marketing

seven diagnostic tools that can build your business

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easy ways to connect with clients and find new ways to help.

by rick telberg

face it: clients don’t really care about taxes, accounting, auditing, financial reporting, comps, reviews, bank recs or all the other stock and trade you live by.

they do, however, expect you to care about that stuff – and to know it inside out. and you probably do. after all, that’s why they hired you – so they don’t need to worry about it. so what does every businessperson really want to talk about? that’s easy: making money. selling. closing on new business.

every businessperson cares about success. and, particularly if you’re working in your own practice, you can talk like a pro. you already know this old dictum from the late business guru ron zemke: you’d better be serving the customer or serving someone who is. so where do you start? glad you asked!

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14 steps to find the right “value price”

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 a law firm learns from a cpa and now teaches others. by bruce w. marcus professional services marketing 3.0 outstanding examples of the new kind of law firms and accounting firms arising with professional services marketing 3.0 are shepherd law … continued

six ways to give yourself a raise

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sandi smith, the accountant's acclerator
sandi smith, the accountant’s acclerator

start by knowing your “opportunity number.”

by sandi smith, cpa
the accountant’s accelerator,
a 卡塔尔世界杯常规比赛时间 affiliate

when i worked in the corporate world, it was always great to get a raise.  now that i am an entrepreneur, raises are replaced by increases in revenue and profits.  more revenue and profits are nice, as long as we’re not working correspondingly more hours.  so how can we give ourselves a true raise: work the same amount of hours or less and make more?  here are a few strategies for your consideration:

1. take on more profitable work by knowing your opportunity number. 

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kyle’s big debut

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[jwplayer mediaid=”17568″]

michael bowlan, marketing director at brown smith wallace cpas in st. louis, is launching a new video blog featuring the deadpan delivery of one of the firm’s more distinctive personalities, kyle dodwell, a staff cpa in the firm’s insurance practice.

the purpose: “to stand out and get people to our quite good serious content on our website,” he says.

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how listening to clients can shape success

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…and change how firms work. by bruce w. marcus professional services marketing 3.0 typical proponents of professional services marketing 3.0 are lawyers and accountants who have learned to think and act like marketers, lawyers and accountants who have developed new … continued

the 2012 marketing plans of the best firms

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high-performing firms look to leap ahead of low-performers with a few key strategies.

marketing plan intentions, firms of 100 persons or more, comparing high- and low-performers

by rick telberg

a new study by 卡塔尔世界杯常规比赛时间 shows that high-performing firms and low-performing firms are following markedly divergent marketing and practice development strategies as they battle through a sluggish economy.

click here to get the full report

the complete 179-page study, “marketing and business development strategies at accounting firms – 2012 survey report, with commentary and analysis,” is available for purchase by 卡塔尔世界杯常规比赛时间 parent bay street group llc. the study shows trends within the profession, but also distinguishes between high-performing firms and low-performing firms, based on time-tested proprietary 卡塔尔世界杯常规比赛时间 criteria. in this study, high performing firms are far more likely than low performing firms to enjoy marketing successes. the data for this report was gathered over the course of more than two years and includes the responses of about 588 practitioners. the margin of error is plus or minus about 3 percentage points at a 90% confidence level. click here to learn more.

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got leads? get real. learn how to qualify big opportunities

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four strategies for focussing on the win.

by gale crosley
crosley + company

eighty percent of lost opportunities are due to poorly qualifying a lead. countless hours and effort are wasted on prospects with odds to win near zero. firms with a thin pipeline pursue any potential buyer who has a pulse and fogs a mirror. in order to stop this insanity, discipline is necessary in lead qualification.

click here for more from cpa firm growth consultant gale crosley. or buy her book.

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