{"id":2396,"date":"2016-08-05T08:00:00","date_gmt":"2016-08-05T13:00:00","guid":{"rendered":"https:\/\/taxprocenter.proconnect.intuit.com\/?p=2396"},"modified":"2019-05-20T11:48:30","modified_gmt":"2019-05-20T16:48:30","slug":"firm-of-the-future-customers-define-value-at-core-performance-consulting","status":"publish","type":"post","link":"https:\/\/accountants.intuit.com\/taxprocenter\/client-relationships\/firm-of-the-future-customers-define-value-at-core-performance-consulting\/","title":{"rendered":"Firm of the Future: Customers Define Value at Core Performance Consulting"},"content":{"rendered":"

\"tax<\/a>
\nPeter Cullen is a Certified ProAdvisor\u00ae and partner with\u00a0Core Performance Consulting<\/a> in Southern California.\u00a0His firm has been on a journey to reposition the services they deliver. Instead of leading with tax and accounting compliance, they lead with business coaching and advisory services.<\/p>\n

Most firms are so busy delivering the traditional compliance services that they struggle with how to shift to advisory services. Cullen says it begins with the questions they ask. He says, \u201cWhen we visit a client or a prospect, we go in wide open to understand what is important to the client. We ask questions like, \u2018What are your goals?,\u2019 \u2018what does success look like for you?,\u2019 or \u2018what problems can we help you solve or improve?\u2019 Once we understand what is important to them, we design their accounting to support their goals.\u201d<\/p>\n

Good data supports the business coaching, which comes from accurate accounting. Cullen says, \u201cOwners always know if the business is on track or there is a problem, but usually, they just know it intuitively based on a feeling, not from the data in the financials. When the books are a mess, it creates uncertainty for the owner, and they make decisions based on a hunch. They need our help to make better decisions.\u201d<\/p>\n

All of Core\u2019s clients use cloud accounting \u2014 either hosted QuickBooks\u00ae<\/sup> Enterprise<\/a> or accounting SaaS,\u00a0such as\u00a0QuickBooks Online\u00a0(QBO)<\/a>. Using cloud accounting allows Core Performance and the client to always keep the books accurate. Cullen says, \u201cIntuit provides the tools to get the financials right. We are moving beyond balance sheet and income sheet items into more project management, margin by customer and invoices per customer. Owners want us to help them grow. We focus on helping them grow and be profitable. It is more about coaching and advising now and less about taxes and accounting.\u201d<\/p>\n

While most firms still generalize, industry gurus say that specialization is the key to success in the future. Cullen\u2019s firm services many industries, but he says, \u201cWe specialize in real estate. We believe in it. We speak at conventions, and we go after real estate investors with a vengeance. QBO allows us to assign tags to a customer or cost, so we can do project accounting. This is key for real estate flippers to know where they are and how much they need to charge to make money. We teach the benefit of why to categorize, and when they understand it, they use what we teach them because they value the real business outcomes of good data.\u201d<\/p>\n

Cullen recognizes that part of being a trusted advisor involves understanding the latest technologies and business models available to this new generation of clients. \u201cNew entrepreneurs automatically start a business in the cloud and never consider adding their own servers and infrastructure.\u201d Cullen\u2019s firm leverages a host of cloud applications to support their clients, including QBO, Bill.com<\/a>, QBO Payroll<\/a> and TSheets<\/a>. Advising about new business models goes beyond the traditional tax considerations of being a sole proprietor or incorporating. \u201cA lot of the new economy biz models are going to fail, but some are going to be successful,\u201d Cullen says. They help customers use accounting data to support business decisions.<\/p>\n

When asked what differentiates his firm from his competition, Cullen replies, \u201cThe older generation of accountants includes technicians, adjusting books and delivering tax returns. We like working with the under-age forty, and sometimes, under-age thirty entrepreneurs, who want help to solve important business problems.\u201d Cullen finds this type of engagement more satisfying. \u201cI want to be the person who helps people achieve their dreams, not the tax guy. I want to build a business that changes people\u2019s lives,\u201d he says.<\/p>\n

It appears he is on the right path.<\/p>\n","protected":false},"excerpt":{"rendered":"

Peter Cullen is a Certified ProAdvisor\u00ae and partner with\u00a0Core Performance Consulting in Southern California.\u00a0His firm has been on a journey to reposition the services they deliver. Instead of leading with tax and accounting compliance, they lead with business coaching and advisory services. Most firms are so busy delivering the traditional compliance services that they struggle<\/p>\n","protected":false},"author":107079872,"featured_media":2671,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"rkv_browse_by_id":0,"rkv_cta_id":0,"rkv_optimize_for_pagespeed":false,"jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"useModifiedDate":false,"customPublishDate":"","_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":true,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"_wpas_customize_per_network":false},"categories":[561584],"tags":[646041692,13179],"intuit_collection":[],"intuit_series":[],"coauthors":[509474111],"class_list":["post-2396","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-client-relationships","tag-firm-of-the-future","tag-quickbooks"],"header_image":"","yoast_head":"\nFirm of the Future: Customers Define Value at Core Performance Consulting - Tax Pro Center | Intuit<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/accountants.intuit.com\/taxprocenter\/client-relationships\/firm-of-the-future-customers-define-value-at-core-performance-consulting\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Firm of the Future: Customers Define Value at Core Performance Consulting - Tax Pro Center | Intuit\" \/>\n<meta property=\"og:description\" content=\"Peter Cullen is a Certified ProAdvisor\u00ae and partner with\u00a0Core Performance Consulting in Southern California.\u00a0His firm has been on a journey to reposition the services they deliver. 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