How an MAS service pulls in referrals
Howard L. Stone, managing partner of Altschuler, Melvoin and Glasser (AM&G), has developed a management advisory service (MAS) for commercial lenders that provides field investigations of: 1. loans to emerging businesses, 2. loans secured by liens on assets that are not controlled on a day-to-da...
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| Veröffentlicht in: | Journal of accountancy 1989-12, Vol.168 (6), p.82 |
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| description | Howard L. Stone, managing partner of Altschuler, Melvoin and Glasser (AM&G), has developed a management advisory service (MAS) for commercial lenders that provides field investigations of: 1. loans to emerging businesses, 2. loans secured by liens on assets that are not controlled on a day-to-day basis, 3. loans to companies whose internal controls may be deficient, and 4. loans to companies with complex accounting systems. While this service is not a major part of AM&G's business, Stone sees it as an introduction to many bankers and their clients. Part of AM&G's strategy in initiating this service was the need to keep its audit staff busy all year. The program is marketed with direct mailings to bankers, a seminar, and a luncheon program. The firm's investment in the MAS was less than $25,000. In its first 3 months, 3 investigation engagements were undertaken, and 3 audit referrals were generated. Plans have been made to market the service nationally. |
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Stone, managing partner of Altschuler, Melvoin and Glasser (AM&G), has developed a management advisory service (MAS) for commercial lenders that provides field investigations of: 1. loans to emerging businesses, 2. loans secured by liens on assets that are not controlled on a day-to-day basis, 3. loans to companies whose internal controls may be deficient, and 4. loans to companies with complex accounting systems. While this service is not a major part of AM&G's business, Stone sees it as an introduction to many bankers and their clients. Part of AM&G's strategy in initiating this service was the need to keep its audit staff busy all year. The program is marketed with direct mailings to bankers, a seminar, and a luncheon program. The firm's investment in the MAS was less than $25,000. In its first 3 months, 3 investigation engagements were undertaken, and 3 audit referrals were generated. 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Stone, managing partner of Altschuler, Melvoin and Glasser (AM&G), has developed a management advisory service (MAS) for commercial lenders that provides field investigations of: 1. loans to emerging businesses, 2. loans secured by liens on assets that are not controlled on a day-to-day basis, 3. loans to companies whose internal controls may be deficient, and 4. loans to companies with complex accounting systems. While this service is not a major part of AM&G's business, Stone sees it as an introduction to many bankers and their clients. Part of AM&G's strategy in initiating this service was the need to keep its audit staff busy all year. The program is marketed with direct mailings to bankers, a seminar, and a luncheon program. The firm's investment in the MAS was less than $25,000. In its first 3 months, 3 investigation engagements were undertaken, and 3 audit referrals were generated. 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| fulltext | fulltext |
| identifier | ISSN: 0021-8448 |
| ispartof | Journal of accountancy, 1989-12, Vol.168 (6), p.82 |
| issn | 0021-8448 1945-0729 |
| language | eng |
| recordid | cdi_proquest_reports_206756844 |
| source | EBSCOhost Business Source Complete |
| subjects | Accounting Banking industry Case studies Commercial banks Commercial credit Consultants Corporate profiles Finance Loan approval procedures Referrals Strategic planning |
| title | How an MAS service pulls in referrals |
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