Facilitating PAO development with a view to
strengthening the MSME sector
Yasmine El-Ramly, CPA/CITP
Project Manager – PCPS/Firm Services
is the American
What is the AmericanWhat
Institute
of CPA?
Institute of CPAs (AICPA)?
Private Companies Practice Section
World’s largest member association representing
the accounting profession
AICPA sets ethical standards & US auditing
standards for audits of private & nonprofit
companies, federal, state and local governments
AICPA develops and grades the uniform CPA exam
AICPA offers CPE, publications, conferences,
workshops
Private Companies Practice Section
AICPA offers specialty credentials for CPAs:
Accredited in Business Valuation (ABV)
Certified in Financial Forensics (CFF)
Certified Information Technology Professional
(CITP)
Personal Financial Specialist (PFS)
Chartered Global Management Accountant (CGMA)
Private Companies Practice Section
CPA Reputation Stands Strong
Overall evaluations of professionals among Business Decision Makers (BDMs)
Positive Perception
60%
40%
59%
20%
52%
47%
0%
Private Companies Practice Section
44%
33%
28%
25%
24%
What are we hearing from our
members?
Private Companies Practice Section
2011 PCPS CPA Firm Top Issues
Private Companies Practice Section
Client Acquisition and Retention
Trusted Business Advisor (TBA) 2.0 Workshop
 Make knowledgeable and confident





presentations to clients
Demonstrate and price unique value
Ask the right questions to understand
client concerns and priorities
Use core skills and evolve as clients’
strategic partner
Build strong relationships and earn
clients’ trust
For a schedule of classes follow this
link: cpa.com/training
Private Companies Practice Section
Trusted Business Advisor (TBA) 2.0 Toolbox
Private Companies Practice Section
Client Acquisition and Retention
AICPA Tax Practitioner’s Toolkit – Communicate Your
Value
 Preparing Your Firm to Understand and Articulate the Value of
Your Tax Services


Implementation checklist
CPAs vs. unlicensed tax preparers PowerPoint template
 Engaging With Clients to Stay Top of Mind


Customizable client-facing brochures and PowerPoints
Tax blurbs for websites or newsletters
 Promoting Your Firm to Attract New Clients

Print ads
Private Companies Practice Section
Human Capital Concerns
PCPS Human Capital Resource Center
Tools for Human Capital Concerns:
Partner Accountability
and Unity
Finding Qualified Staff
Retaining Qualified
Staff
• Partner Accountability
and Unity Guide
• Team Recruitment
Action Plan
• Firm Competency
Model
• Leadership Attributes
Assessment
• Sample Recruitment
Advertisement
• Exit interview
template
• Governance grid
sample
• Firm Needs
Assessment
• New hire checklists
and agendas
• Interview questions
• Mentoring guide
• Value proposition for
joining firm
• Performance
management
templates
Private Companies Practice Section
2012 PCPS Succession Survey
MultiOwner
Firms
www.aicpa.org/pcps
Private Companies Practice Section
Sole
Owners
54% without
written plan
94% without
Practice Cont.
Agreement
Leadership
development
tops challenges
39% intend to
merge or sell
44% of firms
in M&A talks
Half expect to
sell $1 for $1 of
billings, actual
is likely much
less
Few managing
partners have
ability to hold
partners
accountable
Firms Today
2012 PCPS/TSCPA National MAP Survey

Covers key practice management
issues and enables firms to:
 Benchmark management policies and
financial results
 Gain strategic insights and guidance
aicpa.org/pcps/MAP2012
Private Companies Practice Section
The National MAP Survey’s rich history
makes it the leading benchmarking
survey for CPA firms. See how your firm
measures up using targeted and relevant
practice management benchmarks
including billing rates, chargeability ratios,
compensation and other key performance
indicators.
PCPS Website
Private Companies Practice Section
Significant Results Achieved
More Than 5,600 Participants
About 6,300 Cumulative CPA
Feedback Hours
More than 75,000 comments
Private Companies Practice Section
CPA Horizons 2025
Core Purpose standing
the test of time
• Making sense of a changing &
complex world
Core Values substantially
unchanged
Core Competencies
evolved
Core Services no longer
limited
10 Key Insights emerged
Private Companies Practice Section
Core Values
Integrity
Competence
Lifelong learning
Objectivity
Commitment to excellence
Relevance in global
marketplace
Private Companies Practice Section
Core Competencies
Communications skills
Leadership skills
Critical thinking and
problem-solving skills
Anticipating and meeting
needs
Synthesizing intelligence to
insight
Integration and collaboration
Private Companies Practice Section
Key Insights
Worldwide
Profession
Market
Permission
Value
Proposition
Lifelong
Technology
Learning
Trusted
Attester
Your Firm, Your
Company, YOU !
Technology
Pride in the
Profession
Demographic
Shifts
Value
Proposition
Marketplace
Private Companies Practice Section
Trusted
Advisor
Thank You!
Please Contact Us!
aicpa.org/PCPS
pcps@aicpa.org
Private Companies Practice Section