By Linda A. Hunt

Last week I received an email, from a potential client who needed to meet with me the very next day on some important business. He left me his contact information, so I followed up with a phone call. I did not reach this person so I left a message. I immediately received an email back at his displeasure that I could not meet with him the next day. He then proceeded to seek free advice via email.

This inquiry had red flags flying from the moment I read it. Even though I knew that this was not someone I wanted to work with, as a professional courtesy I followed up.

This is where having strong boundaries in place comes in. How did I know I did not want to work with this person? I have created criteria (aka boundaries) that must be met during the first interactions with a potential client. This potential client did not even register on my scale.

Sometimes you cannot miss the red flags and other times they are not so easy to see. Like a couple of summers ago we had a client who knew that we do not handle cash, nor prepare/make deposits on behalf of our clients. This was an onsite assignment and the client assumed that they could literally bully my new staff person into preparing the deposits. Because I educated my staff person on the internal policies of the firm, my new staff person was able to bring this to their supervisor’s attention and the matter was handled.

Setting boundaries can be as simple as setting your office hours or be a bit more complex, such as what you will and will not spend money on and why. Once those boundaries are set, the next step is to clearly communicate them to all involved so that everyone is on the same playing field.

You can tell where you need to create and implement a boundary by what annoys or exasperates you and/or your staff the most. For example, you are in your office trying to finish your marketing letter and you are interrupted for “little” things that your staff has questions about. Creation and implementation of a boundary in this situation is easy, simply close your door and tell you staff you are not to be interrupted for an hour.

Sometimes creating a boundary is not always that easy. Here is an exercise I learned that has helped me tremendously in setting and communicating boundaries. It is called “My Spokesperson” and the exercise goes like this.

1. Sitting in front of you right now, is your “spokesperson.” It is their job to convey the “what” and “how” message of your business and get that information across crystal clear, without hesitation. Let the sense of relief that they will be the perceived “bad guy” wash over you. (This step was huge for me I didn’t want to be known as the bad guy.)

2. Now tell them or write down the information they need in order to communicate the “what” and “how” message that is to be done in this situation. The spokesperson has no ties to the baggage around fear, rejection, or confrontation. They are here to do a job: get your message across.

The first time you write or say what you need to have communicated, don’t be surprised by the emotion that may come out. That is okay, you are working it out so that the message can be conveyed simply and effectively. Simply try it again until the emotion, blame or justification has been removed.

3. Assume the role of your spokesperson and communicate your message.

Remember boundaries do not have to be mean, harsh, or sterile in how you convey your message. You can be firm and kind, clear and concise while being easy to deal with and all the while not violating your boundaries. Here are a few things I have learned about boundaries and why they are so important both professionally and personally.

□ Boundaries are the cornerstone of your business (and person) – it tells people where you stand and WHY.

□ Boundaries make the difference between being taken seriously or not seriously.

□ Boundaries are critical to your business and personal growth. They must be in place and adhered to.

□ Boundaries require applying the idea of tough love to yourself. If you yourself have established boundaries and stick to them, so will everyone else.

□ When learning boundaries, start with yourself and then move on to teaching others.

By Laurie L. O’Neil

Taking the time out of your busy day to sit back and evaluate your practice is not always on the top of the agenda. Our days seem to get caught up with the details of our business and racing against the clock. You know what I am talking about, we have all been there. It is too easy to get caught up in the day to day and lose focus on our goals. For me, it wasn’t until I started tracking every second of my day that I realized I was getting in the way of making my business successful. I was doing all the marketing, the administrative work, the bookkeeping, the consulting etc. How was I supposed to get ahead when I was spending every moment of my day trying to just get caught up?

Can you say burnt out?

I was so busy trying to do everything myself and I was working an incredible amount of hours trying to get it all done. I think I was up to 70 to 80 hours a week. It took me a while to realize that by stretching myself so thin, I was limiting the potential amount of revenue that I could make in my company.

Here’s what I learned I had to do to in order to get ahead:

1. Learn to give up some of the control and delegate. You can not do it all. Put controls in place so you can trust someone else enough to take over some of the burden for you.

2. Take risks. Don’t be afraid to take chances, learn to trust your gut instincts.

3. Don’t dwell on your mistakes. Learn to accept them for what they are, valuable life lessons learned the hard way. You can not move forward until you put the past behind you.

4. Hire reliable staff. Finding the right employees is not easy, learn to recognize the traits you are looking for.

5. Figure out where you need the most improvement. Is it your marketing or pricing model? Do you have the right service levels in place?

Once you figure out what is getting in the way of your success. You can focus on improving those areas. In my case, getting out of the way of myself took some time, but all my goals were achievable; keep that in mind.

By Linda A. Hunt

My answer none! That’s not entirely true. I enjoy the work that I do and the fact that the majority of the time I get to work and play when I want to. Life/work balance is what they call it and being entrepreneurs we actually have more control over this factor than our counterparts who work for others.

Back in 2003, I was in the process of re-tooling my business and began thinking how nice it would be to work 4-days a week and enjoy a three day weekend, every weekend, without decreasing my current level of revenue! At first I cast the thought off as a “pipe dream” – there is no way I could do that and I came up with all kinds of reasons as to why I could not:

• How will I sustain my current level of revenue?
• What happens if my clients need me that day?
• How will I sustain my current level of revenue?
• What if there is an emergency that my staff just cannot handle?
• How will I sustain my current level of revenue?

 I was letting the repetitive thought “How will I sustain my current level of revenue” dominate my thoughts. Obsessing over this thought kept me thinking inside of the box, making me unable to get out of the way of myself. One afternoon, I was so sick of thinking about this I stood up in my office and started doing the “Hokey Pokey”. That’s right, the song and dance we learned as children – “put your right hand in, take your right hand out…” It was such a silly thing to do that it helped me to break the obsessive thoughts about why I could not work a 4-day week and relax.

For the rest of that afternoon, I enjoyed peace and quiet within my mind. I worked on other things and then the next morning it hit me like a ton of bricks! In order to move to a 4-day work week I had to change my pricing model!

This time I started thinking about pricing from a completely different perspective – how much revenue I wanted to earn that was directly related to my billable hours. At that time I was still performing client work and billing out about 50% of my time. If I wanted to work 4-days a week, I had to evaluate the tasks that I could delegate and those that I could not within my new work week and apply that to my current level of revenue.

Here are the steps that I followed:

1) Determine the number of hours you want to work. You can do this on a weekly, monthly or annual basis.
2) Determine the percentage of those hours that are billable.
3) Determine the percentage of those hours that are not billable.
4) Calculate that number by your current billing rate.
5) Determine the shortfall and make the necessary adjustments. For example, delegate client work to staff, adjust your billing rate, etc.
6) Work your reduced work week!

PS - I bet you will be humming the Hokey Pokey all day long!

By Laurie L. O’Neil

Let’s face it everyone has had that difficult client that they stumbled upon. You know the one I am talking about, the one that makes you cringe when you see the number come up on the caller ID unit. So how do you recognize that vampire-like, energy-sucking client at first sight?

1. Watch for the warning signs. In that initial interview process you may recognize traits you do not like. It could be a behavioral issue, they may be needy, demanding, or just have unrealistic expectations. I recently was out on a sales call with a potential bookkeeping client. He was looking for someone to come on site weekly. He started to dictate to me how he was going to oversee and review everything we did and then told me how to write the proposal to him. In a very nice way, I told him really what he is looking for was an employee. He was not the type of client I was looking for.

2. Watch out for the drama! Let’s face it, all of our clients have drama but the ones who have constant drama are the hardest clients. Learn how to stay out of the drama. I recently terminated a client relationship because of all of the drama. He was an auto repair shop that had two employees embezzle from him. On top of that he had two previous bookkeepers that did not do him justice either; I knew about one of the bookkeepers but did not realize he had gone through two. One of them represented herself as a forensic bookkeeper – there is no such thing! He was being audited by the state as well. We cleaned up the books for his audit, but he just could not get past all the previous stuff that had happened to him to focus on moving forward. I did not want to be part of his drama.

3. Your client’s emergency is not your emergency. These clients can put you into chaos. I received a call the other day from a mechanical engineering company that was looking to get their books cleaned up in a day and wanted me to come in the next day to do it. One of my staff members took the call and nicely told him I book a week out and asked if he wanted to meet me then. It’s your choice whether or not you want to stay in chaos. People will only do what you allow them to do to you.

4. Set boundaries for your clients. When I take on a new client, I immediately set an expectation of when the client will send us the information or when we will be onsite to do the bookkeeping. If the client can not follow these simple rules, fire the client. These clients will run you ragged, with you constantly trying to chase down their information.

As you grow your practice, it is not necessarily the quantity of clients that you are looking for but the quality of clients. The next time you are out on a sales call, stop to really listen to that client and think is this really a client I want to have and do not be afraid to say “NO”.

By Linda A. Hunt

This month, I have been really frustrated – there just does not seem to be enough time in the day to get everything that I need to done. I was becoming irritable and burnt. Then it hit me! I was not maximizing my most precious resource - managing my time and I was allowing those “Time Vampires” back in.

A “Time Vampire” is anything or anyone that steals your time – a new employee, a talkative client, the telephone, your mother-in-law, broken office equipment, etc. Time is an irreplaceable resource and effective use of your time, more than any other habit, increases your productivity. While it is important to understand how much time you spend on activities that produce a result, it is equally important to identify ways in which your time is stolen from you.

Here are the 6 secrets I use to eliminate “Time Vampires” and maximize my productivity:

1. Create a Daily Routine. I actually do this by the week. I have an excel spreadsheet that lays out what I will work on during the week and when. It includes everything from answering email to the time I will have lunch each day. I do this on broad terms. For example, Monday 10 AM to Noon bookkeeping.

I also schedule in two hours of unscheduled time just to handle those unexpected things that come up.
 
2. Plan Your Phone Calls. Plan your phone calls. Make a brief note of what you want to say and what you want to find out. It saves time for everybody and makes for better communication.

3. Set “Do Not Disturb” Periods. Plan a definite time each day when you conduct a meeting with yourself!

4. Don’t Over-Commit. Beware of over-commitment. Remember you are the only one who can protect your time. Learn how to politely say “no.”

5. Set Deadlines. Set reasonable deadlines for all jobs and stick to them. Available time always gets filled with something!

6. Think, Then Act. Avoid the “Shoot First, Ask Questions Later” phenomenon. Think first, then act. Nothing is so urgent that there is no time to consider the decision-making process.

By Linda A. Hunt

One of the things that has always been important to me, is creating long-term relationships with our clients. Whenever, I meet with a prospective client, that is exactly what I tell them. I make my intentions known upfront by saying, “My firm and I are looking to enter into a working relationship with you that benefits both of us for the long-term.” This simple statement really sets the tone for our forthcoming working relationship.

Here are the 6 secrets I use in my own firm to create great long-term client relationships.

1. Be a good listener. Taking the time to identify the needs of your client by asking them questions and concentrating on what they are really saying gives you knowledge. Knowledge is power.

Listen to their words, tone of voice, body language, and most importantly, how they feel. Be careful to not make assumptions. Thinking you intuitively know what your client wants can get you into trouble. Do you know the three outcomes/deliverables that are most important to your client?

2. Identify and anticipate needs. Your clients are not buying your services – they are buying solutions to a problem they are experiencing. When we begin working with a new client, we review all of the requirements/deadlines they may experience throughout the year. This enables us to be proactive and anticipate upcoming needs well in advance.

3. Make your clients feel important and appreciated. In my firm we have created a client appreciation system where we are in contact with our clients throughout the year, letting them know how much we appreciate their business and care about what is going on with them. So when one of our clients obtained their 20th client, which is a very big deal for them, we automatically sent them a celebration cookie bouquet to share in their triumph.

People value sincerity – it creates good will and feelings of trust. Clients are very intelligent and will know whether or not you really care about them.

4. Help your clients to understand your process. You may have the very best process for getting things done and if your clients don’t understand what that is, they will get confused, impatient and angry. Take the time to explain how your process works, not the nitty gritty details, a broad overview so that they can visualize the way the work is being completed.

5. Get regular feedback. Encourage and welcome suggestions about how you can improve your services. This does not mean that you have to incorporate into your process what they are saying but it does give you good insight into what they are thinking. Find a simple way in which your clients can give you feedback. My computer host company actually sends me a short survey to complete each time a work order is completed.

6. Treat your staff well. Employees and subcontractors are your internal clients and deserve to be treated well. Thank them and find ways to let them know that they are important. Remember without them, you would be doing all of the work yourself!

We got so many great responses to our question “What’s Keeping You from Having Freedom in Your Bookkeeping Business?” Here’s a breakdown of what you are saying keeps you from having freedom:

 
 • Not Having Standard Processes In Place - 34%
 • Not Having Enough Time - 25%
 • Not Having Enough Clients - 25%
 • Not Having Enough Money/Cash Flow – 17%

Here’s our answer to YOUR biggest freedom buster:

Not Having Standard Processes in Place

Creating and implementing standard processes in your business, whether you are a solo-preneur or have a staff people working for you, is a key ingredient to creating the freedom you desire!

By streamlining your operations you not only pave the way to more business but bigger profits and a business that virtually runs itself! Systems create consistency and consistency creates the reputation your business is built on!

To learn more about how to create systems for your business, check out our brand new coaching program, Success Secrets Master Mind.

“Procrastination is my biggest problem. I must be the procrastination Queen. If I could break that habit, I believe I could begin the first steps to freedom in my bookkeeping business.”

Hi Regina,

Our intuition tells us that procrastination is not your problem, being overwhelmed is! Being a bookkeeper and having a bookkeeping business means you are a detail oriented person and paying attention to so many details can make you feel like a fish swimming upstream.

The first thing to do is take a couple of hours and “clean off your desk”. This will help you to clear your mind. Taking the time to plan makes you more productive – one hour of planning results in three hours of production!

Start by getting organized and placing all of the work belonging to each client into their own pile. Create a separate pile for all of the work related to your business.

Next, go through each pile and make a list of what needs to be done. Coach’s challenge – only spend 10 minutes creating your list for each pile.

Last step, condense your lists into one and prioritize the work that has to be completed!

Here’s one last tip - either at the start of your day or the end of your day, spend 15 minutes planning what needs to be done. Do this every day for 21 days, until it becomes a habit. You’ll be glad you did!

By Linda A. Hunt

About two months ago on a Monday morning I received a fax from one of our clients disengaging our services. As you can imagine, this is not the type of fax that anyone wants to receive, especially on a Monday morning! The reason stated for letting us go was due to “poor economic conditions” and had “absolutely nothing to do with the services they received”.

This particular client’s business is a privately held equity fund and is heavily involved with the stock market. Even though I had knowledge that overall the market has been in a bit of a downturn, this fax surprised me for several reasons:

1)    Even with the great working relationship we have with this client, there was no discussion with us before executing his decision and my staff assigned to the account had no idea this was coming.

2)    He felt the finance function was expendable! Leading me to question – had failed in demonstrating the value we provide to our client?

Immediately upon receipt of the fax, I called my client to uncover the underlying motivation for their decision to disengage us.  I knew there were alternative ways in which we could continue to work together while they rode out this rough patch and wanted to communicate that. When I reached my client, I heard the distress in his voice. He was being pressured by the investors in the equity fund to lower costs and he felt that we were one cost that they could do without because he has a financial background. (I won’t go into what a big mistake I believe this is.) He was already under stress and now he was increasing that stress by adding the work we performed to his already over burdened work load. He had made his decision and at that time could not see any other alternative. All I could do was respect where he was in the process and check in on him periodically.

Here’s the thing I have learned over the years - people will react to situations in ways that may or may not make sense to you and there is nothing you can do about it – it is out of your control. My client’s reaction makes no sense to me and is out of my control. All I can do is talk to my client, satisfy my curiosity to determine if there is something that we could have done differently or better and know when it is time to move on from trying to “fix it.”

Experiencing any loss of revenue is not fun and while this loss has impacted my firm it has not crippled us because of measures I have taken over the years that have helped to cushion and even out the sources of our cash flow. Here are a few of the things we have done:

Ø  Diversified our client base and making sure one industry NEVER represents more than 30% of our total revenue base. While the majority of our clients are service based businesses they are NOT all in the same industry. This is very important. When I first started my business we were working with a lot of interior designers/decorators. Then the about 10 years ago the northeast, where we are located, experienced a major hiccup in the real estate and home improvement industry. My interior decorating clients were not getting business or paid and that rippled into my firm not getting paid, causing a major problem to my cash flow.

Ø  Added recession proof businesses to our client portfolio. There are businesses out there that are ALWAYS busy, like lawyers and funeral homes. After experiencing “not getting paid because my clients were not getting paid”, I started thinking about businesses that are always busy and added a few of them to our client portfolio. Think of these businesses like an insurance policy.

Ø  We limited businesses in complimentary specialties within an industry to less than 40% of our total revenue base. For example: general contractors, electricians, plumbers, interior designers, etc. At the time our interior decorating clients were not getting paid, guess what? Our general contractor clients were not getting paid. It is important to remember that a downturn in an industry such as home improvement affects a good number of complimentary specialties. Having almost you entire client portfolio in complimentary specialties within one industry can be the end of your business.

Ø  We NEVER allow one client to make up more than 25 % of our total revenue base. Having one client that constitutes more than 25% of your total revenue base is very risky and you have placed the control of your business in your client’s hands, unbeknownst to them.

By implementing these guidelines over the years, we have been able to “recession proof” our business and keep at bay any major cash flow losses from losing a client. The percentages above are the ones that work best for my firm and it took us a couple of years to incorporate all of them. If you have been in business for a while, this is not something that you can do overnight and that is okay. As long as you are aware of this and incorporate measures into your future marketing efforts to diversify your client portfolio you will be just fine.

Remember, in life there will always be situations that are completely beyond your control and that is okay. Protecting your business involves making sure that you and your business, are not reliant upon any one customer, industry or employee for that matter.

By Laurie O’Neil

With a competitive work environment and changes in the economy, how do you keep the employees you have? You spend so much time and effort on educating your employees, replacing them can be quite costly. Your management style as a business owner can have every effect on your staff. Are you a manager that supports learning, growth, inspires loyalty and creates a work environment that people love? Or are you a Micro-manager who is so hung up on every detail that you are stifling your employees’ growth and inspiring your employees to shop the want ads instead? These are important factors for employees when they accept a position with your company.

Some key factors that inspire employees to stay at a job are:

1. How Supervisors Act: Are they a micro-manager who stifles employee’s growth capabilities or do they inspire hard working loyal employees?

2. Communication: Control your tone and pitch. Body language, expressions and pace of movement can tell it all. Look out!

3. Control Level of Stress: If you are stressed you will convey this to your employees. Stress can bring out the worst in you. Find better ways to deal with it. You may not even notice that you are stressed but your employees will. Do you think they will tell you? Mine do. This was an area I needed help in. I am very crisis oriented, but my staff is not. Be open to learning lessons from your employees. If you don’t you may have mutiny.

4. Motivation: This area is key. Employees want to:

      a. Have their talents on the job be utilized

        b. Do meaningful work

        c. Be recognized for a great job done

        d. Enjoy the work environment

        e. Have good pay and benefits

        f. Agree with the values of the organization

        g. Have supportive management

This is what makes the world go round. Employees spend the majority of their lives working. Make coming to work fun!

As you grow your company, management styles will have key effects on your growth. Constant turnover can reflect badly to the clients and clients will loose their confidence in your ability to hire right people.