new trends emerge in net profit margins and accounts receivable.
after years of intensifying and debilitating pressure on bottom lines, profits at tax, accounting and bookkeeping firms appear to be hitting 10-year highs, according to information obtained by 卡塔尔世界杯常规比赛时间 from sageworks, the specialist in tracking private-company financials. read more →
how to learn from clients’ spoken and unspoken needs and desires.
by sandi smith leyva, cpa
accountant’s accelerator
i feel extremely fortunate to have such a wonderful set of clients that i have learned much from the last few years. here is a list of lessons learned that i hope will inspire you to work with your clients in new ways. read more →
…and spell success. by bruce w. marcus professional services marketing 3.0 typical proponents of professional services marketing 3.0 are accountants who have learned to think and act like marketers, accountants who have developed new kinds of accounting firms, and new … continued
by marc rosenberg
how cpa firms work
the cpa’s training is geared to identifying problems that clients are experiencing and giving recommendations for improving the company. this leads to producing what is known as the “oh wow” feeling from a client. efforts to super-please clients are what it takes to satisfy clients’ needs, retain them year after year and get them to make unsolicited referrals of other companies.
here are 20 things that cpas do that their clients rave about: read more →
by sandi smith leyva
accountant’s accelerator
i feel extremely fortunate to have such a wonderful set of clients that i have learned much from the last few years.
more for soloists and small firms: take six big steps to go beyond compliance services | when your business needs to be rebooted | two steps to easy cross-sells | the hot new tech product for automated data entry | five value-add service areas to take you beyond bookkeeping | six money-making strategies to take you beyond quickbooks | proactive ways to get more referrals | the three biggest money leaks in your practice | new client opportunities with mobile apps | six questions to launch your summer strategy sessions | what most accountants miss in the five simple steps to get more clients | 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 is a list of lessons learned that i hope will inspire you to work with your clients in new ways.
start with a spreadsheet.
by sandi smith, cpa
accountant’s accelerator
here’s a great spreadsheet exercise you can do to identify what i call “low-hanging fruit,” which means added revenue that will not take too much time or money to go after.
open excel, and start a worksheet from the sales numbers in your accounting system.
more at 卡塔尔世界杯常规比赛时间 for soloists and small firms: the hot new tech product for automated data entry | five value-add service areas to take you beyond bookkeeping | six money-making strategies to take you beyond quickbooks | 10 ways to add a “money maker” hour to your day | 11 sources of wealth we can celebrate | nine value-adds to command a higher fee | how to design your business around your strengths
by sandi smith leyva, cpa
accountant’s accelerator
there are many great things about getting referrals. first, referrals have a built-in trust that helps you move through the sales process faster. second, there’s almost no marketing cost involved. third, they tend to make a better long-term client.
unfortunately, many business owners take a reactive approach to referrals, waiting until they come to them, rather than a more profitable approach, which is to proactively maximize referrals. here are five proactive ways to boost referrals: read more →
by jean caragher
since strong client relationships contribute to client satisfaction, longevity and lead generation, partners often encourage their managers and staff to build relationships with their clients. but these managers and staff look at the relationships their firm’s partners have built over time and think it’s impossible to replicate their results.
however, building relationships with clients can be done using the same behaviors that we use when building friendships and courting our spouse or significant other.
consider these 12 tips to build client relationships: read more →
and stand apart from the competition.
by sandi smith, cpa
accountant’s accelerator
as the competition for clients heats up, it’s time to pull out all the stops and make your prospect feel like you’ve rolled out the red carpet.
more for soloists and small firms: • rev up your revenue with these two daily rituals • 10 tips for creating more energy this tax season • take a cue from venture capitalists: your firm needs a brain trust trinity • accountants, do you know your opportunity number? • five ideas to overcome client price-sensitivity • 5 mistakes to avoid when seeking new clients • 3 steps to start running on millionaire time • the missing ingredient in your marketing that will make all the difference • on the road to a stress-free life: identify your character strengths •
how can you do that? here are seven ways to wow your prospect and help them decide you’re the perfect vendor for them. 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 →
including a sample engagement letter.
question: some of my clients are getting older and are becoming unable to handle their own financial affairs and i have been asked if i could assist them. what is involved and how do i charge for it?
ed mendlowitz, vpa, pfs, abv, responds: many large firms provide “family office” services. this is a complete one stop financial service that helps clients manage their money, pay their bills, collect their dividends and interest, and make sure insurance isn’t cancelled, mortgage, car lease or condo fee payments aren’t skipped, and tax payments paid on time.
more from ed: seven ways to increase fees in 2013 | 10 best practices for tax season | nine healthy things to do during tax season | 12 reasons to love tax season | free instant download: sample fee schedule for 1040s | ask the geek: a couple great gadgets for saving money on all your other gadgets | three and a half ways to get your own cpa practice | also: “implementing fee increases” and “the tax season opportunity guide.”
following is a sample engagement letter that i use with clients needing such services. also, this letter provides a detailed description of what the service involves. read more →
the pragmatic six-step way to evaluate potential new clients.
by sandi smith, cpa
accountant’s accelerator
every week, do you get wonderful, exciting calls from new clients who want to use your services? you might want to talk with every one of them to get the sale. the problem is, if you do, you’re likely to go bankrupt. let me explain.
more for soloists and small firms from at 卡塔尔世界杯常规比赛时间: 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 success secrets women already know • his and her brains at work in tax and accounting • the power of deadlines in closing a deal • on the road to a stress-free life: identify your character strengths • the missing ingredient in your marketing that will make all the difference •
each of us has 24 hours in one day. most of us have annual revenue goals. a few of us have monthly, weekly, daily, or even hourly revenue goals. hopefully you know what your revenue goal is. (if not, you should!) if you don’t pull in that level of revenue for the week or month, then you’ve missed your plan.
let’s say you want to generate $1 million in sales for the year. on average, you need to pull in $20,000a week. that’s $4,000 a day. read more →
3 tips for a powerful pitch.
by sandi smith, cpa
accountant’s accelerator
an elevator speech is that short and sweet 30-second answer to the question “what do you do?” in networking circles, it’s critical that your elevator speech is clear and interesting. if it’s not, people will be confused, and no one who is confused will know how to refer you to others.
more for soloists and small firms from at 卡塔尔世界杯常规比赛时间: four ways to practice entrepreneurial perseverance • 5 mistakes to avoid when seeking new clients • the success secrets women already know • his and her brains at work in tax and accounting • the power of deadlines in closing a deal • on the road to a stress-free life: identify your character strengths • the missing ingredient in your marketing that will make all the difference • 3 steps to start running on millionaire time • 5 mistakes to avoid when seeking new clients • why you’re missing out on 98% of your new business potential • how to win new clients with a freebie strategy • 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• five things accountants take for granted that costs them revenue • 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
the typical networker recites their elevator speech by listing everything they do. for example, i recently heard an insurance agent say, “we insure your auto, car, home, life, …” well, i heard part of it. she listed a dozen more things – the kitchen sink may have been in there – and i bet some of those services haven’t been sold in years. read more →