here’s what you’re looking for: august j. aquila

how to become a solution magician.

by august j. aquila
price it right: how to value accounting services

closing a business opportunity refers to the process of finalizing and securing an agreement with a prospective client. it involves bringing the negotiation or sales process to a successful conclusion and solidifying the commitment from both parties involved. the closing stage is critical because it marks the point where the decision to move forward with the opportunity is made, and the terms and conditions are agreed upon.

more: market technology services through workshops and training | service quality: the key to client retention | how life cycle changes your marketing | clients buy solutions, not features | make sure you know what you will get from your marketing | three pillars support a successful accounting firm | clients have six reasons for needing you | six ways to market your technology consulting practice
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closing an engagement requires that you not only understand the selling cycle, but also the buying process that clients and prospects go through every time they are deciding to purchase something from you or from someone else. if you want to close more new engagements, it’s important for you to fully understand this.
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eleven questions to help clients explain what they need.

by august j. aquila
price it right: how to value accounting services

there are two keys to developing new business. first, find out what your clients and prospects want and need. second, be able to get in front of them.

more: service quality: the key to client retention | calculate the cost of losing clients | eleven possible pitfalls of mergers | six ways to expand your client services checklist | ten questions to refine your successful marketing plan | four questions for choosing your marketing audit strategies | four steps to a successful email marketing campaign | five reasons to implement change orders | make your practice better
exclusively for pro members. log in here or 2022世界杯足球排名 today.

 

most accountants and consultants are quite good when they can get in front of them. the problem is creating opportunities to get face to face with clients and prospects. let’s talk about two methods of solving that problem: training and workshops.
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bonus: a list of 10 best practices.

by august j. aquila
price it right: how to value accounting services

in an earlier post, i discussed the cost that firms incur because of poor service. you may recall that the firm in question (a $7 million firm) lost $435,000 because of its poor service quality. once it realized this, it took immediate steps to improve its service quality. here are four things that became more evident to the firm:

more: calculate the cost of losing clients | the secrets of great business developers | dodge the four curses of a production orientation | client acquisition never stops | ‘sales’ is not a four-letter word | maybe what you need is a marketing audit | three types of marketing message, and which is best | why you need progress billing | five tips for cross-selling and upselling | five keys to successful marketing
exclusively for pro members. log in here or 2022世界杯足球排名 today.

 

1. the firm realized that when it comes to service quality, there is always room for improvement. the more you give your clients, the more they will expect . don’t get me wrong, there is nothing wrong with this; it’s just a fact of life. the firm started to benchmark the best practices in service quality. a list of the best practices they identified is included at the end of this post.

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how to turn a goal into action.

by august j. aquila
price it right: how to value accounting services

i speak with a lot of accountants and consultants every week, and i look for those recurring characteristics that make some of them outstanding in various areas of building and managing a professional practice. those who are great at business development all seem to follow the same process, especially when the going gets tough.

more: how life cycle changes your marketing | eleven possible pitfalls of mergers | six ways to expand your client services checklist | ten questions to refine your successful marketing plan | four questions for choosing your marketing audit strategies | four steps to a successful email marketing campaign | five reasons to implement change orders | make your practice better | eleven marketing strategies for smaller firms | five questions for developing your marketing plan | you only have four strategies | the damage that traditional fee methods do
exclusively for pro members. log in here or 2022世界杯足球排名 today.

 

briefly stated, these professionals are successful because they have a clear vision of what they want to accomplish. they reinforce that vision with positive phrases and affirmations that reinforce their success. the following quiz will assess your business development acumen. give yourself one point for each correct true-or-false answer. (the correct answers are at the end of this post.)
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startups have different needs than mature businesses, so the messaging must be different.

by august j. aquila
price it right: how to value accounting services

the business life cycle refers to the stages that a business goes through from its inception to its eventual closure or exit. each stage presents unique challenges and opportunities, and it is essential for accounting firms to adapt their marketing strategies accordingly.

more: eleven possible pitfalls of mergers | dodge the four curses of a production orientation | client acquisition never stops | ‘sales’ is not a four-letter word | maybe what you need is a marketing audit | three types of marketing message, and which is best | why you need progress billing | five tips for cross-selling and upselling | five keys to successful marketing | twelve fundamentals of planning | one question to guide your growth plans | four ways to prepare for new business development
exclusively for pro members. log in here or 2022世界杯足球排名 today.

 

here are some marketing strategies that can be effective during different stages of the business life cycle. take a fresh look at your existing clients, and sort them according to their business life cycle: startup stage, growth stage, mature stage and transitional/decline. you want to make sure that as your clients go through these different cycles, your marketing messages and services change and address the right business concern.
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