checklist: the best ideas from the top rainmakers.
by rick telberg
卡塔尔世界杯常规比赛时间
while most accounting firms do a good job of sustaining revenues through a strong referral system, the best-performing practices put robust systems in place to attract new prospects, cultivate leads, and close new business.
more at 卡塔尔世界杯常规比赛时间 on: marketing, practice development, sales, and growth strategies
in a new survey of top accounting firm marketers and rainmakers, 卡塔尔世界杯常规比赛时间 finds at least 20 strategies worth sharing:
- roo, or return-on-objective, can be a critical milestone on the road to roi (return-on-investment), particularly for the hard to quantify marketing initiatives.
- small changes can make big impacts. what changes can you make that will propel and inspire your firm?
- use technology as a competitive advantage.
- competitive cpa firms are 15 times more likely to follow a written plan. it’s amazing how many firms don’t.
- don’t wait to have leadership bestowed upon you by someone else – it never comes that way. take initiative.
- what are your client-acceptance procedures and criteria? strong guidelines can increase your profitability dramatically.
- firms serious about adopting some simple best practices are 19 times more likely to report superior revenue growth.
- creating goals is the easy part. executing goals is the tough part. but it’s not rocket science: meet weekly and hold people accountable.
- only 28 percent of cpa firms meet regularly to check their progress against their strategic plan, and they’re 15 times more likely to be more successful.
- know what is relevant to your client right now and use that to create new opportunities.
- if partners won’t lead the drive for new opportunities, then the initiative must come from the marketing department.
- in this economy, there are great opportunities for government contractor practices. look for industry-specific opportunities in this environment.
- this is a time to be bold. winners and losers are created in times like these.
- facing a cut in the marketing budget? narrow your focus. be more targeted.
- social media is not free. time is money.
- competitive leaders are twice as likely as laggards to have clients that belong to the firm, not to an individual. it’s the “one-firm” concept and it works.
- take time for a personal career “retreat.” evaluate where you are going, and plan without daily job distractions.
- track what is being said about you and your firm using google alerts.
- bad first impression? it takes seven good experiences to change a negative client opinion to a positive one.
- but after a good first impression, it takes five subsequent bad experiences for a client to think “boy they’ve slipped.”
what would you add to the list?