marc rosenberg, author at 卡塔尔世界杯常规比赛时间 - page 14 of 41

now is the time to activate your referral network

plus: 19 sources, how to stage a referral event, and what networking isn’t.

by marc rosenberg
the rosenberg practice management library

the biggest source of new business is a firm’s existing client base, both in the form of expanded services and referrals to others. it’s estimated that 60 percent of a firm’s revenue growth comes from this area.

more: does your firm recognize all its skills? | protect and grow existing clients | the 4 marketing disciplines | 15 powerful niche marketing practices | 19 takeaways from the history of cpa firm practice development | why you have to kill the old paradigms | are you ready for the great disruption?

卡塔尔世界杯常规比赛时间 is providing free access to our latest crisis updates. start here for a guide to all our coverage.

more for pro members: coronavirus resources for remote-working (#wfh).

this is no time to lose touch with your referral sources. and, even though in-person meetings may be difficult, everyone, it seems, is becoming more comfortable with online events like video conference calls and webinars.

featured

does your firm recognize all its skills?

maybe you have more to offer.

by marc rosenberg
the rosenberg practice management library

true story: i was leading a meeting of a seven-partner, third-generation cpa firm. their revenues were stagnant and their profits disappointing. one hundred percent of their revenues were audit, accounting and tax. thirty percent of their business clients were in oil and gas.

more: protect and grow existing clients | the 4 marketing disciplines | 15 powerful niche marketing practices | 19 takeaways from the history of cpa firm practice development | why you have to kill the old paradigms | are you ready for the great disruption?
exclusively for pro members. log in here or 2022世界杯足球排名 today.

we started discussing ways to increase revenue. the dialogue went something like this:

rosenberg: i notice that your firm is 100 percent compliance, no consulting. aren’t there some consulting opportunities there?
read more →

featured

2020 outlook: non-traditional hires might be the answer

also: for mergers, it’s a buyers’ market.

by marc rosenberg

there have been four babe ruthian story lines that have driven the cpa industry evolution for 10-20 years.

more: 2020 outlook: focus on business development | innovate and anticipate | balance advisory and compliance | talent shortage drags on | demand is high | business development goes borderless | data import on the rise | becoming the most valuable advisor | top three tips for 2020 success | where do you want to be? | dicey disruptions | upstream mergers | staffing gets creative
exclusively for pro members. log in here or 2022世界杯足球排名 today.

just because they don’t go away, that doesn’t mean that changes aren’t occurring.
read more →

featured

protect and grow existing clients

how your net promoter score can help you focus.

by marc rosenberg
the rosenberg practice management library

we’ve discussed how there are four disciplines of cpa firm practice development. here is how firms commonly spend their time on each discipline, or marketing activity:

discipline 1, grow and protect existing clients: 50%
discipline 2, develop and nurture referral sources: 30%
discipline 3, prospect to attract new clients: 15%
discipline 4, perform support activities: 5%

more: the 4 marketing disciplines | 15 powerful niche marketing practices | 19 takeaways from the history of cpa firm practice development | why you have to kill the old paradigms | are you ready for the great disruption?
exclusively for pro members. log in here or 2022世界杯足球排名 today.

let’s start by focusing on discipline 1, growing your existing clients.
read more →

featured

reward partners for performing like partners

partnership is no time to coast.

by marc rosenberg
the rosenberg practice management library

any of you who started out as sole practitioners surely remember that it was you – no one else – who made your firm successful. you brought in the business. you did top-notch work and delivered it on time. you nurtured and grew your client relationships so they came back asking for more. when you hired staff, you who were responsible for keeping them busy and training them how to do the work.

more: merging in sellers: what you need to know | 8 ways comp systems get partners to do what the firm needs | buyers name 20 big merger turnoffs | why governing by partner ownership is bound to fail
exclusively for pro members. log in here or 2022世界杯足球排名 today.

if you took days off from these activities, guess what? no one did it for you and your firm suffered as a result.
read more →

featured

the 4 marketing disciplines

how to deploy them as a framework for cpa firm practice development.

by marc rosenberg
the rosenberg practice management library

all marketing activities fall into one of four categories:

protect and grow revenue from existing clients.
identify and nurture referral sources.
focus on a well-defined group of prospects; get new clients.
support activities that complement those above.

we call these the four disciplines. auditors follow certain steps of a predetermined program to perform an audit. it takes discipline to stay the course and execute the audit process.

more: 15 powerful niche marketing practices | 19 takeaways from the history of cpa firm practice development | why you have to kill the old paradigms | are you ready for the great disruption?
exclusively for pro members. log in here or 2022世界杯足球排名 today.

marketing is no different. it requires discipline to engage in all four categories, execute the action steps continuously and avoid taking shortcuts or skipping steps altogether.
read more →

featured

merging in sellers: what you need to know

buyer beware. seriously.

by marc rosenberg
the rosenberg practice management library

dramatic changes have swept the cpa firm merger market in the past few years. because of the avalanche of sellers in the market, as well as the changes in strategic direction many buyers are taking, buyers are being much more selective than in the past.

more: 8 ways comp systems get partners to do what the firm needs | 7 points of a well-crafted partner buyout agreement | take yoda’s advice on strategic planning | buyers name 20 big merger turnoffs | smart tech tips from top cpa firms | 15 amazing organizational tactics to manage a cpa firm | why governing by partner ownership is bound to fail
exclusively for pro members. log in here or 2022世界杯足球排名 today.

this means that sellers who always thought that their fallback exit strategy was to sell to a larger firm may be in for a rude awakening.
read more →

featured

15 powerful niche marketing practices

how specializing makes marketing easier.

by marc rosenberg
the rosenberg practice management library

our profession loves to use certain terms interchangeably without fully realizing the important distinctions among them.

more: 19 takeaways from the history of cpa firm practice development | why you have to kill the old paradigms | are you ready for the great disruption?
exclusively for pro members. log in here or 2022世界杯足球排名 today.

let’s clarify the terms specialization, niche, and niche marketing.

featured

19 takeaways from the history of cpa firm practice development

plus a brief stroll through the world since bates.

by marc rosenberg
the rosenberg practice management library

sir winston churchill (and others) said: “those who fail to learn from history are doomed to repeat it.” that’s why we discuss the history of practice development at cpa firms.

more: why you have to kill the old paradigms | are you ready for the great disruption?
exclusively for pro members. log in here or 2022世界杯足球排名 today.

read this history and see if your firm has learned from the many milestones in the evolution of accounting firm practice development.

featured

the seven new realities accountants can’t ignore

why you must kill the old paradigms.

by marc rosenberg
the rosenberg practice management library

“as long as the roots are not severed, all is well. and all will be well in the garden.”

more: are you ready for the great disruption?
exclusively for pro members. log in here or 2022世界杯足球排名 today.

that great line is from the 1979 movie “being there,” starring peter sellers as the simple-minded chance the gardener, whose unpretentious dialog is misinterpreted by titans of government and industry as being extraordinarily prescient.

but this line is a perfect way to begin talking about cpa firm marketing and growth. the “roots” of revenue growth are these:
read more →

featured

are you ready for the great disruption?

welcome to profession 3.0.

by marc rosenberg
the rosenberg practice management library

many firms today seem to believe they can simply buy their way to growth. in other words, if they just figure out what the “right” marketing strategy or the “right” business development initiative is, they can simply write a check to fund those programs and growth will happen in and of itself.

exclusively for pro members. log in here or 2022世界杯足球排名 today.

unfortunately, this does not work in the real world, including cpa firms.

featured

8 ways comp systems get partners to do what the firm needs

is your firm’s message clear or cloaked?

by marc rosenberg
the rosenberg practice management library

years ago, a senior partner at a 12-partner firm retreat i was facilitating gave us all an “aha” moment: “a partner compensation system is just a way of allocating income among the partners. it’s not meant to be the primary way to manage a firm.”

more: 7 points of a well-crafted partner buyout agreement | take yoda’s advice on strategic planning | buyers name 20 big merger turnoffs | smart tech tips from top cpa firms | 15 amazing organizational tactics to manage a cpa firm | why governing by partner ownership is bound to fail | 6 ways to retain nextgen staff | how to develop a truly progressive nextgen culture | the top 5 concerns of great managing partners | partners: when to speak up and when to shut up
exclusively for pro members. log in here or 2022世界杯足球排名 today.

there are two messages here, one obvious and one that is deeper.
read more →

featured

7 points of a well-crafted partner buyout agreement

succession planning is a daily partner duty.

by marc rosenberg
the rosenberg practice management library

cpa firm partner retirement/buyout plans have always created angst among partners.

more: take yoda’s advice on strategic planning | buyers name 20 big merger turnoffs | why governing by partner ownership is bound to fail | the top 5 concerns of great managing partners
exclusively for pro members. log in here or 2022世界杯足球排名 today.

prospective and young partners often question the plans because they see themselves paying into some sort of ponzi scheme, wondering if their payday will ever come. the departure of impactful retiring partners seems to jeopardize the future viability and hence, value of the firm.
read more →

here’s what you’re looking for: marc rosenberg