Three Ingredients to Survival
Phil’s mantra is rooted in keeping his clients on-track with where they want to go. He follows three rules to successfully operate a business: understand the market, remain customer-focused and stay cost-efficient.

"The public doesn’t know what to expect from their accountants, and there still is the image of bean counters and eye shades," he says. "I think that image is changing. We are now providing more than just traditional services. Owners and clients are getting more sophisticated and demanding."

On any given day, Phil is writing a business plan, developing a customer satisfaction survey or developing benchmarking models for cost containment. "I try to make sure my clients understand what market they are in and the need to remain customer-focused," he says. "I urge companies to get feedback from customers on services and products, as well as what customers would like to see in the future."

 Analyzing trends and meeting needs aren’t new objectives, but Phil believes these concepts are new to the small CPA practice and knows he must gain an edge over competition by constantly emphasizing the science of marketing. He has maintained his own practice for four years, and prior to that, spent 13 years in industry with a vehicle management and leasing company. That combined experience led him to realize that CPAs can do more than just partner with business to provide real-world, tangible advice.

"My clients expect me to challenge their business," says Phil. "I’m always asking them what services they need, and throw out ideas, suggestions and questions to consider for improvement, such as ‘do you really understand your customers ’needs?’"

 Medical Challenges
Phil has most recently applied his slant towards CPA services in the medical community. He now serves as a consultant and project manager in opening a new outpatient ambulatory center, and hopes to soon expand his practice even more into the medical industry. His visionary approach to meeting customer needs enables him to keep a watchful eye on operating as a business and market leader rather than simply remaining another service provider.

"The medical profession is being turned upside down trying to gain control of costs, and doctors are being hurt because their fees are questioned," says Phil. "Managed care has become a market player, and requires providers of medical services to be customer-focused and efficient. I see opportunities for CPAs in this industry and that’s why my focus is currently in medicine."