{"id":8545,"date":"2010-09-13t17:21:33","date_gmt":"2010-09-13t21:21:33","guid":{"rendered":"https:\/\/48e130086c.nxcli.net\/?p=8545"},"modified":"2012-05-10t11:35:00","modified_gmt":"2012-05-10t15:35:00","slug":"how-cpa-firms-can-build-a-sales-pipeline","status":"publish","type":"post","link":"\/\/www.g005e.com\/2010\/09\/13\/how-cpa-firms-can-build-a-sales-pipeline\/","title":{"rendered":"how accounting firms are re-building their sales pipelines"},"content":{"rendered":"

it takes time, technique and training.<\/strong><\/p>\n

by rick telberg<\/em><\/p>\n

today, when business is tight and competitive, accounting firms are scrambling for new revenues. but they’re discovering it takes time and effort to fill a sales pipeline. it takes training, coordinating teams, coordinating market initiatives.<\/p>\n

and then you drill down further and you need to know what your markets are. and that opens a whole new panoply of questions for a firm, questions about understanding the client’s real needs, questions about how a prospect wants to be approached, questions about what kinds of clients you really want. at the same time, fees are under huge pressure.<\/p>\n

\"gale
gale crosley, cpa firm growth consultant<\/figcaption><\/figure>\n

what’s the answer? it starts, says cpa firm growth consultant gale crosley [click here to buy her book.<\/a>], with understanding that “the key competency to winning business is knowing how to discover and build value at the client level.”<\/p>\n

the greatest value is not in the technical. the value is in understanding and addressing “the situation around the offering.” the client doesn’t want to hear you boast about doing a better audit. to the client, an audit is an audit. with that approach, she says, you “never get to the deep, hidden and personal needs the client had.”<\/p>\n

read more →<\/a><\/p>\n