driving the client-driven practice. by bruce w. marcus professional services marketing 3.0 the conventional wisdom is that it costs more to get a new client than to keep an old one. and for once, the conventional wisdom is correct. yet, … continued
by bruce w. marcus professional services marketing 3.0 while some firms have explored the idea of client service groups, and leading thinkers like patrick mckenna have been training firms in the concept for several years, few firms have developed the … continued
by sandi smith, cpa
accountant’s accelerator
want to charge more for your services?
one way is to offer clients more value. your fees and your value to the client should go hand in hand.
more for soloists and small firms: accountants, do you know your opportunity number? • five ideas to reduce client price-sensitivity • rise to the top with a fresh elevator speech • four ways to practice entrepreneurial perseverance • 5 mistakes to avoid when seeking new clients • the top 12 business card blunders accountants make • seven tips to keep the clients you have • how to attract clients like a magnet • eleven easy ways to deliver more value to clients •
here are nine ideas to increase your value to your clients:
this time, i have a question for you. but i’ll start with a story.
last sunday evening my wife and i went into a reasonably upscale restaurant and we had terrible service from everyone we interacted with.
when we were seated, the table wobbled and we asked if they could do something or move us to another table. ten minutes later someone showed up with a wad of napkins that made it worse. five minutes later they asked if we were okay, and put us at another table. ten minutes after that they took our order, but we asked for some drinks right away, which we only got after we complained to the manager. read more →
once anathema, firms are increasingly forming tight-knit cadres to service clients better and more profitably, according to bruce w. marcus, author of professional services marketing 3.0
in this report: three short checklists to convert new prospects to new clients from sandi smith, cpa and creator of accountant’s accelerator. read more →
including six situations that demand you call the client immediately.
by ed mendlowitz
tax season opportunity guide
occasionally accountants lose touch with their clients, especially during tax season. part of this is because of the crush of work, which is compressed into a pretty short period.
we sometimes lose sight that we are working on something the clients consider one of the most important things in their lives at that moment. clients are not numbers on a list that needs to be reduced – they are all individuals and consider themselves very important people and want professionals that treat them accordingly.
it is attitudinal, and accountants must adopt that mindset and transmit that through to their culture.
following are a few things you can do, and should do. not only does doing these things communicate your culture, but they are all good business: read more →
what you need to know. how finance executives pick accounting firms: join the survey; get the answers. by rick telberg here’s some good news for accounting firms: most companies stick with their cpa firms for at least five to 10 … continued
are there no limits to availability? here at 卡塔尔世界杯常规比赛时间, ed mendlowitz answers some of the toughest questions practitioners can throw at him. he’s the right one to ask. after more than 40 years in the business – building his … continued
the four-step process to use when a client asks for an outside consultant…
accountants take note: clients may be the lifeblood of a business. but remember: managers manage, leaders lead. it’s your business. to make the point, here’s an email we received from one reader, name withheld for obvious reasons: rick, i was … continued
what we know that clients don’t even know they need.
by sandi leyva
i’m pretty sure that i am not the only accountant who has made the following mistakes with clients. here are a couple of ideas to help us remember what we know that the client doesn’t and why it costs us when we forget.
more sandi leyva: what’s in your new client funnel? | what’s in your welcome kit for new prospects? | five fun and easy ways to wow your clients | six ways to give yourself a raise | strategies to stop losing business to competitors | five tips to manage your ‘overwhelm’ level | easy ideas for a quick business boost | four new mega-trend marketing strategies | how to stop leaving money on the table
1. clients do not know how to evaluate our technical skills.
three simple questions to test your revenue forecast.
by sandi smith, cpa
accountant’s accelerator
you may have heard about the marketing funnel before. there are lots of variations, and i want to cover it in a way that helps us examine our mix of products, services, and prices.
the funnel can be pictured like a big “v.” at the top, wide-open part, there are a lot of prospects interested in your services and products. at the bottom, narrow part, there are a few select customers who buy the most from you.
see more from sandi smith at 卡塔尔世界杯常规比赛时间 (log in now or 2022世界杯足球排名 membership here):
what’s in your welcome kit for new prospects?
five fun and easy ways to wow your clients
six ways to give yourself a raise
strategies to stop losing business to competitors
five tips to manage your ‘overwhelm’ level
easy ideas for a quick business boost
four new mega-trend marketing strategies
how to stop leaving money on the table
near the top, you will have all of your lowest-cost offerings, perhaps those under $100. in the middle, your medium-priced products and services will be positioned, and at the narrow, bottom, you will have your most expensive offerings.
the funnel is a fairly simple concept; however, we can glean quite a bit if we ask ourselves these questions: read more →