Goals vs. Systems

I've been talking to CPA firms across the country about the direction of their firms. One theme that I find in common is that they expect to see strong growth in their Client Accounting and Advisory Services (CAAS) practices. In fact, most have established high goals of how much they expect to generate in CAAS revenue or how much they expect that practice to grow in 2024. 

The challenge is, when you ask them how they expect to accomplish those goals, they don't often have clear answers. This response reminds me of a quote from James Clear's Atomic Habits which says,

"You don't rise to the level of your goals, you sink to the level of your systems."

Systems can involve a few different aspects of your practice. For instance, consider:

• Standardizing your tech stack to avoid using several one-off applications
• Standardizing your service offering for your clients to ensure they get consistent service, from one advisor to the next, from one client to the next, from one industry to the next
• Meeting your staff where they are, which likely is very strong at tax or audit but weaker at advisory, and offering them training to help them become better advisors
• Recognizing that data will be coming from different sources, so make sure your system can incorporate those sources
  
   

  About Peerview Data: Peerview Data provides comparative analytics and benchmarking solutions to accounting firms, enabling them to improve their clients and increase their engagements. With just a few minutes of set up, firms can generate company reports that provide advisors with the competitive analytics they need to optimize their clients' performance in the four areas of business that matter the most: finance, operations, marketing and human resources. Firms can also review practice reports that allow partners and practice leaders to analyze how their clients are performing, determine what products and/or services are needed, and identify the best method to get the message to their clients. 

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