Reach out.

• Position: Networking tips

CPAs often view life as an equaltion: A+B=C. The thought

process goes, "If I work hard and 1 become a technical expert, then my reward is becoming a partner." This outlook makes sense, is rational and has a clear action and result correlation, It also works well when one is analyzing a lax return or financial statement.

Unfortunatcly, equations rarely work lor developing relationships. So, it makes sense that the equation lor moving up the corporate ladder in an accounting firm often fails to factor in the CPA's ability to manage relationships. The problem is that relationships or lack thereof with clients, staff and referral sources can in many cases override the benefit of a CPA's technical knowledge and application.

Why Do CPAs Have to Like People?

Successful CPAs think of their relationships like extremely valuable assets. They know that all relationships have the potential to become a liability ; but the equity in these relationships provides a salety net. new opportunities and all the positive experiences and emotions that make life valuable. The more equity a CPA builds over a lifetime, the greater gratification the CPA will have recognized in a career and. more important, in life.

Good relationships create an environment of collaboration, leverage and leadership, which combine to result in a higher level of production. The variability of relationships of developing, molding, enhancing and consuming the relationship asset is unique in that every relationship is different. To enhance relationships, a CPA should be open-minded, attentive, inquisitive and. most of all. a great resource.

Why Do CPAs Struggle

with Relationship Development?

Is it difficult for CPAs to build relationships because they were brought up in a performance-based environment, or is it truly just the nature of the industry? It could be argued that accounting firms typically promote based on performance i.e., understanding lax or accounting concepts and implementing systems. Staff members become seniors, seniors become managers and managers become partners without fully understanding how developing relationships with those around them affects the end result of their work product.

On the other hand, some CPAs enter the accounting Held because they know they majority of their time will be spent in the trenches. Billable hour targets are the focus, not sales or relationships. Essentially. accountants-to-be know they won't be required to strengthen relationships to...