多智会计师事务所之道DUOZHI accounting firm operating the Road我们的经营之道 The way we operate我们不求规模大化,只求专业、精细化。我们将目标客户确定为大中小型外资企业、管理规范的民营企业、审计和监管公开化的国有企业及政府机构。we do not seek to maximize the scale, just the most professional, most of the fine. We will target customers identified as small medium and large foreign-funded enterprises, standardize the management of private enterprises, public audit and supervision of state-owned enterprises and government agencies.我们在成立之初，将“成为流的咨询服务型会计师事务所”确定为发展方向。同时确定了事务所的“定位”和事务所服务的“目标客户”，即以具有专业特色的咨询顾问服务为主，将事务所“做精做专”。我们不求规模大化，只求专业化、精细化。我们将目标客户确定为中小型外资企业、管理规范的民营企业、监管和审计公开化的国有企业及政府机构。We in the early days, it will be "a first-class advisory services of accounting firms" as development direction. At the same time identify the firm's "targeted" and the firm "target", that is, the characteristics of a professional consultant service, the firm will "to do the fine." We do not seek to maximize the scale, just the most professional, most of the fine. We will target customers defined as small and medium-sized foreign-funded enterprises, standardize the management of private enterprises, public supervision and auditing of the state-owned enterprises and government agencies.我们不求“走出去”但求“引进来”，向准备来中国投资或已经在中国投资的外国企业提供专业的咨询、顾问、会计、务、审计等一系列服务。 We do not seek "going out" but to "bringing in" to prepare to invest in China or have already invested in China's foreign companies to provide the most professional advice, consulting, accounting, tax, audit and other services.在有了明确定位后，我们制定了一系列营销策略。首先与上海、深圳、香港、澳门、、韩国、日本、德国、美国、马来西亚等会计师、律师紧密联系，建立了行业网络，通过全球各个国家的会计师事务所、律师事务所之间的交流及业务转介，向来中国投资的中小型外国企业提供专业化的服务。同时，我们在各种产业交流会议、协会峰会、政府采购、政府招标中上宣传自己，争取优质、规范的民营企业，开展政国有企业及政府机构所规定的审计服务。其次，我们针对一些特殊的行业和一些特别的项目进行细致研究，开发出一些特别的服务项目，例如相关的咨询、顾问及特定审计项目，并有针对性地对目标企业进行业务推广。In a clear positioning, we formulated a series of marketing strategies. First and Shanghai, Shenzhen, Hong Kong, Macao, Taiwan, Korea, Japan, Germany, the United States, Malaysia, accountants, lawyers work closely with industry to establish a network in various countries through the global accounting firms, law firms and the exchanges between the Business referral, the Chinese investment has always been the small and medium-sized foreign enterprises to provide specialized services. At the same time, our industry exchanges in various meetings, the Association summit, government procurement, government tender in the publicity on themselves, strive for quality and standard of private enterprises, carry out political and state-owned enterprises and government institutions under the audit services. Secondly, we focused on some special industries and some special projects and meticulous research, develop some special services, such as related to the advisory, consultancy and audit specific projects, and in a targeted manner on the target enterprise business promotion.几年来，我们通过各种渠道，包括积极参加会计师行业的交流会、全球各个国家的专业发展研讨会等形式，主动与香港、、韩国、日本、德国、美国、马来西亚等各类专业团体，包括世界商务策划师联合会（ WBSA ）、英国财务会计师公会 （IFA ）、国际注册会计师公会 （AIA 会）、国际信息系统审计与控制协会（ ISACA ）、香港会计师公会（HKICPA）、香港华人会计师公会、等专业团体进行业务交流，我们先后与几十家会计师事务所及律师事务所建立了业务联系。通过这些事务所的业务转介，我们打破了地区性事务所的地域界限，拓宽了业务范畴，发展了新的业务类型。Over the past few years, we have through various channels, including the accounting industry to participate actively in the exchange, of all countries in the form of professional development seminars and take the initiative and Hong Kong, Taiwan, South Korea, Japan, Germany, the United States, Malaysia, and other professional bodies, Including the World Federation of Business Cehua Shi (WBSA), the British financial Society of Accountants (IFA), the International Society of Certified Public Accountants (AIA), the International Information Systems Audit and Control Association (ISACA), the Hong Kong Society of Accountants (HKICPA), Chinese Hong Kong Society of Accountants , And other professional groups to exchange business, we met with dozens of accounting firms and law firms to set up business contacts. Through these firms referred to the business, we broke the regional office of the geographical boundaries, and expand the business scope of the development of a new type of business.这些新的业务类型包括：按各个国家的会计制度代各个国家的会计师同行对其客户进行代理记账；海关管理及仓库管理风险评估；商业计划的咨询服务；“三来一补”企业转型为外商独资企业的方案设计及实施；企业务风险的评估及筹划；行政事业单位改制的股权方案设计；对客户的管理人员进行专业培训；ISO9000的咨询服务；对客户拟收购的企业进行尽职调查等。These new type of business: according to each country's national accounting system and its accountants to peer clients to book agent; customs management and storage management of risk assessment and business plan advisory services; "three to fill a" business transformation for the Wholly foreign-owned enterprises of the programme design and implementation of corporate tax planning and risk assessment; administrative institutions of the equity restructuring programme design, customer management staff in professional training; ISO9000 advisory services for clients to be acquired by enterprises, such as due diligence .我们的管理之道 Our management of the Road事务所在发展的每一个阶段需要的人才是不一样的，只有适合当前发展阶段的人才才是好的人才。Experience in two: the development of firms in every stage of the needs of people are not the same, and only suitable for the current development stage of the talent is the best talent.从事务所成立伊始，我们非常注重事务所的内部治理及企业文化的建设。我认为，事务所求生存靠的是业务量，事务所求发展、做强做大靠的是内部治理。据此我们从以下几个方面确定了本事务所的内部治理结构。From the beginning of the establishment of firm, we focus on very firm's internal governance and corporate culture building. I think that the firm is seeking to survive on the business, the firm and development, expand on the internal governance. Accordingly we have identified the following aspects of the firm's internal management structure.“好的人才留不住，留住的人员又未必好用”、“先储备人才再去发展业务，还是先发展业务再找人才？”对于这些经常面临的困惑，我的体会是：事务所在发展的每一个阶段需要的人才是不一样的，只有适合当前发展阶段的人才才是好的人才。对于人才储备，我们认为人才储备不能太超前也不能太滞后，应该在业务发展中取得平衡，使得人才储备与业务发展相适应。" Good talent may not stay, to retain the staff may not be useful", "people go to the reserves for business development, business development or to find talent? "For these often face confusion, my experience is: firm In every stage of the development needs of talent is not the same, and only suitable for the current development stage of the talent is the best talent. The reserve personnel, we believe that people should not be too ahead of the reserves can not lag too, should be in the business development in the balance, making talents reserves and the development of business suit.制定严格的内部管理制度。我们制定了一整套较完善的内部管理制度来规范日常的管理，这些制度包括：《行政管理制度》、《业务管理制度》、《人事管理制度》等。在制度的执行方面，我们强化细节管理，强化执行力，用流程来规范管理。对于事务所的内部管理，我们的体会是：在事务所规模很小的时候，管理可以只依靠与员工之间的感情，但随着事务所的成长壮大只能靠制度来进行管理了。strict internal management system. We have formulated a set of better internal management system to standardize the day-to-day management of these systems include: "administrative system", "business management system" and "personnel management system." In regard to the implementation of the system, we strengthen the details of management, strengthen the implementation of processes used to standardize management. The firm's internal management, our experience is: in the small firms, management and staff can only rely on the feelings, but grew stronger as the firm can only rely on a system to manage.我们的服务之道 Our services Road没有低端的业务，只有低端的服务。no low-end business, only low-end services.从建所今，我们一刻也不敢放松对事务所业务质量的控制， 对于客户服务，我们认为：事务所没有低端的业务，只有低端的服务。只要有良好的服务，包括良好的方案设计、良好的工作流程、良好的人员沟通，一定会有理想的业务收费，即使是对于验资、年度审计、代理记账、代理设立公司等传统的项目我们同样可以靠服务取胜，取得较高的服务费用。 From the building since the moment we dare not relax its control over the quality of business services, customer service, we believe: no low-end business firms, only low-end services. As long as there are good services, including good design, good work processes, good communication between staff, there will be an ideal business charges, even for capital verification, the annual audit, accounting agents, agents and other traditional companies We can rely on the same project services to win, achieved a higher service fees.