This guide is in the process of being updated. Please contact the Knowledge Centre if you require the latest resources. 
 
If you are interested in any of the articles or books below please phone the Knowledge Centre on 1800 809 828 or email knowledge@charteredaccountants.com.au. 
 
 
Articles 
 
Choose your clients wisely 
Author: CORCORAN Fiona. Charter: Vol 77(8) Sep 2006 p49-50 
Discusses the importance of prudent client selection. 
email the Knowledge Centre for a copy. 
 
Connecting with clients 
Author: EWIN Stacey. NSW: Small and Sole Practitioners Conference 14 - 15 June 2006, session 11, 10p [a copy. only] 
The author suggests ways of enhancing the relationship with clients through improved communication. 
email the Knowledge Centre  
 
Risk managing your documentation 
Author: FAIRLIE Michael;ADAMS Karen. SA: Taxation Institute of Australia South Australian Convention Papers May 2006, p119-130 [400.3 TIS 2006] 
This paper aims to show the need to maintain comprehensive records and documentation to minimise risks, both to assist clients in the event of a review and for the adviser's own protection in the the event of action being taken against them. Topics discussed include legislative requirements for record retention, ATO powers of access and quality control procedures. 
email the Knowledge Centre for a copy. 
 
Efficiency & productivity benchmarks 
Author: KNIGHTS Michelle. Sydney: Rob Knights & Co 
This article looks at the calculation of efficiency and productivity measurements within an accounting firm 
email the Knowledge Centre for a copy. 
 
Workflow - the heart and soul of your accounting firm 
Author: HERFT Darren. NSW: Chartered Accountants Country Congress NSW 22-24 March 2006, session S11, 6p [a copy. Only] 
This paper aims to assist accounting firms with improving workflow management, thus increasing productivity and ultimately profitability. 
email the Knowledge Centre for a copy. 
 
How to structure your professional services firm 
Author: COOPER Gordon. VIC: Taxation Institute of Australia Victorian & Tasmanian Convention Papers 2005, p92-108 [400.3 TIV 2005] 
This session looks at how to structure a professional services firm, focussing on the taxation implications. Topics addressed are: incorporation, service entities, Everett assignments, superannuation benefits, admission and exit strategies. 
email the Knowledge Centre for a copy. 
 
How do you measure up? Using benchmarking to assess firm performance 
Author: HAYES Greg. SA: CA Business Forum SA 18-20 May 2005, session T11, 19p [a copy. only] 
This paper looks at performance benchmarks for the accounting profession. It includes a template with 16 KPIs divided into the key areas of profitability, liquidity, efficiency and growth and explains how to use them to assess practice performance. 
email the Knowledge Centre for a copy. 
 
How to attract, retain and retire partners with a commercial, tax effective capital and remuneration structure 
Author: GOLDBERG John. SA: CA Business Forum SA 18-20 May 2005, session W8, 9p [a copy. only] 
The author examines traditional remuneration models and why they are no longer considered effective, and describes an alternative model based on a system of Earnings Units. He also looks at service trusts and partnership of discretionary trusts. 
email the Knowledge Centre for a copy. 
 
The regional market and appropriate strategic response in a new era of accounting practice 
Author: KOTEY Bernice. NSW: CA Country Congress NSW 16-18 March 2005, session S5, 17p [065 NCC 2005] 
A brief overview of opportunities for accountants in regional areas. Appropriate strategic responses include identifying the target markets for their needs and enhancing service quality. 
email the Knowledge Centre for a copy. 
 
Why count beans when you can grow beanstalks 
Author: GREEN Alan. SA: CA Business Forum SA 5-7 May 2004, Session T3, 14p [065 SAB 2004] 
How do you encourage your clients to use (and value) your business development services? This paper provides a practical outline of the essentials to building a profitable business development area, to expand a practice from compliance to consultancy. 
email the Knowledge Centre for a copy. 
 
Your practice management system - tips and traps 
Author: RENFREY Pam. SA: CA Business Forum SA 5-7 May 2004, Session W4, 19p [065 SAB 2004] 
The outcomes of a new practice management system can be significant - such as improved cashflow, better productivity, happier employees and better client services. This paper provides an outline of the key processes and issues that need to be considered when implementing a new practice management system. 
email the Knowledge Centre for a copy. 
 
Knowledge for sale 
Author: LEES John. Charter: Vol 75(1) Feb 2004 p52-53 
This article outlines how accountants can promote their services to clients. 
email the Knowledge Centre for a copy. 
 
Circle of friends 
Author: SAUTELLE John;VAN RENSBURG Tony. CA Charter: Vol 74(6) Jul 2003 p42-43 
Four different types of client relationships are described: mate, stranger, expert and ally. Building the right relationship with a client, becoming a trusted ally, is the key to successful marketing of professional services. 
email the Knowledge Centre for a copy. 
 
Books 
 
Marketing professional services: forward-thinking strategies for boosting your business, your image and your profits 
Author: KOTLER Philip. USA: Prentice Hall, 2002. 
Class No : 215.5 KOT 2002 
 
Making rain: the secrets of building lifelong client loyalty 
Author: SOBEL Andrew. USA: John Wiley, 2003. 
Class No : 215 SOB 2003 
 
Dynamic practice development: selling skills and techniques for professionals 
Author: TASSO Kim. Sydney: Richmond, 2003. 
Class No : 215.5 TAS 2003 
 
Performing a strategic health check for your clients: the accountant and client strategy 
Author: GRUNDY Tony. London: ICAEW, 2004. 
Class No : 075 ACD 473 
 
Strategic excellence in practice management 
Author: CAVELL Warwick. Sydney: Institute of Chartered Accountants in Australia, 2003. 
Class No : 215.1 CAV 2003 
 
101 marketing strategies for accounting, law, consulting and professional service firms 
Author: WAUGH Troy. USA: John Wiley, 2004. 
Class No : 215.5 WAU 2004 
 
Small medium practice project: best practice - statistical & performance analysis 
Author: INSTITUTE OF CHARTERED ACCOUNTANTS IN AUSTRALIA. Sydney: Institute of Chartered Accountants in Australia, 2005. 
Class No : 215.1 INS 2005 
 
The flexible and profitable workplace: a guide to implementing flexible working practices in professional services 
Author: LEWIS Suzan;COOPER Cary L. London: ICAEW, 2004. 
Class No : 208 LEW 2004 
 
50 ways to improve your practice 
Author: STEWARD Valerie. London: ICAEW, 2005. 
Class No : 075 ACD 490 
 
Providing value added services 
Author: MORGAN Alun. London: ICAEW, 2006. 
Class No : 075 ACD 495 
 
The profitable practice - today and in the future 
Author: MORGAN Alun. London: ICAEW, 2005. 
Class No : 075 ACD 493 
 
 
Last updated: 6 May 2008