Search results for """ "Do You Pay Excess Profits Duty""

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Book SynopsisAn excellent primer for anyone struggling to keep profits ahead of costs. . . . Double Your Profits'' ''take no prisoners'' approach is refreshing. - William Byham, bestselling coauthor of Zapp!One of the nation''s foremost management consultants shares seventy-eight proven ways to cut costs dramatically, send sales through the roof, and double profits in just six months.This timeless profit-boosting guide, considered a top management resource by business powerhouse Jack Welch, presents insights that are notable for their aggressive approach and contrarian perspective. Bob Fifer, former chairman and CEO of Kaiser Associates, shows us how to turn the tables on hardball-playing suppliers and competitors. He also challenges outmoded assumptions and explains why: arbitrary budgets are sometimes the best budgets bosses are frequently underpaid customers can often be persuaded to pay more

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Book SynopsisThroughout the author's career as a banker and business consultant, he has seen many examples of businesses that were doing just fine. They were profitable and growing slowly but surely, but then, the business owner decided that it wasn't enough anymore to simply grow slowly. What was suddenly needed was growth of 20%, 50%, or even 100% per year, just like the notable companies they see and hear about every day in the media. They began to try to grow the business and in a short period, a profitable and thriving business became unprofitable. Since the business was no longer profitable, it needed to take on debt to pay its expenses. After taking on more and more debt, the business reached a point where it could not find any more debt to take on. This circumstance caused the business to fail to pay its bills anymore which led to a financial day of reckoning.It doesn't have to be this way. There is a more effective way to grow your business without causing it to become unprofitab

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Book SynopsisAn all-encompassing guide to the elements and basics of fair value With the important role fair value is playing in the creation of a converged set of global accounting standards, demand for products in this category is growing spectacularly. The elements and basics of fair value are covered, including risk, dealing with the SEC, and details on legal responsibility. In addition, sample financial statements are included, along with tables, recommended applicable techniques, and management checklists for those who are responsible for preparing and approving of financial statements. Written by the Chairman and co-CEO of the International Association of Consultants, Valuators and Analysts (IACVA) Includes sample financial statements of both U.S. and foreign companies Appropriate for anyone involved professionally with financemanagers, accountants, investors, bankers, instructors, and studentsThe Professional''s Guide to Fair Value is a Table of ContentsPreface xi Acknowledgments xv Chapter 1: Significance of Value 1 Business Uses for Valuation 2 Mergers and Acquisitions 2 Financial Reporting 3 Investment Bankers versus Valuators 8 Valuation Requirements 8 Litigation Risks 9 Ten Commandments of Valuation 10 Chapter 2: Fair Value Concept 13 Relevant Pronouncements 14 Definitions 14 Market Participants 15 Fair Value Accounting 16 Revaluation under IFRS 16 Other Types of Value 17 Valuation Principles 19 Reporting and Cash-Generating Units 20 Chapter 3: Fair Value Framework 21 Stage 1: Determine the Unit of Account 22 Stage 2: Evaluate the Premise of Value 24 Stage 3: Assess the Principal Market 29 Stage 4: Establish the Most Advantageous Market 30 Stage 5: Select Appropriate Valuation Methods 33 Stage 6: Estimate Fair Value Conclusions 37 Chapter 4: Taming the Future 41 Definitions 42 Effect of Market Participants’ Assumptions 43 Scenario Analysis 45 Scenario Implications 49 Chapter 5: Projecting What Is to Come 53 Base the Future on the Past 54 The Truth Is in the Parts 56 Avoid Unnecessary Risks 59 Garbage In, Garbage Out 63 Believable and Likely Conclusions 66 Quality of Earnings 67 Conclusion 68 Chapter 6: The Market Approach to Fair Value 69 Nature of Markets 70 Classifying Assets 72 Comparable Transactions 74 Guideline Entities 76 Guideline Entities Example 79 Licensed Asset Example 82 Conclusion 84 Chapter 7: The Cost Approach to Fair Value 85 Current Replacement Cost 85 Deductions 87 Integrating the Factors 90 Residual Value 92 Useful Lives 92 Valuing Intangible Assets by the Cost Approach 97 Conclusion 103 Chapter 8: The Income Approach to Fair Value 105 Capitalization Methods 106 Income Approach—Discounting 110 Terminal Amounts 115 Application to Intangible Assets 116 Chapter 9: Sources of Value—Profits 121 Structure of Businesses 121 Innovation 122 DuPont Analyses 129 Chapter 10: Sources of Value—Risks 135 Reducing Risks 136 Continual Monitoring and Testing 136 Dealing with Biases 138 Risk Rate Component Model 139 Intellectual Capital Value Drivers 146 Conclusion 147 Chapter 11: Valuing Liabilities 149 Liabilities Transferred Rather Than Settled 150 Asset Retirement Obligations 157 Contingent Liabilities 158 Chapter 12: Business Combinations 161 Do Mergers Pay Off? 162 Why Merge? 163 Determination of Synergies 166 Intrinsic and Investment Values 167 Quantification 167 Chapter 13: Purchase Price Allocation 173 Stage 1: Determine the Acquirer 174 Stage 2: Establish the Consideration’s Fair Value 176 Knowledge of the Industry 178 Stage 3: Identify All the Items Involved 180 Stage 4: Select Appropriate Valuation Techniques 188 Stage 5: Estimate Fair Values and Reconcile Rates of Return 190 Conclusion 192 Chapter 14: Impairment 193 Reporting Units 194 Cash-Generating Units 196 Goodwill 197 Allocations 198 GAAP Long-Lived Assets Impairment Test 198 IFRS Impairment Test 200 GAAP Goodwill Impairment Test 202 Chapter 15: The Auditor’s Blessing 207 Auditing Fair Values 208 Conclusion 220 About the Author 221 Index 223

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Book SynopsisAsks whether profit maximization and the generation of value for shareholders is compatible with policies that support social and environmental goals. This book presents an examination of how social and environmental performance affects a corporation's profitability and how the stock market reacts to a firm's social and environmental behavior.Trade ReviewGeoffrey Heal's scholarly work on environmental economics, the role of the state in economic life, and other contributions to economic analysis have been of great importance and wide reputation. He has now prepared a widely accessible yet careful and responsible study of the extent to which corporations can profit by adherence to socially valuable norms. The exposition makes no assumption of specialized knowledge yet fully reflects and imparts the soundest economic analysis. -- Ken Arrow, Stanford University When Principles Pay is a must read for anyone wanting to understand the corporate world's involvement in environmental and social issues. Geoffrey Heal argues convincingly that the corporation's long term self interest requires that it pay attention to the environmental and social impacts of its operation. Heal makes the argument that the involvement in the world of sustainability is no longer a question of if, but when. One will find his discussion of outsourcing enlightening. -- Alan Hassenfeld, chairman of the board, Hasbro, Inc. Among this book's strengths is its timeliness: CSR and corporate behavior are very much in the forefront of popular and policy attention. Also, by resting the discussion on a solid economic foundation, the author helps the reader understand what CSR is and why it occurs. When Principles Pay is accessible and understandable to a reader even with no background in economics or finance. -- Robert Repetto, Yale School of Forestry and Environmental Studies With clarity and insight, Geoffrey Heal writes a refreshingly jargon-free treatment of CSR. I found his volume a pleasure to read, and though it will be of interest to a wide range of readers, I recommend it particularly to corporate executives and their non-executive directors, who will find it well worth their while. -- Lord Ronald Oxburgh, former Chairman of The Shell Transport and Trading Company, and member of the House of Lords, UK Readers conversant in economics will find a wealth of fascinating analysis. Publishers WeeklyTable of ContentsPreface 1. Introduction 2. Social, Environmental, and Financial Performance 3. Socially Responsible Investment 4. Fincancial Institutions and Social and Environmental Factors 5. Pharmaceuticals and Corporate Responsibility 6. Wal-Mart and Starbucks 7. Interface and Monsanto 8. Outsourcing 9. Getting Rich by Selling to the Poor 10. Cell Phones and Development 11. Measuring Corporate Responsibility 12. Social and Environmental Policies and Corporate Strategy 13. Conclusions Notes Index

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Book SynopsisIf you want real-world solutions to drive monstrous results, like a 25-50% increase or more in revenue and earnings, Stop Whining! Start Selling! is for you! As a business leader, salesperson, CEO, manager, executive, or entrepreneur, get ready to grow your business, enhance your profits, boost your earnings, and improve your life.Table of ContentsIntroduction: Let the Crusade Begin! PROFIT PILLAR I: The Personal, Powerful You! Profit Points: 1. Never forget. 2. World’s fastest strategic lesson. 3. Rise to the top! 5 4. You can’t fly with two feet on the ground! 5. Push your paradigm! 6. Prospecting for gold. 7. Passion produces profit. 8. A great eight! 9. A fish story! 10. A champion’s vision. P.I.T. Stop. PROFIT PILLAR II: Probe & Prosper. Profit Points 11. Conquer with questions. 12. Rain, rain, go away! 13. Good-bye to gab. 14. The answer is in the question! 15. Mr. Big said, “Sell me!”. 16. When is it over? 17. Child’s play. 18. 179 lessons from the network newsies. 19. Ascend The Ladder. P.I.T. Stop. PROFIT PILLAR III: Winning Words & Wallet Wisdom. Profit Points: 20. Yummy green bug juice! 21. Gotcha! 22. Move your world. 23. A tip from Down Under. 24. The Fairness Doctrine. 25. A piece of the pie. 26. The Blue Suit. 27. Budget builders. 28. Total satisfaction. 29. Objection overruled. 30. Go A.P.E. 31. Winning the inside fight. P.I.T. Stop. PROFIT PILLAR IV: A Profit Parade. Profit Points: 32. Value on the vine! 33. The innovative interview. 34. Negotiation know-how! 35. Houston, we have a problem! 36. Hot town, summer in the city! 37. Peddler or partner? 38. Driving the C-class. 39. Pitcher perfect. 40. Get CRE8IV! 41. Lost or found? P.I.T. Stop. PROFIT PILLAR V: Communicate & Conquer. Profit Points: 42. Why? ’CAUS! 43. First impressions. 44. Psychiatric help! 45. On the way to this, I found that! 46. E-savvy versus Eeeh sorry! 47. Toot your horn! 48. Image impact. 49. The Rule of 4:1. 50. The good. The bad. The ugly. 51. Control and impress! 52. Push, pull, play, and profit. 53. Commotion, communication, and Costco. P.I.T. Stop. PROFIT PILLAR VI: Referrals: Your Road to Results! Profit Points: 54. All you have to do is ask! 187 55. Remember to R.E.M.E.M.B.E.R. 56. 230 million reasons. 57. Referral psyche: your mental mind-set. 58. Relationship power. 59. Swing from the VINe. 60. Is it time? 61. Before you bask, you must ASK! 62. Where else? When else? 63. Thanks, but no thanks! 64. People power! 65. Shake your O p p p o r t u n i t r e e ! 66. Don’t be a sap without a R.A.P. 67. Fly the friendly skies! 68. Moment of opportunity. 69. It’s great to give! P.I.T. Stop. PROFIT PILLAR VII: Mind & Money. Profit Points: 70. Psychic debt. 71. The 1% Solution™. 72. Hustle, hope, and happiness. 73. Focus versus fear! 74. Savor the S.A.B.E.R. 75. Truisms or valuable stuff I have discovered. 76. Good-bye to status quo! 77. Fill your pipeline. 78. Class is always in session. 79. Lessons from a limo. 80. Bravo Leader! 81. Daddy, when do we hit the ceiling? 82. Who’s in control? 83. Who? You? 84. G.O.I.M.O. 85. A lucky 13. P.I.T. Stop. PROFIT PILLAR VIII: Serve & Soar! Profit Points: 86. Massage magic. 87. Hot shower! 88. Who pays your salary? 89. Insights from the outside! 90. Tales of terror! 91. Anniversary angst! 92. Customer in training. 93. No-no. Yeah-yeah! 94. SERVice with a smile. 95. Have I explained this well? 96. Hawaiian hospitality. P.I.T. Stop. PROFIT PILLAR IX: Fly like an Eagle! Profit Points: 97. Forget time management. Manage yourself. 98. 21 tips for the 21st century. 99. To know me is to love me. 100. Focus Five. P.I.T. Stop. FINAL STUFF. Now what? Meet Jeff Blackman. Jeff educates, entertains, and inspires! Jeff’s growth tools accelerate your career, grow your business, and improve your life! Special thanks to . . . . Index.

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Book SynopsisLaw firm growth consultant Dan Warburton shows how skilful delegation can multiply the profits for law firm owners and also free them up to do the work they enjoy.

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Book SynopsisAfter the Tiananmen Square massacre, a vigorous international debate erupted, not only about human rights in China, but also about the role of multinational firms. Should corporations do business in China at all? Should corporations take a stand on...Trade ReviewSantoro proposes a framework for understanding the extent and limits of corporate moral responsibility for human rights, focusing primarily on the case of U.S. business in China.... He constructs a fair-share theory of moral responsibility for human rights and applies the fair-share theory of human rights to the sweatshop problem and to the issue of corporate responsibility for government repression of political and religious dissidents. * Journal of Economic Literature *Santoro has made a first effort to address an intractable and increasingly salient cause of human rights violations in developing countries, including China—inhumane business practices—and on this account alone his work is to be appreciated. -- Peter Harris * The China Journal *This book merits much credit for its even-handed, comprehensive approach. Santoro's theoretical investigation is matched and buttressed by his empirical analysis. While an urgent moral call, the book also considers what is and is not a realistic appeal. Finally, while focusing on MNCs, the author also delineates the larger moral web that connects all of human society—CEOs, workers, and consumers alike. -- Donna E. Chung * Journal of East Asian Studies *The book's common-sense, pragmatic tone serves well to open up a complex and important topic for several communities of readers—policy makers, business people, and the nongovenrmental organization community. Even if few settle for his conclusions, he will have helped by setting out some terms for future debate. -- Andrew J. Nathan * Political Science Quarterly *Lines have been drawn in the sand, with choices reduced to stark either-ors: human rights or expanded commerce, worker protection or globalization. But to anyone looking for reasoned discussion instead of rhetorical posturing, Santoro's book is a fine place to start. His solidly grounded analysis deserves a wide audience. -- Barry Gewen * New York Times Book Review *This timely study, which combines rigorous economic analysis with sharp moral reasoning, spells out what can and cannot be expected.... As sensitive to the bottom line as he is to human rights, Santoro also has useful things to say about the issues that vex CEOs dealing with China.... He has produced a book of interest not just to the concerned citizen but also to those engaged in business in China or contemplating becoming involved there. -- Lucien W. Pye * Foreign Affairs *What are the moral obligations of corporate executives with regard to human rights? Assuming that one can settle on a definition of human rights and agree that such obligations exist, then how can such obligations be balanced against executives' responsibility to corporate shareholders to maximize profits? Santoro has produced a provocative work in business ethics that attempts to answer, or at least provide the basis for an answer, to these questions.... The issues Santoro covers are of increasing importance in global economic policy arrangement, and deserve attention. * Choice *

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Book SynopsisWill our addiction to profit destroy the world we live in? The profit motive now exercises an effective tyranny over our lives: in the private as well as the public sector, nowhere seems immune from its reach. International tycoons, economists and politicians are obsessed with economic growth. Yet, as Stuart Sim shows, the pursuit of excessive profit brought the world to the brink of economic chaos in the recent credit crisis and threatens us with environmental disaster as well. Despite this, neoliberalism still sets the agenda for economic policy in the West. Sim suggests various ''act up'' strategies so that we might resist becoming slaves to personal gain and, in doing so, he demonstrates that life needn''t be all about profit.Table of ContentsAcknowledgements; 1. Introduction: It's All About Profit; 2. The Tyranny of Profit: Confronting an Addiction and a Fetish; 3. 'What Shall It Profit a Man?': Profitless Activities; 4. Life Before Profit, Life Minus Profit; 5. Profit in the Genes?; 6. Neoliberalism, Financial Crisis, and Profit; 7. Global Warming and Profit; 8. Healthcare and Profit; 9. Education and Profit: The World of Pay-as-You-Learn; 10. The Arts, the Media Industries and Profit; 11. Conclusion: It Needn't All Be About Profit; Notes; Bibliography; Index.

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Book SynopsisIn the United States, how a business is taxed at the federal level is partly dependent on how it is organised. Publicly traded corporations known as subchapter C corporations are taxed once at the corporate level according to the corporate tax system, and then a second time at the individual-shareholder level according to the individual tax system when corporate dividend payments are made or capital gains are realised. This leads to the so-called "double taxation" of corporate profits. Businesses that choose any other form of organisation are, in general, taxed only once at the individual level. That is, the income of certain businesses passes through to the individual business owners and is taxed according to the individual income tax system. Examples of these alternative "pass-through" forms of organisation include sole proprietorships, partnerships, subchapter S corporations, and limited liability companies. This book summarises the general tax treatment of corporate and pass-through businesses and analyses the most recent business data from the Internal Revenue Service (IRS).

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Book SynopsisHelping you successfully start a nonprofit organization the right way or strengthening the governing, financial, and capacity-building framework of your existing nonprofit organization! Ready to do some good? Ready to give back to the community? You better be! Because in Nonprofit Kit For Dummies you'll find the tools and strategies you need to organize and shift your nonprofit into high gear. Buckle up and hit the gas as you master the latest techniques in nonprofit startup, recruiting the right board members, identifying collaborative stakeholders, grant writing, online fundraising, and marketing. You'll learn to improve your management practices, raise more money, give more effectively, and plan more creatively. This book's supplementary online resources include expertly written organization plans, financial procedure outlines and guides, and event planning tools you can implement immediately to help your nonprofit help more people. It also walks you tTable of ContentsIntroduction 1 About This Book 1 Foolish Assumptions 2 Icons Used in This Book 3 Beyond the Book 3 Where to Go from Here 4 Part 1: Getting Familiar with the Nonprofit Framework 5 Chapter 1: Journeying into the World of Nonprofit Organizations 7 What is a Nonprofit Organization? 8 Comparing for-profits to nonprofits 9 Introducing the coveted 501(c)(3) status for nonprofits 9 Knowing Your Mission Before Entering the Nonprofit World 11 Setting up a nonprofit 11 Making plans and being flexible 12 Embracing and Sharing Your Inspiration 13 Finding the Resources to Do the Job 14 Who is giving to nonprofit organizations? 15 Supporting your mission with fundraising 15 Chapter 2: Understanding What It Takes to Start a Nonprofit 17 Weighing the Pros and Cons of Starting a Nonprofit 18 Doing Your Homework First 19 Analyzing the competition 20 Identifying the right people to help you 20 Figuring out how you’ll survive financially 21 Acknowledging the reality of what’s ahead 22 Planning, plotting, and projecting 23 Understanding Nonprofit Ownership 24 Benefiting the public for the greater good 24 Being accountable and transparent 25 Looking at the Many Varieties of Nonprofits 26 Identifying nonprofits by their numbers 27 Adding rules and regulations to add to your file 28 Comparing Nonprofits and For-Profits 31 How they’re alike 31 How they differ 32 Using a Fiscal Sponsor: An Alternative Approach 34 Examining common details of a fiscal sponsorship relationship 35 Finding a fiscal sponsor 36 Chapter 3: Prioritizing Building Your Board of Directors 37 Appreciating the Duties of a Nonprofit Board of Directors 38 Primary role: Preserving public trust 39 Secondary role: Dealing with planning, hiring, and other board tasks 41 Sharing responsibilities among the board, staff, and volunteers 42 Recruiting the Right People for Your Board 43 Incorporating diversity, equity, and inclusion in the board’s composition 44 Keeping it fresh: Terms of service 46 Big boards or little boards 47 Choosing officers and committees 48 Introducing new and prospective members to the board and the organization 50 Putting Staff Members on Your Board 51 Using Your Board to Full Capacity 52 Encouraging commitment from board members 52 Holding effective board meetings 53 Chapter 4: Creating Your Mission Statement and Vision Statement 57 Honing Your Mission Statement 58 Keeping your mission statement short and sweet 60 Stating your mission — the goal for services 60 Specifying who will be served by the nonprofit 61 Explaining how you’ll accomplish your mission 61 Incorporating diversity, equity, and inclusion (DEI) into your mission statement 62 Imagining Your Future with a Vision Statement 63 Capturing your vision statement 63 Asking “Where are we going?” and “Why?” 65 Inviting Stakeholders to the Planning Table 66 Encouraging and embracing stakeholder input 67 Working together to finalize your statements 68 Living by Your Mission and Staying Fixed on the Vision 69 Chapter 5: Incorporating and Applying for Tax- Exemption Status 71 Creating a New Entity: The Nonprofit Corporation 72 Following your state’s or territory’s laws 73 Understanding the required governing documents 73 Deciding whether to have members in your corporation 74 Finding the best name 75 Writing the Articles of Incorporation 76 Crafting a heading 76 Article I 76 Article II 77 Article III 77 Article IV 78 Article V 78 Article VI 78 Article VII 78 Article VIII 79 Signed, sealed, and delivered 79 Securing Your Employer Identification Number (EIN) 80 Writing Your Organization’s Bylaws 81 Holding Your First Board Meeting 82 Applying for Tax Exemption 82 Tackling Form 1023 online 83 Discerning between public charities and private foundations 85 Establishing public charity status 85 Describing your activities 86 Reporting salaries and conflicts of interest 88 Dealing with financial information 88 Collecting the other materials 89 Paying the fee 90 Navigating possible contribution barriers until tax-exemption status is approved 90 Chapter 6: Adhering to Nonprofit Status Requirements 91 Disclosing What You Need to Disclose 92 What you do need to show 92 What you don’t need to show 93 Using the web to satisfy disclosure requirements 94 Avoiding Excessive Payments and Politicking 95 Determining reasonable pay and benefits 95 Using caution when getting involved in politics 96 Why all the fuss? Understanding the increased scrutiny by the IRS 97 Reporting to the IRS 98 Filing Form 990-N 99Taking it easy with the Form 990-EZ return 100 Tackling the long Form 990 104 Getting your Form 990 to the IRS 106 Reporting to Your State, Territory, and Local Governments 107 Part 2: Bringing Your A-Game to Nonprofit Management 109 Chapter 7: From the Top: Examining the Nonprofit Management Structure 111 Managing a Nonprofit: A Bird’s-Eye View 112 Appreciating the Governing Board’s Role and Responsibilities 113 Understanding the board’s management oversight duties 113 Protecting your board from liability 115 Redefining the Nonprofit Founder’s Role 116 Adding an Advisory Board 117 Expanding to Take On an Executive Director 118 Chapter 8: Strategic Planning: Embracing the Ongoing Process 121 Understanding the Importance of Planning 122 Making Your Organization’s Strategic Plan 122 Getting ready 123 Working with your nonprofit’s mission and vision statements 124 Hearing from all your stakeholders 124 Surveying the external situation 126 Looking at the internal situation 127 Calling in the SWOT team 128 Putting the plan in writing 132 Adjusting your strategic plan when necessary 134 Putting Plans into Action 134 Defining and setting goals, objectives, strategies, and outcomes 134 Creating a work plan 136 Planning for Programs 137 Working as a team 137 Assessing needs 138 Brainstorming the resources needed to implement new programs 140 Facility Planning: Finding a Place to Do Your Work 142 How much space and of what kind? 142 Location, location, location 142 Owning, leasing, or taking a free ride 143 Making a move 145 Deciding to take on a capital project 145 Chapter 9: Evaluating Your Work: Are You Meeting Your Goals? 147 Knowing the Importance of Evaluation 148 Working Through the Evaluation Process 149 Selecting the right kind of evaluation 149 Planning for evaluation 152 Crafting valuable questions 153 Choosing evaluators: Inside or outside? 154 Conducting Your Evaluation 155 Analyzing Results and Putting Them to Work 156 Interpreting results 156 Using your evaluation to strengthen your work 158 Telling the truth 158 Sharing the evaluation results with your stakeholders 159 Chapter 10: You Can Count on Me! Working with Volunteers 161 Knowing Why People Volunteer 162 Designing a Volunteer Program 163 Considering a volunteer coordinator 165 Determining your need for volunteers 165 Writing volunteer job descriptions 166 Organizing volunteers 167 Hunting for Volunteers 169 Getting the word out 169 Looking for volunteers at other organizations 171 Finding volunteers with special skills 172 Hiring interns 172 Interviewing and Screening Volunteers 173 Managing Your Volunteers 175 Providing adequate training 175 Keeping good records 176 Insuring your volunteers 176 Saying farewell to bad volunteers 177 Showing Appreciation for Your Volunteers 177 Chapter 11: Working with Paid Staff and Contractors 179 Determining Your Staffing Needs 180 Getting Your Nonprofit Ready for Paid Employees 181 Developing your personnel policies 181 Exploring payroll setup options 184 Providing benefits and perquisites 184 Preparing to Hire 185 Composing a job description 185 Considering necessary qualifications 186 Establishing nonprofit salary levels 187 Announcing the position 188 Making the Hire 189 Looking at résumés 189 Interviewing candidates 190 Digging deeper with references 192 Making your decision 193 Onboarding a New Hire 193 Confirming employment terms in writing 193 Getting your new hire started on the job 194 Evaluating your new hire’s progress 195 Looking to the future: Creating a professional development plan 195 Managing Employees 196 Recognizing what a manager or supervisor does 197 Clarifying the lines of communication 197 Following the reprimand-and-dismissal process 199 Working with Independent Contractors 200 Differentiating an independent contractor from an employee 201 Establishing the roles for independent contractors 202 Finding a consultant: Ask around 203 Interviewing consultants 204 Developing and executing the contract 204 Chapter 12: Money Matters: Preparing Budgets and Financial Reports 207 Making a Budget = Having a Plan 208 Beginning with zero 208 Defining a good budget 211 Budgeting based on your history 212 Understanding and isolating general administrative and fundraising costs 213 Accounting for in-kind contributions 213 Creating Budgets for Programs or Departments 214 Working Frequently with Your Budget 218 Projecting Cash Flow 219 Constructing your cash flow projection 219 Deciding what to do if you don’t have enough 221 Borrowing to make ends meet 222 Putting money away to make a nonprofit strong 223 Keeping Your Books Organized and Up to Date 224 Differentiating the various accounting systems 224 Considering accounting software or an accountant 225 Reviewing the Numbers: Financial Statements and Audits 226 Preparing financial statements 226 Seeing the value of an audit 227 Knowing whether you need an audit 228 Reading Your Financial Statements 229 Getting to know the parts of a standard financial statement 229 Asking the right financial questions 230 Managing Financial Systems 232 Chapter 13: Marketing and Branding 235 Taking Care of the Basics 236 Designing a logo and letterhead 236 Preparing an organization overview or brochure 237 Creating a website 237 Producing annual reports and newsletters 239 Taking care of your service population — your most important marketing tool 240 Discovering Who You Are: First Steps to Marketing 241 Recognizing the current market 242 Defining whom you want to reach and how 246 Reaching Your Audience via Mass Media 250 Planning for effective publicity 250 Developing a media list 251 Understanding how the media works 252 Submitting materials to your media contacts 253 Getting your event into community event calendars 254 Putting together public service announcements (PSAs) 255 Using Social Media for Fun and Profit 255 Developing a social media policy 256 Planning your social media posts 257 Choosing your social media platforms 258 Protecting your online reputation 260 Part 3: Raising Funds Successfully 263 Chapter 14: Creating a Fundraising Plan 265 Recognizing Who Can Raise Funds 266 Naming Possible Funding Sources 267 Weighing Your Fundraising Capacity 269 Drafting a Fundraising Plan 270 Setting a preliminary monetary goal 271 Asking whom you and your board members know 272 Researching and refining your prospect list 272 Plotting fundraising costs 274 Moving to an Action Plan 278 Planting the Seeds for a New Nonprofit 280 Hitting up family and friends before asking others 280 Raising funds with special events 281 Getting to know community foundations 281 Assessing your capabilities to apply for government grants 281 Chapter 15: Raising Funds from Individual Donors 283 Understanding Why People Give 284 Stating Your Case 285 Creating an Elevator Speech 288 Identifying Possible Donors 289 Drawing circles of connections 290 Getting a list of potential donors from your board of directors 291 Growing a Major Gift 292 Deciding who should do the asking 292 Preparing to make your request 293 Breaking the ice 293 Adopting the right attitude 293 Timing the request: An inexact science 294 Treading lightly when making the ask 294 Expressing gratitude for the gift 295 Raising Funds by Mail 295 Taking the direct-mail route 295 Inspiring volunteers to steer a letter-writing campaign 297 Raising Money the “E” Way (Easily and Electronically) 299 Building and maintaining relationships by using email and related tools 299 Building your email address lists 301 Using your website as a cultivation tool 302 Setting up an online donation portal 303 Soliciting text message donations 305 Telemarketing: Dialing for Dollars 306 Perfecting a script 307 Training your board and volunteers as callers 308 Collecting the pledges 309 Chapter 16: Planning Onsite and Virtual Special Events 311 Thinking through the Whole Event 312 Using your budget to guide decisions 313 Sticking to your budget 316 Soliciting in-kind gifts for your event 318 Building your event committee 319 Setting a date and location 320 Setting Up Your Timeline 321 The first three months 321 Months four and five 322 Four weeks before the event 322 The week before the event 323 Spreading the Word 324 Setting social media to blast 324 Finding a news angle 325 Getting a mention on radio or TV 326 After the Event is Over 326 Chapter 17: Sleuthing for Grant Funding 329 Assessing Your Nonprofit’s Grant-Seeking Readiness 330 Planning for a Foundation Grant Proposal 331 Learning about funding priorities 332 Familiarizing yourself with types of foundations 333 Using the Foundation Directory Online to assemble a broad list of prospects 336 Digging deeper to narrow your prospects 340 Going for a Government Grant 342 Federal grants 343 Nonfederal government grants 345 Chapter 18: Writing an Award-Winning Grant Proposal 347 Attending to Pre-Proposal Tasks 348 Perfecting the letter of inquiry 348 Passing the applicant eligibility screening questionnaire 349 The Pitch: Writing a Competitive Grant Proposal 349 Starting out with the cover letter and executive summary 350 Introducing your organization and its operating history 351 Documenting the need for funding 352 Setting goals, SMART objectives, and proposed outcomes 353 Presenting (ta-da!) your project idea with evidence-based solutions 354 Presenting the management plan 356 Explaining how results will be measured 356 Talking about the budget 357 Showing where the rest of the money comes from: The sustainability section 359 Appending requested attachments 360 Familiarizing Yourself with Other Types of Written Funding Requests 361 Trolling for corporate grants or sponsors 361 Seeking general operating support 364 Asking for capacity building funding 365 Seed money: Proposing to form a new nonprofit 366 Following Through after Receiving Funding 367 Chapter 19: Capital Campaigns: Finding Lasting Resources 369 Beginning the Funding Plan 370 Preplanning your campaign 371 Developing a rough budget 372 Testing feasibility 373 Analyzing the results of your study 375 Developing a Case Statement 376 Building the Pyramid of Gifts 376 Starting at the top 377 Applying for grants as part of your capital campaign 378 Ending the quiet phase and moving into the public phase 379 Realizing the Benefits and Risks of Capital Campaigns 380 Part 4: The Part of Tens 383 Chapter 20: Ten Tips for Pivoting in Times of Uncertainty 385 Create an Emergency Operations Plan 386 Communicate When Making Hard Decisions 386 Step Back and Regroup 387 Set a Manageable Fundraising Goal 387 Collaborate with Others in Your Field 388 Share a Back Office 388 Place a Program within Another Agency 389 Merge with Another Nonprofit 389 Close with Dignity If Necessary 390 Complete the Government’s Closing Paperwork 391 Chapter 21: Ten Tips for Raising Seed Money 393 Ask 393 Hit Up People You Know 394 Tell Your Story and Don’t Ramble 394 Show How You’re Improving Lives 395 Use Numbers to Convey Urgency and Compassion 395 Research, Research, Research 396 Know Your Donors’ Point of View 397 Build a Donor Pyramid 398 Make It Easy to Respond 398 Keep Good Records 398 Chapter 22: Ten Tips for Protecting Your Nonprofit 401 Assessing Your Risks 402 Planning for Emergencies 402 Filing Annual Federal Forms 404 Filing Annual State Forms 404 Paying Employment Taxes 405 Reporting Payments to Consultants 405 Maintaining Transparency 405 Responding to Negative Press 406 Protecting Your Online Reputation 407 Determining Insurance Needs 407 Part 5: Appendixes 409 Appendix A: Glossary 411 Appendix B: About the Online Content 415 Index 421

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Book SynopsisPeter Hill is a qualified accountant (both Chartered and Certified) with 30 years' experience. He is a partner at Mark Holt and Co Chartered Accountants and Healium LLP business growth specialists. He has worked as a business consultant for over 15 years, driving up the financial performance of businesses of all sizes. Peter is also a sought-after business speaker and runs business seminars on pricing and profit improvement across the UK and internationally, for most of the major banks (Lloyds, Barclays, HSBC), for the Ran One accountancy network, and for SWAT, the largest UK trainer of accountants.Trade Review"Like the best business books, Pricing for Profit is meant to be actionable. Chapters on creating packages, choices, and options offer new ways to think about what you're offering and how you're selling. And the entire book is filled with action steps to think through how to implement a smarter pricing strategy for your business. Unless you have the whole pricing equation nailed down, you're going to find something in this book that you can put to use in your business." * Daria Steigman, Solo PR Pro *"Hill discusses common pricing myths, explains how pricing works best and offers easy-to-implement pricing recommendations that could increase your profits. getAbstract recommends this smart, pragmatic manual to 'CEOs, finance directors, sales managers, marketing analysts, accountants and strategic planners,' and to anyone who sells a product or service." * getAbstract, Inc. *Table of Contents Chapter - 00: Introduction; Chapter - 01: Pricing in context; Chapter - 02: Why is pricing so difficult?; Chapter - 03: The remarkable benefits of getting pricing right; Chapter - 04: How most businesses price and why these methods are wrong; Chapter - 05: Understanding value versus cost; Chapter - 06: Packaging for higher prices; Chapter - 07: Customers don’t always want the cheapest; Chapter - 08: Exploding all of the myths about pricing; Chapter - 09: Using guarantees to get increased prices; Chapter - 10: Discounting; Chapter - 11: Presenting the price properly; Chapter - 12: Directional pricing; Chapter - 13: Dealing with the human factor; Chapter - 14: Getting financial clarity; Chapter - 15: Your action plan; Chapter - 16: The final word on pricing for profit

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Book SynopsisWhat every not-for-profit must know about accounting, tax, and reporting requirements In the challenging world of not-for-profit management, executives are held responsible for virtually every aspect of their organization''s activities, such as legal issues, marketing, lobbying, editorial, membership operations, budgeting, and, of course, finance. For one person to be an authority in every area, however, is virtually impossible. Completely revised and expanded, the Fourth Edition of this invaluable tool is useful as a guide to nonprofit accountants, financial managers, and executives new to the area of financial management. Addressing the accounting, internal control, and office administration issues that confront executives in nonprofit organizations, this book: * Helps professionals develop formal policies in accounting and finance * Shows how to strengthen an organization''s financial procedures while assuring board mTable of ContentsList of Forms xvii About the Author xxi Preface xxiii Section 1 Internal Financial Statement Formats 1 Statement of Financial Position 2 Consolidated Statement of Unrestricted Activities 4 Statement of Unrestricted Activities by Function 5 Statement of Temporarily Restricted Activities 6 Statement of Permanently Restricted Activities 6 Statement of Changes in Net Assets 6 Section 2 Chart of Accounts 7 Chart of Accounts Issuance Form 8 Assets 9 Clearing Accounts 12 Liabilities 13 Net Assets 14 Revenues 15 Expenses 18 Functions 22 Section 3 The Policies and Procedures Manual 23 Important Note: The sample policies and procedures found in Section 3 (Parts 1 through 6) are also available in MS Word format on a Web site designed for this book: Part 1 Accounting and Financial Policies 25 Accounting and Financial Interns 25 Accounting Computer File Back-Up Procedure 26 Accounting Information Releases 28 Accounting Method 28 Accounts Payable Accruals 29 Accounts Receivable Write-Off Procedures and Authority (Bad Debts Procedures) 29 Amortization 31 Annual Leave Accrual 32 Board-Designated Funds 32 Budget 33 Budget and Finance Committee 33 Cancellation of Purchase Order 34 Capitalization Cutoff Points 36 Chart of Accounts 36 Check Imprinter Machine 38 Check Preparation and Mailing 38 Clearing Accounts 38 Collection Procedures 39 Contributions 41 CPA Firms: Audited Financial Statements 41 CPA Firms: The Engagement Letter 44 CPA Firms: The Management Letter 44 CPA Firms: Selection of Firm 47 CPA Firms: Use of Other Firms 47 Credit Card Receipts 48 Date and Time Received Stamp 48 Deferred Revenues 49 Deposit of Receipts 49 Depreciation 50 Discounts Lost 50 Discounts on Accounts Receivable 51 Donated Property 51 Endowment Funds 53 Expense Reimbursements—Chief Staff Executive 53 Finance Department Employee Orientation 54 Financial Statement Preparation and Distribution 54 Grants and Contracts 55 Holding Funds for Other Organizations 55 Inventory: Give-Aways 55 Inventory: Receiving 57 Inventory Valuations 57 Inventory: Write-Off 58 Investment Policy 60 IRS Forms: Form 990-T 62 IRS Forms: Form 1099 62 Journal Entries 64 Leasehold Improvements 66 Leases 66 Loans/Lines of Credit 67 Lobbying Expenditures 67 Long-Term Debt 67 Monthly Budget Meetings 68 Nondeductibility of Dues 68 Nondistribution of Earnings 69 Nonsuffi cient Funds Checks 69 Occupancy Expenses 71 Optional Proxy Tax 71 Overhead Allocation 72 PAID Stamp 72 Payment Terms 73 Permanently Restricted Net Assets 75 Permanent Travel Advances 75 Petty Cash Fund Disbursements 77 Photocopying Expenses 80 Postage Log 82 Prepaid Expenses 84 Purchase Orders 84 Quid Pro Quo Contributions 87 Records Retention 87 Refunds 93 Reimbursement of Board/Committee Expenses 93 Rent 94 Repairs and Improvements 94 Reserves 95 Return Policy 95 Salaries and Fringe Benefits Accruals 95 Sales Tax Collection 96 Sales Tax Exemption Certificate 96Serial Numbers (Fixed Assets) 96 Spousal Travel 97 Telephone Expenses 97 Temporarily Restricted Net Assets 100 Travel Advances 100 Travel Expenses 102 Unrelated Business Income Tax (UBIT) 107 Unrestricted Net Assets 107 Voided Checks 108 Write-Off of Old Checks 110 Part 2 Office Administration Policies 113 Absenteeism and Tardiness 113 Affinity Programs 113 Age Discrimination in Employee Act (ADEA) 114 Alcohol and Controlled Substances 114 Amendments to Policies and Procedures 115 Americans with Disabilities Act 115 Anniversary Date 116 Annual Leave Payments 116 Antitrust 116 Antivirus 117 Aptitude/Ability Tests 117 At-Will Employment 117 Background Checks—Prospective Employees 118 Ballots 120 Bartering Prohibited 120 Bereavement (Funeral) Leave 120 Bid Requirements 121 Binding Arbitration 123 Board of Director Fiduciary Responsibilities 124 Bulletin Boards 126 Business Cards 126 By-Laws 126 Certificate of Authority 126 Committee Meeting Attendance 128 Committee Meeting Attendance by Members 128 Computer Passwords 128 Conditions of Employment Agreement 129 Confidentiality of Information 132 Consolidated Omnibus Budget Reconciliation Act (COBRA) 135 Consumer Protection Act 135 Contract Signing Authority 135 Correspondence 136 Credit Rating Release 138 Data Processing Manual 138 Disciplinary Action 138 Discrimination 139 Diversity 139 Document Shredding 140 Document Sign-Out Form 140 Dress Code 142 E-Mail and Internet 142 Emergency Contact Form 145 Employee Retirement Income Security Act (ERISA) 147 Equal Opportunity Employer 147 Equal Pay Act 147 Evaluations (Staff) 148 Executive Sessions 148 Exit Interview 148 Facilities 149 Fair Labor Standards Act (FLSA) 149 Family and Medical Leave Act (FMLA) 151 Fax Machine 151 Federal Identification Number 152 Fire Protection 152 Form I-9/Immigration Reform and Control Act (IRCA) 152 Forms Manual/Retired Forms Manual 153 Form W-4 154 Fringe Benefits 154 Fringe Benefits Day 155 Garnishments 155 Grievances and Complaints 155 Hold Harmless Agreements 156 Holidays 158 Hours of Operation 158 Inclement Weather 158 Independent Contractor Files 159 Independent Contractors 159 Injuries/Worker’s Compensation 163 Job Descriptions 165 Jury Duty 165 Key Employee Insurance 165 Key Employees 166 Leave without Pay 168 Leaving the Office 168 Legal Audit 168 Legal Counsel Attendance at Board Meetings 169 Legal Protection for Board and Staff 170 Libel/Slander 172 Lines of Credit 172 Loans—Employees 174 Lobbying Activities/Omnibus Budget Reconciliation Act (OBRA) 174 Lobbying Disclosure Act (LDA) 174 Logo 175 Mailing List Sales 175 Management Day 176 Mandatory Vacations/Leave 178 Maternity Leave 178 Military Obligations 178 Minutes of Board and Committees 179 Music 179 Music Licensing 179 Nepotism 180 Nicknames 180 Noncompete Agreements 180 Occupational Safety and Health Act (OSHA) 183 Office Decor 183 Office Equipment 183 Office Supplies 185 Open Board of Directors Meetings (Sunshine Laws) 185 Outside Employment 185 Ownership of Records 186 Paternity Leave 186 Permissions/Waivers 186 Personal Leave 188 Personnel Records 188 Plagiarism 188 Policy Amendment, Deletion, or Additions 190 Political Action Committees (PACs) 192 Political Education Funds 192 Postal Permit 193 Press Releases/Media Contacts 193 Protection of Member/Contributor/Customer/Employee Confidential Information 195 Quarterly Staff Meetings 195 Reasonable Accommodation 196 Reference Letters 196 References (Former and Current Employees) 196 Registered Agent 197 Reinstatement of Benefits 197 Remote Access to Computer Network 197 Resignation 199 Rest Periods 199 Safe and Safe Combination 199 Safe Deposit Box 202 Safety Committee 205 Sexual Harassment 207 Smoking 207 Software Licenses (Anti-Piracy) 207 Staff Conduct 208 Staff Contact by Board Members 208 Staff Training 208 Statutory (Legally Mandated) Employee Benefits 209 Suggestions 209 Taking Work Home 211 Tellers’ Committee 213 Temporary Employment Agencies 213 Time Off to Vote 215 Time Sheets 215 Trademark 217 Unemployment Compensation 217 Uniformed Services Employment and Reemployment Rights Act (USERRA) 217 Use of Premises 218 Utilization of Office Equipment 221 Vacancies 223 Voice Mail 223 Worker’s Compensation Insurance 223 Weapons 224 Wrongful Dismissal (Avoidance) 224 Year-End Manual 224 Part 3 Internal Control and Risk Reduction Policies 227 Acronyms 227 Approved Vendor Listing 229 Automobile Insurance 231 Bank Account Reconciliations 231 Bank Statement Mailings 232 Bonding Eligibility 233 Business Interruption Insurance 233 Cash Register Issues 233 Cash Transactions 234 Certificate of Insurance 235 Changeover Audit 235 Check 21 Issues 235 Check Disbursements 236 Check and Wire Transfer Signatures 239 Check Signers 239 Check Stock 240 Check Supply 241 Control Over Checks and Cash 241 Convention Cancellation Insurance 242 Credit Cards 242 Credit Card Statements 246 Deposit Security and Restrictive Endorsements 246 Direct Deposit 247 Documenting a Fraud Action Plan 248 Employee Credit Cards (Elimination) 251 Errors and Omissions Insurance 251 Fidelity Bond (Employee Dishonesty Insurance) 252 General Liability Insurance 252 Ghost Employees 252 Ghost Vendors 254 Gifts 256 Insurance 259 Insurance Committees 259 Inventory Issues 260 Kiting 261 Lockbox 262 Malpractice Insurance 264 Manual Checks 264 Officers and Directors Liability Insurance 264 Payroll Processing 265 Payroll Tax Issues 265 Positive Pay 266 Professional Liability Insurance 266Property Insurance 267 Segregation of Duties 267 Statement of Auditing Standard No. 99 (SAS99) 267 Two Signature Checks 268 Umbrella Insurance 268 Unannounced Bank Statement Reconciliation 268 Window of Opportunity for Embezzlement 269 Wire Transfers 273 Part 4 Disclosure of Information Policies 275 Disclosure of Information 275 Disclosure of Records, General Public, Requests Made in Person 279 Disclosure of Records, General Public, Requests Made in Writing 279 Disclosure of Records, Members or Contributors, Requests Made in Writing 280 Disclosure of Records, Members or Contributors, Requests Made in Person 280 Board of Directors’ Examination of Records 280 Form 990-T 281 Part 5 The Sarbanes-Oxley Act of 2002 283 The Sarbanes-Oxley Act of 2002 283 Code of Ethics for Financial Management 284 Rotation of the Independent CPA Firm Partner 286 Whistle-Blower Protection 286 Internal Audit Committee 287 Certification of Financial Statements 288 Conflict of Interest Form 290 Summary 292 Part 6 State Issues 293 State Issues 293 Access to Accounting Records 293 Committee Meeting Attendance 293 Disclosure of Forms Filed with State 294 Executive Sessions 294 Loans 294 Minutes 294 Open Meetings 294 Posting Meetings 294 Registration as Fundraiser 295 Registered Agent 295 Personnel Files 295 Glossary of Accounting and Financial Terminology 297 Index 303

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Book SynopsisMajor league baseball, like professional football, basketball, and hockey, is now big business with the potential to bring millions of dollars in profits to owners. This title presents historical material including team ownership histories and data on attendance, TV revenue, stadium and arena contracts, and revenues and costs.Trade ReviewOne of Choice's Outstanding Academic Titles for 1993 "Call this volume The Wealth of Nations of professional sports. Unrivaled in scope, the [book] should stand for quite some time as the basic work from which all descendants will spring."--Steve Gietschier, The Sporting News "The book is written in a reader-friendly fashion, is chock-full of anecdotes, is conceptually sound, and is bulging with useful data. Pay Dirt is a solid scholarly contribution to the literature on the economics of sports."--Gerald Scully, Journal of Political EconomyTable of ContentsList of IllustrationsList of TablesPrefaceCh. 1Introduction1Ch. 2The Market for Sports Franchises23Ch. 3Taxes, Taxes, and More Taxes88Ch. 4Stadiums and Arenas125Ch. 5The Reserve Clause and Antitrust Laws179Ch. 6Why Do Pro Athletes Make So Much Money?209Ch. 7Competitive Balance in Sports Leagues240Ch. 8Rival Leagues and League Expansion: Baseball, Basketball, and Hockey294Ch. 9Rival Leagues: The Great Football Wars333Postscript363Appendix to Chapter 3366Appendix to Chapter 6369Appendix to Chapter 8374Data Supplement377Ownership Histories378Attendance Records479Radio and Television Income505Bibliography513Index of Names531Index of Court Cases538

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Book SynopsisAccording to the economic theory of the firm, businesses strive to determine the single price that maximizes profits. In fact, many firms can extract more revenue and increase profits with pricing strategies that are far more innovative than the single-price strategy. However, in the world of pricing, there is no âœone size fits allâ strategy. Some pricing strategies are better suited to some situations than others. Samâs Clubs, owned by Walmart Stores, Inc., for example, charge a membership fee for the right to purchase the storeâs inventory whereas Walmart Supercenters do not. If Suddenlink Communications bundles Internet, cable, and phone service to increase profits, why does it also sell the same items separately? Is it true that passengers seated next to each other on the same flight might pay dramatically different fares? Inside youâll learn how various pricing strategies, including price discrimination, two-part tariffs, bundling, peak-load pricing, and dynamic pricing need specific and necessary ingredients in order to succeed. The authors show you how to use microeconomic theory to determine which pricing strategies will succeed, and under what conditions.

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Book SynopsisMark Wickersham is a Chartered Accountant, speaker and sought-after profit improvement expert. Since selling his own accountancy practice in 2006 he has trained and mentored hundreds of accountants around the world on how to improve their value pricing techniques and strategies. He has built a large, international online community with The Value Pricing Academy, The Bookkeepers' Pricing Academy and the private Facebook group, Value Pricing with Mark Wickersham.Trade Review"There is great nobility in being paid a fair portion of the value your firm creates. In Value Pricing for Accounting Professionals, Mark provides the mindset change required, along with his proven strategies to help you price based upon customer value, not internal costs. Mark renders your journey painless and rewarding-for you and your customers." * Ronald J. Baker, Radio-Show Host, The Soul of Enterprise, Founder of VeraSage Institute and author of the bestselling book, Implementing Value Pricing: A Radical Business Model for Professional Firms *"Priceless. In these pages the world's best expert on pricing for accountants gives us the world's best advice." * Steve Pipe, accountant and author of ‘Our Time To RISE’ *"Pricing, and specifically Value Pricing, is a total game-changer for Accounting Professionals. Mark does an incredible job of breaking down what is a complex and critically important topic into a series of powerful actions - actions that quite simply result in a better firm for you, your team members AND your clients. This great book is a must-have and a must-do." * Paul Dunn, Co-Founder, B1G1: Business for Good. *"Mark is one of the top value pricing experts in the world. He's been on my podcast a few times and has always provided great value to my listeners. His book, Value Pricing for Accounting Professionals is yet another piece of terrific content which will positively impact the accounting industry for years to come." * Michael Palmer, Host, The Successful Bookkeeper Podcast *"Pricing is tough, with so much competition you worry a high price will scare off clients. Mark's approach is proven to help you price in a way that both reflects your true worth and that clients are happy to pay. A WIN WIN. I highly recommend this book, gain confidence from the case studies and act on the learning." * Shane Lukas, Accountancy Business Coach and Strategist, Author of Putting Excellence Into (your) Practice and Tedx speaker *"Pricing in general and value pricing in particular has been a problematic area in accounting for many years. Mark has led the charge in educating accountants and bookkeepers to price confidently and effectively. He is the one true voice and mentor of choice for professionals wanting to crack the value pricing mystery." * Rob Brown, Host of the Accounting Influencers Podcast & Co-Founder of the Accounting Influencers Roundtable *"246 pages packed with practical examples, case studies, insights and ideas that can be applied by real people in the real world. Mark has condensed a lifetime of wisdom, knowledge and practical experience into a book that has the power to transform. No accountant or bookkeeper who is serious about running their own business and serving their clients can be without this manual on their desk. The "Must Read" handbook of the profession." * Des O’Neill Founder of the OmniPro Group and Accounting Profession Progression Fanatic. *"If you want a business which allows you to achieve your goals, your pricing must be right. In his book, Mark Wickersham makes a compelling argument for all accounting professionals to price with confidence. Follow Mark's advice to tackle pricing head-on and you'll love your business." * Zoe Whitman, business coach, author, podcaster, award winning accountant. The 6 Figure Bookkeeper. *"Mark has perhaps done more to forward the cause of value pricing for accountants than just about anyone in the profession. In this book, he distils his very best content and dares you to run towards the thing that scares you." * Martin Bissett - Founder of The Bissett Group - The World's Most Published Author of Practice Growth Books for Accountants *"Mark is known as one of the leading experts globally in pricing for accountants, and in this book you'll see exactly why. With case studies, references to pricing psychology, and his own lived experience, Mark provides a comprehensive toolkit for any firm looking to maximise their revenue." * Carl Reader, Chair of the ACCA Practitioner Panel *"Increasing prices is the fastest way to higher profits. But it has to be done properly and carefully. It's both art and science. In Mark's latest book he has NAILED the art of Value Pricing. Not just the theory but the practical 'how to' implement it. It's an awesome read for every Accountant." * Rob Nixon - Helping Accountants earn more than $1M profit while they work less than 500 hours *"Price! Price! It's all about price! Or is it? Well, Mark Wickersham explains 'how' you price is far more important than the price itself. As you read through this 'how to guide' from world pricing expert Mark - don't be too surprised how many times you hear yourself saying, "Oh, that's how it's done!" Or how much extra profit you can make by applying his tried and tested ideas. By the way - these are not 'theories' from Lecture Land - just the real stuff. Enjoy!" * Peter Thomson - "The UK’s Most Prolific Information Product Creator" - Founder - The Achievers Club Limited *"Mark is an expert in value pricing and has a great way of teaching pricing concepts to accountants in an easy to understand and practical way. This new book is packed full of value on everything you need to know about pricing as an accountant and more importantly, how to implement it!" * Reza Hooda, Practice Owner, Mentor & Coach to accountants. Transform Your Profits Ltd *"I have followed and admired Mark for many years now and so pleased he has at last got around to writing this book to share his thought leadership on value pricing for the accounting profession. Full of great tips and tricks from many years of experience this book should be a must read for any accountant who not only genuinely cares about their customers, their team members, their profession but importantly their own self-worth and wellbeing." * John Chisholm B.Juris LLB. Recovering Lawyer, Pricing advocate to the legal profession. *"Mark Wickersham has written the ultimate step-by-step playbook to help finance professionals improve their pricing, so they achieve better business results and get life." * Bob Harper, cofounder of Agendali.com *Table of Contents Chapter - 01: The problem with the old-fashioned way of pricing accounting services; Chapter - 02: What the research tells us; Chapter - 03: Overcoming a lack of confidence when pricing; Chapter - 04: What makes a great pricing strategy?; Chapter - 05: How does pricing change in a post-COVID world?; Chapter - 06: The foundations of value pricing; Chapter - 07: The structure of the value conversation; Chapter - 08: How to price a new client; Chapter - 09: How to prequalify prospects so you avoid the time wasters; Chapter - 10: The questions to ask the client to determine value; Chapter - 11: Giving clients a choice – Your first step to value pricing; Chapter - 12: How to create effective packages; Chapter - 13: How to calculate a profitable price; Chapter - 14: How to properly build scope into the price so you never make a loss; Chapter - 15: How to set out your fixed price agreement; Chapter - 16: How to identify and tackle scope creep; Chapter - 17: How to re-price your existing clients without fear of losing them; Chapter - 18: How to get clients to value what you do for them; Chapter - 19: How to quantify the value to your client; Chapter - 20: The reason your clients are clueless about price and how that helps you

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Book SynopsisSince the financial crisis, one of the key priorities of the Financial Conduct Authority (FCA) and Prudential Regulation Authority (PRA) has been individual accountability. This book addresses the regulatory and employment law challenges that arise from the FCA's and PRA's requirements. The expert team of writers examine in depth the provisions of the Financial Services and Markets Act 2000 which relate to individuals, and the associated requirements of the PRA and FCA. The topics addressed include: The Senior Manager, Certification and Approved Person Regimes Regulatory references and whistleblowing Disciplinary investigations, enforcement and sanctions Notifications, Form C', and fitness & propriety Bonus disputes and the Remuneration Code Conduct and Pay in the Financial Services Industry considers the full extent of an individual's employmeTrade Review'...the authors provide valuable insights into issues that may need to be grappled with in due course... I anticipate that this will become the standard work for those of us who advise on questions of regulatory authorisation, conduct and pay in the financial services field. The authors have certainly achieved their objective of filling the gap that existed in our law libraries.'Richard Coleman Q.C. ARDL Quarterly Bulletin"A succinct, well-written book on the regulations governing conduct and pay in financial services…it is likely to be an essential read for any who have to advise clients in the financial services sector. Its greatest strength is that its contributors are practitioners with considerable collective experience of the sector who are also able to offer insight into the attitude and mindset of the regulators, coupled with an exceptionally high level of ability in and knowledge of employment law."Stephen Levinson, Employment Lawyers Association Table of Contents1. Introduction PART I: CONDUCT 2. The Conduct Regime 3. Fitness and Propriety 4. The Approved Persons Regime 5. The Certification Regime 6. The Senior Managers Regime 7. Notifications and the "Form C" Issue 8. Regulatory References and Whistleblowing 9. Misconduct 10. Sanctions 11. Enforcement Procedure PART II: PAY 12. Bonuses: the General Law 13. The Remuneration Codes 14. Malus and Clawback: Further Discussion

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Book SynopsisExpert guidance for CPAs who want to become marketing savvy, improve profits, and gain satisfaction This updated Second Edition demonstrates how combining the power of trust with the power of persuasion can help CPAs sell their services more effectively. Each chapter develops a key concept of marketing or selling that''s easy to follow and shows how to apply the concepts to any CPA practice. Through a step-by-step approach to developing and mastering a stronger marketing and sales presence, this book focuses on how to dramatically enhance the reader''s growth potential. It presents real-world examples from top CPA rainmakers and other marketing and management gurus, including Tom Peters. This updated second edition offers interviews covering Sarbanes-Oxley and the new accounting rules. Troy Waugh, CPA (Nashville, TN), is founder, President, and CEO of The Rainmaker Academy, a comprehensive three-year leadership, client service, and practice development training program for Table of ContentsPreface. Acknowledgments. Part One: Better Selling Starts with You. Day 1: A Nontraditional Attitude. Day 2: Selling Is a Learned Skill. Day 3: Start a Consistent Marketing Program. Day 4: Mind Share _ Market Share. Day 5: Selling Takes Time. Part Two: Target Better Clients. Day 6: Leads, Leads, Leads. Day 7: Focus on “10s”. Day 8: Marketing with Permission. Day 9: Referrals Are Nuclear Power. Day 10: Get Your Net Working. Day 11: Managing Your Network. Day 12: Co-opetition: Partnering for Better Business. Part Three: Better Selling Helps Your Clients. Day 13: Opportunity in the New Rules. Day 14: Marketing and Sales Work Together. Day 15: Selling Services Is Different. Day 16: It’s All About Communication. Day 17: Power Sellers in the Accounting Industry. Part Four: Power Tools for Better Selling. Day 18: Newsletters Communicate to Sell. Day 19: Speaking Attracts More Clients and Referrals. Day 20: Advertising, Publicity, and Brochures. Day 21: Online Marketing and Technology Consulting. Day 22: Working with the Professionals. Part Five: All Selling Is Personal Selling. Day 23: Listening for Dollars, Talking for Dimes. Day 24: Advancing Commitment. Day 25: Focus: Building a Power Niche. Day 26: Selling Value, Not Discounts. Day 27: Your Differences Will Handle Objections. Day 28: Pricing to Maximize Value. Part Six: Extend Your Profits. Day 29: Keeping Clients Sold: Service after the Sale. Day 30: Clients Come Second: Five-Star Service. Day 31: Invest First, Then Reap Powerful Profits. Notes. Bibliography. Index.

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Book SynopsisEdited by IP communications expert Bruce Berman, and with contributions from the top names in IP management, investment and consulting, From Assets to Profits: Competing for IP Value and Return provides a real-world look at patents, copyrights, and trademarks, how intellectual property assets work and the subtle and not-so-subtle ways in which they are used for competitive advantage. Authoritative and insightful, From Assets to Profits reveals the most relevant ways to generate return on innovation, with advice and essential guidance from battle tested IP pros.Trade Review"From Assets to Profits is the latest offering from the fertile and enthusiastic brain of Bruce Berman…Bruce--who has both edited and contributed to this volume--need little introduction or explanation in his field of expertise." (Ipfinance.blogspot, February 9th, 2009) "…the book provides a detailed look at how IP assets work and what professionals need to know about them to succeed in today's competitive business environment." (ipreview.com, 2008) "This book looks at how intellectual property assets work, what professionals need to know about them-and how recent developments are forcing businesses to re-examine their approach to innovation and performance." (Inventique, December 2008)Table of ContentsAbout the Editor xix Introduction xxi Part one IP Business Models 1 Chapter 1 Out of Alignment —Getting IP and Business Strategies Back in Sync 3 By Dan McCurdy Perspective 3 The CEO’s Dilema 4 The Emergence of Patent Trolls and Their Impact on IP Licensing 7 In A Changing IP and Business Environment, What is the Correct IP Strategy? 8 The Need to Tie Intellectual Property Strategy to Overall Business Strategy 10 Using the Company’s Intellectual Property to Improve Business Performance 13 Not Magic —Just Hard Work 16 Chapter 2 Evolution of the Technology Firm: IP Rights and the Business of Licensing 19 By Bryan P. Lord Perspective 19 Introduction 20 The Past: The Integrated Industrial Economy 21 The Present: The Disaggregated Modern Economy 24 The Future? The Interrelated “Open” Economy 36 Conclusion 41 Chapter 3 Reengineering the IP Ecosystem 45 By Kevin Rivette Perspective 45 Strategy Before Tactics 46 Ecosystem Reengineering—What Is It? 47 Profit Pool Positioning: “Show Me the Money” 47 Advantaged Networks: “Whom Do I Want to Play With?” 50 Collaborative Innovation: “How to Avoid Looking Over Your R&D Shoulder” 54 Chapter 4 IP Investing: Catalyst for Return or Recipe for Pain? 57 By Bruce Berman Perspective 57 Agreeing to Disagree 58 IP Comes in Many Shapes and Sizes, So Does IP Value 61 Fewer than 5% of Patents Are Assets 63 Diverse Patent Holder Motives and Expectations 68 IP in Context: Toward a Broader Interpretation of ROIP 72 The CEO Challenge: Recognizing and Maximizing IP Assets 75 Chapter 5 Making Sense of Recent Trends, Court Decisions, and Attempts at Patent Reform 81 By Irving Rappaport Perspective 81 Too Much Litigation, Too Many Big Awards 82 Patent Competition 82 Myths Fostered by Those Claiming the Patent System Must Change 85 Emerging New IP-Based Business Models 86 Recent Supreme Court Decisions’ Impact on Business 93 Patent Reform Legislation 93 Conclusions 98 Part two IP Performance 103 Chapter 6 Patent Valuation Contexts: Navigating Murky Waters 105 By James D. Woods Perspective 105 Sounding the Shoals, Plumbing the Depths 106 Valuation Techniques 108 Sources of Value 113 Practical Application 121 Chapter 7 Measuring and Conveying IP Value in the Global Enterprise 125 By Joe Beyers Perspective 125 Introduction 126 Strategic Intent of IP—A Changing Role 127 Structuring for Success—It Sounds Good but How Do You Get Everyone on Board? 129 Leveraging IP for Increased Value—but What Kind of Value? 130 IP Cash/Value—Who Gets the Benefit? 132 Revenue Recognition—So You Get the Cash, but Can You Count It? 132 Specific Business Models—What Are Reasonable Financial Goals? 135 Tradeoffs—Setting the Goals and Measures of Success 137 Summary 139 Chapter 8 Strategic Patents and Return On Investment 141 By Willy Shih Perspective 141 With Patents, Cash is Not Necessarily King 142 Valuing a Patent versus Valuing a Technology 142 Strategic Use of Patent Portfolios 149 Is R&D Solely for the Purpose of Generating Patents a Sustainable Business Model? 151 Thinking Strategically about Patents 152 How Does a Firm Know if Its Patent Strategy Is Successful? 157 Chapter 9 Patent Litigation: The Changing Economics of Risk & Return 161 By Ronald J. Schutz Perspective 161 The Only Constant is Change 162 The Rules of the Game Have Changed 163 The Rules May Change More 164 Risk/Reward Analysis 165 Patent Litigation Is More Expensive 165 Risk/Reward from The Patent Owner’s Perspective 166 Risk/Reward Analysis from The Alleged Infringer’s Perspective 169 Other Factors that All Parties Need to Consider 170 A Report from The Trenches 171 Conclusion 173 Chapter 10 Making Reputation Pay: Intellectual Assets’ Impact on Shareholder Value 175 By Jonathan Low Perspective 175 The Reemergence of Reputation 176 Intellectual Property as a Global Differentiator 179 Intangibly Denominated Objectives 180 Refining Techniques for Quantifying Reputation 181 Keeping Brand Promises 183 New Measurement Rigor 184 Making Informed Decisions 188 Part three IP Transactions 191 Chapter 11 IP Asset Sales, Still A Work in Progress 193 By James E. Malackowski Perspective 193 From Technology Transfer to Title Transfer 194 A Tradition of Patent Licensing 196 Emergence of New IP Marketplaces 197 IP Assets: Tomorrow’s Currency 203 Conclusion 211 Chapter 12 The Evolving Role of IP in M&A: From Deal-Breaker to Deal-Maker 215 By Ron Laurie Perspective 215 Not Just a Bundle of Rights 216 First Generation M&A Mindset: IP as a Deal-Breaker 217 Second Generation M&A Mindset—Seeing IP as a Deal Driver 221 Remaining Impediments to Fully integrating IP Value Analysis into M&A Transactions—And Possible Solutions 223 The Role of the CIPO in Early-Stage M&A Activity 226 The Role of the IP Investment Banker in Extracting Maximum Value from Transactions 227 Conclusion 231 Chapter 13 Patents-as-Hedge: Wall Street’s Emerging Monetization Model 233 By John A. Squires Perspective 233 Valuing Risk Management 234 Attributes of Patents Wall Street Seeks to Procure 238 Innovation for Consortia and Joint Ventures in Market Structures 244 Role of Patents in Market Structure Joint Ventures 249 Patent Valuation and Implications for Use of Patents Moving Forward 250 Chapter 14 Financing IP Assets—What Lenders and Investors are Missing 255 By Keith Bergelt Perspective 255 Financial Capital Available to IP Holders 256 Putting the Subprime Credit Crisis into an 257 IP Perspective IP Finance 261 IP Finance Landscape 266 Conclusion 271 Chapter 15 Assets, Property and Capital in a Globalized Intellectual Value Chain 275 By Ulf Petrusson and Bowman J. Heiden Perspective 275 (Re)defining Intellectual Assets, Property, and Capital 276 The Transformation of Industry to Knowledge- Based Business 280 Knowledge-Based Business Models 283 The Road Ahead 290 Index 293

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Book SynopsisAn analysis of the investment approach of the world''s top investors, showing how to achieve market-beating returnsIt is possible to beat the market. Taking this as a starting point, Excess Returns sets out to explore how exactly the most famous investors in the world have done it, year after year, sometimes by huge margins.Excess Returns is not a superficial survey of what investors have said about what they do. Rather, Frederik Vanhaverbeke applies a forensic analysis to hundreds of books, articles, letters and speeches made by dozens of top investors over the last century and synthesises his findings into a definitive blueprint of how exactly these investment legends have gone about their work.Among the legends whose work has been studied are Warren Buffett, Benjamin Graham, Anthony Bolton, Peter Lynch, Charles Munger, Joel Greenblatt, Seth Klarman, David Einhorn, Daniel Loeb, Lou Simpson, Prem Watsa and many more.Among the revealing insights, you will learn of the striking similarities in the craft of great investors, crucial subtleties in their methods that are ignored by many, and the unconscious errors investors commonly make and how these are counter to successful investing. Special attention is given to two often overlooked areas: effective investment philosophy and investment intelligence.The investing essentials covered include:- Finding bargain shares- Making a quantitative and qualitative business analysis- Valuation methods- Investing throughout the business cycle- Timing buy and sell decisions- And much, much more!Excess Returns is full of timeless and practical insights, presented in a unique style, to help investors focus on the most promising opportunities and lead the way to beating the market.

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Book SynopsisPeter Hill is a qualified accountant (both Chartered and Certified) with 30 years' experience. He is a partner at Mark Holt and Co Chartered Accountants and Healium LLP business growth specialists. He has worked as a business consultant for over 15 years, driving up the financial performance of businesses of all sizes. Peter is also a sought-after business speaker and runs business seminars on pricing and profit improvement across the UK and internationally, for most of the major banks (Lloyds, Barclays, HSBC), for the Ran One accountancy network, and for SWAT, the largest UK trainer of accountants.Trade Review"Like the best business books, Pricing for Profit is meant to be actionable. Chapters on creating packages, choices, and options offer new ways to think about what you're offering and how you're selling. And the entire book is filled with action steps to think through how to implement a smarter pricing strategy for your business. Unless you have the whole pricing equation nailed down, you're going to find something in this book that you can put to use in your business." * Daria Steigman, Solo PR Pro *"Hill discusses common pricing myths, explains how pricing works best and offers easy-to-implement pricing recommendations that could increase your profits. getAbstract recommends this smart, pragmatic manual to 'CEOs, finance directors, sales managers, marketing analysts, accountants and strategic planners,' and to anyone who sells a product or service." * getAbstract, Inc. *Table of Contents Chapter - 00: Introduction; Chapter - 01: Pricing in context; Chapter - 02: Why is pricing so difficult?; Chapter - 03: The remarkable benefits of getting pricing right; Chapter - 04: How most businesses price and why these methods are wrong; Chapter - 05: Understanding value versus cost; Chapter - 06: Packaging for higher prices; Chapter - 07: Customers don’t always want the cheapest; Chapter - 08: Exploding all of the myths about pricing; Chapter - 09: Using guarantees to get increased prices; Chapter - 10: Discounting; Chapter - 11: Presenting the price properly; Chapter - 12: Directional pricing; Chapter - 13: Dealing with the human factor; Chapter - 14: Getting financial clarity; Chapter - 15: Your action plan; Chapter - 16: The final word on pricing for profit

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Book SynopsisAn analysis of the investment approach of the world''s top investors, showing how to achieve market-beating returnsIt is possible to beat the market. Taking this as a starting point, Excess Returns sets out to explore how exactly the most famous investors in the world have done it, year after year, sometimes by huge margins.Excess Returns is not a superficial survey of what investors have said about what they do. Rather, Frederik Vanhaverbeke applies a forensic analysis to hundreds of books, articles, letters and speeches made by dozens of top investors over the last century and synthesises his findings into a definitive blueprint of how exactly these investment legends have gone about their work.Among the legends whose work has been studied are Warren Buffett, Benjamin Graham, Anthony Bolton, Peter Lynch, Charles Munger, Joel Greenblatt, Seth Klarman, David Einhorn, Daniel Loeb, Lou Simpson, Prem Watsa and many more.Among the revealing insights, you will learn of the striking similarities in the craft of great investors, crucial subtleties in their methods that are ignored by many, and the unconscious errors investors commonly make and how these are counter to successful investing. Special attention is given to two often overlooked areas: effective investment philosophy and investment intelligence.The investing essentials covered include:- Finding bargain shares- Making a quantitative and qualitative business analysis- Valuation methods- Investing throughout the business cycle- Timing buy and sell decisions- And much, much more!Excess Returns is full of timeless and practical insights, presented in a unique style, to help investors focus on the most promising opportunities and lead the way to beating the market.

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Book SynopsisCongress and the Obama Administration have expressed interest in addressing multinational corporations'' ability to shift profits into low- and no-tax countries with little corresponding change in business operations. Several factors appear to be driving this interest. Economists have estimated that profit shifting results in significant tax revenue losses annually, implying that reducing the practice could help address deficit and debt concerns. Profit shifting and base erosion are also believed to distort the allocation of capital as investment decisions are overly influenced by taxes. Fairness concerns have also been raised. If multinational corporations can avoid or reduce their taxes, other taxpayers (including domestically focused businesses and individuals) may perceive the tax system as unfair. At the same time, policymakers are also concerned that American corporations could be unintentionally harmed if careful consideration is not given to the proper way to reduce profit shifting. This book is intended to assist Congress as it considers what, if any, action to curb profit shifting. This book discusses the methods used for shifting profits only to the extent that it is necessary for interpreting the data or discussing policy options. In addition, this book addresses tax havens; basic concepts and policy issues of U.S. international corporate taxation; and reforms of U.S. international taxation.

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Book SynopsisTrade Review"Eeckhout documents an astonishing rise of market power across all sorts of industries since 1980. We're not just talking about the usual suspects here; Amazon, Google, Facebook, and so on. We're talking about everything from the makers of cat food to the sellers of caskets."---Greg Rosalsky, NPR Planet Money"A serious and significant effort to explain rising market power and its implications to decades of stagnant wages to a wider audience."---Simcha Barkai, ProMarket"A very good read. . . . Hooray for an economist who can write so engagingly."---Diane Coyle, Enlightened Economist"A sharply argued thesis that one effect of all-powerful corporations is the suppression of wages for working people across the board. . . . A provocative case, and one that those who feel undervalued in the present economy will surely appreciate." * Kirkus Reviews *"The book convincingly argues for some role of market power in workers’ woes. . . . At a time when antitrust frameworks are being reconsidered on both sides of the Atlantic, Eeckhout’s book is a powerful reminder that this rethink must go big."---Romain Duval, Finance and Development"The Profit Paradox is an easy read . . . and the tour d’horizon of issues is impressive."---Jane Fuller, Financial World"As economist Jan Eeckhout lays out in his new book The Profit Paradox, rapid technological change since the 1980s has improved business efficiency and dramatically increased corporate profitability. But it has also led to an increase in market power that is detrimental for people in work." * Financial Times *"The work combines an in-depth economic vision with examples from everyday life." * Eurakalert *"The book is important for several reasons. First. . . . this book takes a global view. Second, it pushes back against quite a widespread misconception that monopoly is largely an American problem and that Europeans in particular are protected by strong competition authorities. Third, it is one of those relatively rare books that combines an easy read with deep and rich scholarship from an expert in the field."---Nicholas Shaxson, The Counterbalance"[The Profit Paradox] successfully carries out the Herculean task of bridging the frontier of academic knowledge with the general public. . . .Not only does [Eeckhout] present novel results in economics in a friendly way without departing from academic rigour, but he also provides an agenda for policies to be implemented. Written in an engaging voice and full of concrete examples from everyday life, this book will certainly find a place in the bookshelves of economists, policymakers, and even the general public."---Joaquín Paseyro Mayol and Edoardo Peruzzi, Economics and Philosophy

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Book SynopsisMark Wickersham is a Chartered Accountant, speaker and sought-after profit improvement expert. Since selling his own accountancy practice in 2006 he has trained and mentored hundreds of accountants around the world on how to improve their value pricing techniques and strategies. He has built a large, international online community with The Value Pricing Academy, The Bookkeepers' Pricing Academy and the private Facebook group, Value Pricing with Mark Wickersham.Trade Review"There is great nobility in being paid a fair portion of the value your firm creates. In Value Pricing for Accounting Professionals, Mark provides the mindset change required, along with his proven strategies to help you price based upon customer value, not internal costs. Mark renders your journey painless and rewarding-for you and your customers." * Ronald J. Baker, Radio-Show Host, The Soul of Enterprise, Founder of VeraSage Institute and author of the bestselling book, Implementing Value Pricing: A Radical Business Model for Professional Firms *"Priceless. In these pages the world's best expert on pricing for accountants gives us the world's best advice." * Steve Pipe, accountant and author of ‘Our Time To RISE’ *"Pricing, and specifically Value Pricing, is a total game-changer for Accounting Professionals. Mark does an incredible job of breaking down what is a complex and critically important topic into a series of powerful actions - actions that quite simply result in a better firm for you, your team members AND your clients. This great book is a must-have and a must-do." * Paul Dunn, Co-Founder, B1G1: Business for Good. *"Mark is one of the top value pricing experts in the world. He's been on my podcast a few times and has always provided great value to my listeners. His book, Value Pricing for Accounting Professionals is yet another piece of terrific content which will positively impact the accounting industry for years to come." * Michael Palmer, Host, The Successful Bookkeeper Podcast *"Pricing is tough, with so much competition you worry a high price will scare off clients. Mark's approach is proven to help you price in a way that both reflects your true worth and that clients are happy to pay. A WIN WIN. I highly recommend this book, gain confidence from the case studies and act on the learning." * Shane Lukas, Accountancy Business Coach and Strategist, Author of Putting Excellence Into (your) Practice and Tedx speaker *"Pricing in general and value pricing in particular has been a problematic area in accounting for many years. Mark has led the charge in educating accountants and bookkeepers to price confidently and effectively. He is the one true voice and mentor of choice for professionals wanting to crack the value pricing mystery." * Rob Brown, Host of the Accounting Influencers Podcast & Co-Founder of the Accounting Influencers Roundtable *"246 pages packed with practical examples, case studies, insights and ideas that can be applied by real people in the real world. Mark has condensed a lifetime of wisdom, knowledge and practical experience into a book that has the power to transform. No accountant or bookkeeper who is serious about running their own business and serving their clients can be without this manual on their desk. The "Must Read" handbook of the profession." * Des O’Neill Founder of the OmniPro Group and Accounting Profession Progression Fanatic. *"If you want a business which allows you to achieve your goals, your pricing must be right. In his book, Mark Wickersham makes a compelling argument for all accounting professionals to price with confidence. Follow Mark's advice to tackle pricing head-on and you'll love your business." * Zoe Whitman, business coach, author, podcaster, award winning accountant. The 6 Figure Bookkeeper. *"Mark has perhaps done more to forward the cause of value pricing for accountants than just about anyone in the profession. In this book, he distils his very best content and dares you to run towards the thing that scares you." * Martin Bissett - Founder of The Bissett Group - The World's Most Published Author of Practice Growth Books for Accountants *"Mark is known as one of the leading experts globally in pricing for accountants, and in this book you'll see exactly why. With case studies, references to pricing psychology, and his own lived experience, Mark provides a comprehensive toolkit for any firm looking to maximise their revenue." * Carl Reader, Chair of the ACCA Practitioner Panel *"Increasing prices is the fastest way to higher profits. But it has to be done properly and carefully. It's both art and science. In Mark's latest book he has NAILED the art of Value Pricing. Not just the theory but the practical 'how to' implement it. It's an awesome read for every Accountant." * Rob Nixon - Helping Accountants earn more than $1M profit while they work less than 500 hours *"Price! Price! It's all about price! Or is it? Well, Mark Wickersham explains 'how' you price is far more important than the price itself. As you read through this 'how to guide' from world pricing expert Mark - don't be too surprised how many times you hear yourself saying, "Oh, that's how it's done!" Or how much extra profit you can make by applying his tried and tested ideas. By the way - these are not 'theories' from Lecture Land - just the real stuff. Enjoy!" * Peter Thomson - "The UK’s Most Prolific Information Product Creator" - Founder - The Achievers Club Limited *"Mark is an expert in value pricing and has a great way of teaching pricing concepts to accountants in an easy to understand and practical way. This new book is packed full of value on everything you need to know about pricing as an accountant and more importantly, how to implement it!" * Reza Hooda, Practice Owner, Mentor & Coach to accountants. Transform Your Profits Ltd *"I have followed and admired Mark for many years now and so pleased he has at last got around to writing this book to share his thought leadership on value pricing for the accounting profession. Full of great tips and tricks from many years of experience this book should be a must read for any accountant who not only genuinely cares about their customers, their team members, their profession but importantly their own self-worth and wellbeing." * John Chisholm B.Juris LLB. Recovering Lawyer, Pricing advocate to the legal profession. *"Mark Wickersham has written the ultimate step-by-step playbook to help finance professionals improve their pricing, so they achieve better business results and get life." * Bob Harper, cofounder of Agendali.com *Table of Contents Chapter - 01: The problem with the old-fashioned way of pricing accounting services; Chapter - 02: What the research tells us; Chapter - 03: Overcoming a lack of confidence when pricing; Chapter - 04: What makes a great pricing strategy?; Chapter - 05: How does pricing change in a post-COVID world?; Chapter - 06: The foundations of value pricing; Chapter - 07: The structure of the value conversation; Chapter - 08: How to price a new client; Chapter - 09: How to prequalify prospects so you avoid the time wasters; Chapter - 10: The questions to ask the client to determine value; Chapter - 11: Giving clients a choice – Your first step to value pricing; Chapter - 12: How to create effective packages; Chapter - 13: How to calculate a profitable price; Chapter - 14: How to properly build scope into the price so you never make a loss; Chapter - 15: How to set out your fixed price agreement; Chapter - 16: How to identify and tackle scope creep; Chapter - 17: How to re-price your existing clients without fear of losing them; Chapter - 18: How to get clients to value what you do for them; Chapter - 19: How to quantify the value to your client; Chapter - 20: The reason your clients are clueless about price and how that helps you

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Book SynopsisTrade ReviewThis fine book is no diatribe but a careful conceptual and moral analysis of the problem the civil-military divide and its moral cost. * Choice *Outsourcing Duty tackles the moral issues that arise in countries where it is possible for a large majority of citizens to avoid military service and to isolate themselves from the risks and the moral responsibilities that soldiers face. * Alexander Riley, Chronicles *In compelling detail, Outsourcing Duty describes the moral exploitation of American soldiers by citizens who profess to "support the troops" but are derelict in the performance of their own civic duties. It is a profound, persuasive, and deeply troubling book. * Andrew Bacevich, author of After the Apocalypse: America's Role in a World Transformed *Outsourcing Duty is the first serious and detailed analysis of the ways in which societies and governments expose their soldiers to moral as well as physical risks. The authors, both philosophers with backgrounds in the military, argue that when soldiers are compelled to fight in wars about which they are given little information, they must take responsibility for life and death decisions that involve a grave risk of wrongdoing. Because burdening them in this way is a form of exploitation in which the citizens in a democracy are implicated, this powerful book poses challenges to all of us that demand a response. * Jeff McMahan, White's Professor of Moral Philosophy, University of Oxford *This new volume takes up a critical issue in military ethics and national security: the nature of the moral sacrifices that we ask of our uniformed members and whether the burdens they willingly assume are reasonable. The authors address the nature of the problem and provide needed insights and solutions in an excellent, clearly argued, and accessible read. A must read for all those concerned with morality, justice, civilian/military relations and moral injury. * Pauline Shanks Kaurin, James B Stockdale Chair in Professional Military Ethics and Professor, US Naval War College *Table of ContentsForeword by Nancy Sherman Introduction Chapter 1: Exploitation vs. Moral Exploitation Chapter 2: The Moral Exploitation of Soldiers Chapter 3: Soldier, Citizen, and State Chapter 4: Connections Chapter 5: Prescriptions Conclusion Epilogue by Cheyney Ryan Appendix: Criticisms, Questions, & Responses Bibliography Index

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a huge range and FREE tracked UK delivery on ALL orders.

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a huge range and FREE tracked UK delivery on ALL orders.

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