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Renegotiate Everything NOW

Thumbnail image for negotiation.jpgEditor’s Note: Chad Cohen is a licensed CPA in California and currently serves as a Senior Director of Finance and Corporate Controller for Zillow.com in Seattle, WA. He has over 13 years of experience in corporate finance, audit and accounting; primarily in the technology and entertainment sectors. He has also functioned in financial planning and Sarbanes Oxley compliance efforts. Previously he also worked as a Big 4 auditor of high technology clients both domestically and abroad. Chad spent the first 12 years of his life in Hong Kong and as such enjoys eating dimsum in Chinatown and practicing Kung Fu in his free time. You can follow him on Twitter @cfolounge.
Unemployment is over 10%, the US dollar is going through the floor as interest rates continue to tank and Congress wants to push through a 2,000 page, $1 trillion health care bill. It might appear that our country is coming apart at the seams but if you are riding out this tidal wave, now is the perfect time to take advantage of the crappy macro conditions and start turning the screws to your vendors.
I don’t care if you’re an accounting manager, a senior buyer, AP clerk or CFO; everyone in the finance department should have a part in looking for ways to save the company some coin and NOW is the perfect time.
Here are a few ideas off the top of my head:


Commercial real estate is in the crapper &mdash Talk to your landlord about extending your lease and locking in or lowering your rents for the next 3 to 5 years. Get concessions, push for free TIs, get a couple more parking spaces, etc.
Strong Arm Your Outside Accountants &mdash Accounting firms have been laying off employees left, right, and center so lock in a long term contract and negotiate a steep discount on standard audit rates and other services like taxes. OR have a bake off with other accounting firms. This will get your auditors attention and encourage them to drop their rates to be competitive with these other firms. BDO, Moss Adams, RSM, etc. also audit public clients (it’s not just the Big 4 firms, folks) and their fee structure is 20 – 30% less than the Big 4. Don’t be afraid to switch firms or give parts of your accounting business (tax compliance, SALT, audit, etc.) to other firms.
Contracts &mdash If you find yourself in the middle to end of a contract term, try to extend your subscription, maintenance or service contract for multiple years in exchange for steeply dropping prices. Mandate that your IT, sales or marketing departments bid out services to multiple businesses when deciding who to give your precious business to. Find a free service that can do what your paid service does &mdash these do exist (they’re usually crappier but you may not need the “Cadillac”).
Price out hardware purchase orders with new vendors &mdash You’ll be surprised what others are willing to do now to get your business. You can usually negotiate better at quarter-ends as sales departments have quotas and targets to meet.
I could go on and on but I think you catch the drift.
I read a book on negotiations a couple years ago that encouraged its readers to negotiate “fearlessly”. I couldn’t agree more.
Thoughts?

With IFRS Waiting in the Wings, Will Private Companies Get GAAP of Their Own?

This story is republished from CFOZone, where you’ll find news, analysis and professional networking tools for finance executives.

A blue ribbon panel on private company accounting is holding its inaugural meeting Monday, to assess how financial reporting standards can best meet the needs of users of US private company financial statements, which are mostly for bankers and other types of lenders.

The panel, formed by the Financial Accounting Foundation, the American Institute of Certified Public Accountants and the National Association of State Boards of Accountancy, will meet five times throughout the year and will issue a report with recommendations on the future of standard setting for private companies by the end of the year.


The debate has resurfaced after the International Accounting Standard Board issued international standards for private companies last July (called IFRS for SMEs). Financial experts have been discussing this topic for decades. For instance, in 1996, the Financial Executive Research Foundation issued a paper titled “What do users of private company financial statements want?”

Some of the old and new questions the panel will address:

• What is the key, decision-useful information that the various users need from GAAP financial statements?

• Are current GAAP financial statements meeting those needs?

• How does standard setting for private companies in the US compare to standard setting in other countries, both those that have adopted IFRS for small and medium-size entities and those that have not?

To the extent that current GAAP is not meeting user needs in a cost-beneficial manner, what are some possible alternatives or private company standards?

Even if GAAP is found wanting, however, the panel might not be all that keen on IFRS as an alternative, given the limited experience of US companies with the international regime and rising skepticism on the part of the Securities and Exchange Commission about the independence of the body setting international standards.

Not that public or private US companies are eager to switch to IFRS, which will be costly and cumbersome. At this point, it seems as if private ones would rather have the accounting devil they know, except they no doubt wish it were a bit less hellacious on their results. And that’s been pretty much a forlorn hope for years.

Time Warner CFO Gives Shocking Assessment of the Print Ad Market

In case you haven’t been paying attention for the past, say, 5-10 years:

Time Warner Inc. (TWX) Chief Financial Officer John Martin said Thursday that the television advertising market is “really strong,” while the print advertising market is “okay–but not really robust.”


Not to worry though, there are no signs that things are getting worse.

Meanwhile, he said the company’s publishing arm, Time Inc.–which he called “the most secularly challenged part of our company”–faces difficult comparisons in the second half of this year, though he added that he didn’t see any slowdown ahead.

The magazine business was pummeled by the recent economic downturn at a time when it was already declining due to the rise of digital media.

Time Warner CFO: TV Ad Market `Really Strong,’ Print Less So [Dow Jones]