The document discusses using a 360-degree assessment to identify the skills and talents of high-performing CPAs. It analyzes data from 504 CPA assessments to identify strengths in areas like client relationships, integrity, and competence. The assessment also identifies opportunities to develop skills like practice development, planning, creativity, and initiative. The goal is to use feedback to help partners and staff continuously improve and strengthen the skills needed to succeed in an accounting firm.

1. IDENTIFYING HIGH
PERFORMING CPA’S
ANATOMY OF A CPA
360˚ DEGREE ASSESSMENT
Gatto Associates, LLC
750 Washington Road
Pittsburgh PA 15228
412-344-2277
Rex Gatto, Ph.D., BCC
www.rexgatto.com

2. Overview
Defining Talent via
Feedback and Development 360˚ Assessment
 Anatomy of an Accountant

3. Develop Talent
• to firm success is to ensure
partners to staff are in a growth
and developmental process
Key
• on skills, behaviors, and needed
technical knowledgeFocus
• measureable growth each yearDemonstrated

4. Strengths and Talents
This process outlines strengths and
talents through self-assessment, upward
feedback from staff, managers, and
partners
Partners and managers through this
process become role models for
appropriately receiving feedback and
demonstrating how to effectively utilize it

5. Partner, managers, and staff, through an
assessment process:
Complete the assessment on line
Receive Feedback
Develop an Action Plan
Demonstrate how to effectively utilize
feedback

6. With The Anatomy of an CPA Inventory, you
can compare the characteristics of your firm’s
accountants with those of participants high
and low performing accountants.
TOOLS
Anatomy of a CPA

7. Feedback

8. CPA Skills
Research indicates that every job
function can be broken into a series of
skills (dimensions) set to fulfill
responsibilities
Job analysis: identifies tasks,
processes, functions that
makeup the job responsibilities
Job competency factors needed
to be successful in a firm

9. Skills Factors
Client Relationship
Communication
Business knowledge
Problem solving
Computer knowledge
Practice development
Interpersonal
Leadership
Professional presence
Planning
Creativity
Accountability
Initiative
Teamwork
Adaptability
Integrity
Competence
The combination of the above skills/competencies can highlight ability.

10. Anatomy of a CPA Example

11. Anatomy of a CPA Example

12. 17 Ways to measure a CPA

13. 17 Ways to measure a CPA Example

14. Narrative Example

15. CPAs Do the following
 Provide the advice and information to people that
is needed to make important financial decisions
 Help their clients make sound financial judgments
by analyzing and interpreting data
 Examine “what if” possibilities
 Explain complex laws (local, state, and federal),
rules, and regulations
 Help clients plan, save, and invest money

16. Picture of a Successful CPA
 Academic, business and practical knowledge
 Ability to communicate and connect with (people)
clients, partners and staff
 Organize, write, analyze, compare, and interpret
facts and figures
 Understand computers and accounting software
 People skills, ability to build relationships
 Integrity, trusted advisor

17. Questions
What are your top three skills?
In general what are the top three skills
of your partners?
In general what do your clients want
from you?

18. Anatomy of a CPA Study 2012-13
CPA Feedback: 504

19. Anatomy of a CPA Highs 2012-
13
Highs
CPA Feedback: 504
Strongest score
indicates the right areas
for CPA skill set. The
score focuses on two
key areas, the ability to
perform accounting skills
at a high level, and the
ability to build client
relationships.

20. Client Relationships
Client Relationships: Score = 88%
Demonstration of good
organizational skills?
Maintain clear and organized work papers?
Meet client expectations?
Follow through with client needs?
Maintain good client working relationships?
Complete client engagements in a timely fashion?

21. Computer Knowledge
Computer Knowledge: Score = 88%
You have the required proficiency to effectively use computer
hardware and software?
You maintain proficiency with updated software?

22. Integrity
Integrity: Score = 89%
Demonstrate honesty and independence?
Fulfill all work-related responsibilities fully and completely?
Demonstrate trustworthiness?
Demonstrate the principles and values of the firm?

23. Competence
Competence: Score = 88%
Demonstrate business acumen?
Have the ability to perform work-related
responsibilities ?
Produce a quality work product?
Demonstrate the ability to get the work done?
Demonstrate the ability to appropriately and
professionally relate to coworkers?
Have the ability to work as an effective team
member (or in a niche)?
Have the ability to professionally work with others?

24. Anatomy of a CPA Lows
Lows
Participants: 90 CPA
Feedback: 504
Lower scores need to be
enhanced even though
they are moderately
strong ratings. The two
key areas that could be
enhanced indicate the
ability to build the
practice creatively and to
plan and take the
initiative to before
performing the work.

25. Practice Development
Practice Development: Score = 76%
Discuss with clients other services the firm can provide?
Work with others in the firm to provide or develop new services?
Get involved in professional or community organizations?
Effectively and clearly present your ideas?
Give effective presentations to clients?
Participate as a board member in community organizations
(example: non-profits)?
Appropriately represent the firm?

26. Planning
Planning: Score = 81%
Appropriately lead engagements?
Set realistic and challenging goals and objectives?
Clearly state expectations of an engagement?
Appropriately organize client work?
Check progress and adjust goals periodically?
Make effective use of billable time?

27. Creativity
Creativity: Score = 80%
Creatively work with clients?
Encourage and support new ideas?
Demonstrate creativity?
Encourage creative actions by others?
Present ideas in meetings to generate business opportunities?

28. Initiative
Initiative: Score = 81%
Maintain an appropriate book of business or client base?
Continually reevaluate plans to update and improve them?
Routinely assess competitive strategies, looking for new business
opportunities?
Make follow-up calls and visits designed to exceed clients’
expectations??
Display a strong personal commitment to the firm?
Effectively work independently on assignments when required?
Display common sense and practical application of accounting
knowledge and skills?

29. Summary
Challenge your people to become
the Best they can.

30. ANATOMY OF A CPA
360˚ DEGREE ASSESSMENT
Gatto Associates, LLC
750 Washington Road
Pittsburgh PA 15228
412-344-2277
Rex Gatto, Ph.D., BCC
www.rexgatto.com