here’s what you’re looking for: rob nixon

your new org chart has 5 key areas.

by rob nixon

the new growth equation means you need different skill sets. you will need a different structure to create, market, sell and deliver the new services to new and existing services. and you will definitely need different people involved.

more on strategy: be a history maker | growth is all about the clients | change is on the horizon | order takers and history writers | why old pricing models are unethical | 8 ways to improve firm profits | 17 killer questions for prospects
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the traditional “partnership” model is one of a silo model. often it has been described as “accountants sharing rent.”
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the awesome 8 beyond compliance.

by rob nixon

the old model suggests that most of the work that accountants do is history writing.

more on strategy: growth is all about the clients | why average project value matters | do your clients want more? | the bizarre habits of accountants | 12 traits of a better you | 8 ways to become super-efficient | sales is like workflow management | how to dominate the internet | marketing objectives determine marketing amount
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writing up the past and presenting it is a timeframe that it is not relevant anymore. clients want additional help and if you take the view that by being proactive and really helping your clients, you can become a history maker.
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plus 11 ways to increase it.

by rob nixon

the average project value is not the average fee per client. the average project value is where you average all of your invoices over the year.

more on strategy: experience doesn’t mean what you think it does | change is on the horizon | order takers and history writers | 4 more critical traits: be your best you | why old pricing models are unethical | 8 ways to improve firm profits | 17 killer questions for prospects | growing your client database | niche markets are your best buyers | 8 questions for product creation
exclusively for pro members. log in here or 2022世界杯足球排名 today.

if you have three invoices for the one project then that is one invoice only. you might call a project a “job” or “task” for the client. for example, annual compliance is one project. a budget/cash flow forecast is a project. a restructure is a project. a company due diligence is a project.
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how to increase lead generation, conversion and retention.

by rob nixon

most accounting practices have a zero-based lead generation (or new inquiries) strategy, which means they do nothing. new clients just “appear,” typically via referral.

more on strategy: change is on the horizon | do your clients want more? | the bizarre habits of accountants | 12 traits of a better you | how to calculate a value price | boost efficiency and your bottom line | 4 sales systems and some secret sauce | marketing objectives determine marketing amount | rewards go far beyond money | what it means to be a real-time accountant
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nothing wrong with getting referrals from existing clients. in fact they are the best quality leads you can get – free and credible.
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bonus: an equation for reaching your desired profit level.

by rob nixon

if you are dissatisfied with the performance (personal satisfaction and/or monetary rewards) of your current firm then you will need to change what you are doing. not tweak it a few percentage points in productivity, average hourly rate, write-offs or lockup. no!

more on strategy: do your clients want more? | why ‘steady as she goes’ isn’t enough | the final critical traits: how do your tires look? | how to calculate a value price | boost efficiency and your bottom line | 4 sales systems and some secret sauce | marketing must generate leads | be an ‘object of interest’ | turn your knowledge into products | why clients really stay | don’t let technology make you dumber
exclusively for pro members. log in here or 2022世界杯足球排名 today.

you will need to change what you are doing dramatically if you want a different result. the good news is that the change needed is not that hard to do once you get your motivation and mindset right.

the new equation

if the old equation is internally focused then the new model is externally focused. it is based on marketing, sales, building relationships, value pricing and customer service. this equation below is a mathematical equation which, when you know and adjust the numbers, becomes a very powerful formula.
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it’s not just your firm that suffers – it’s you.

by rob nixon

the traditional growth model is a slow and steady path to moderate success.

more on growth strategy: order takers and history writers | the bizarre habits of accountants | 12 traits of a better you | 8 ways to become super-efficient | sales is like workflow management | how to dominate the internet | marketing objectives determine marketing amount | what products should you create? | keep a watchful eye on clients
exclusively for pro members. log in here or 2022世界杯足球排名 today.

most years an accounting firm grows by revenue. it’s a simple equation. put the charge rates up each year (unfortunately salaries go up as well), accept a few new clients by referral, retain the clients you already have and voila, the revenue increases.
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