showing up as their trusted advisor?" Accounting Influencers with Rob Brown How well-equipped is the accounting profession to handle rapid technological advancements and a changing workforce? Are firms ready to embrace the future or stuck in outdated models? More Rob Brown Rob Brown hosts an expert panel featuring Angie Grissom, co-owner of The Rainmaker Companies; Itamar Jobani, CEO of PayEM; Todd Robinson, director of practice engagement at Woodard; and James Hickey, chief "cat herder" at Herding Cats; to discuss the future of the accounting profession. The conversation explores critical challenges facing accountants today, such as adapting to technological changes, AI integration, talent retention, and shifting towards a more advisory-based role. The panel shares their unique insights on how firms must navigate cultural shifts, embrace leadership, and rethink their traditional business models to stay competitive.…

CPA Trendlines Podcasts

1
Wade Clark: Stop Selling; Start Catalyzing | Gear Up For Growth 41:29

14 days ago41:29

41:29

Uncover growth hidden in plain sight. Gear Up for Growth With Jean Caragher For CPA Trendlines In the latest Gear Up for Growth, host Jean Caragher, president of Capstone Marketing, sits down with Wade Clark, associate director-sales programs at Moss Adams and author of "Simplifying Complex Sales." Their conversation delivers two critical messages for CPAs and firm leaders: the necessity of consistent account development and the strategic use of the Four Catalysts to uncover new opportunities. Gear Up for Growth spotlights the best strategies for smart and efficient growth in today's competitive landscape. More Gear Up for Growth every Friday here | More Jean Caragher here | Get her best-selling handbook, The 90-Day Marketing Plan for CPA Firms, here | More CPA Trendlines videos and podcasts here “Account development is the Achilles’ heel of many firms,” Clark says. “But by focusing on consistent outreach and meaningful dialogue with clients and prospects, CPAs can create natural momentum that leads to growth, even when market conditions change.”…

CPA Trendlines Podcasts

1
What Gen Z Wants from Business | ARC 32:40

15 days ago32:40