how to use every new channel to create a new touchpoint to serve a client or attract a prospect, hire the best people, find new markets. by becky livingston social media for accountants in today’s world of cpa firms, marketing … continued
with an eight-point analysis of your firm’s pricing strategy.
by august aquila
creating the effective partnership
all you need to do is think of any services, professional or commercial, that you have purchased over the last few years. would you pay a premium rate to a bonsai gardener just to trim a regular tree or shrub? most likely not, since there would be many a gardener available to do this simple task. however, the price of an open heart surgery would not matter, if the operation would save your life.
more for pro members: how to combine two firms after merger: carefully | six new year’s tips for leaders in tax and accounting | mirror, mirror on the wall | 6 steps to handle staffing problems in a merger | new times call for new cpa firm metrics | 6 reasons why cpa firms fail in innovation | 7 signs your firm is headed for an implosion | why is it always about partner compensation? | why merge and what to watch out for | 13 steps to fool-proof mergers and acquisitions | 13 questions to ask yourself for personal growth | partner problem? first, ask yourself these 21 questions | 12 reasons cpa firm staff meetings are a waste of time | the managing partner’s secret weapon in change management | the 10 basic ways to boost profits at an accounting firm | 12 must-do items for your partner retreat agenda
when pricing your services you need to carefully analyze the three key factors
for example, it’s hard to get a premium price for a basic 1040 return because there are thousands of competitors offering the same service as very competitive prices. however, if you are offering litigation services for high net worth divorce cases, then you need to look at the unique characteristics of your services, what is potentially at risk for your clients and the firm’s overall marketing and pricing strategies.
to find out how marketing oriented your firm’s pricing strategy really is, just complete the following brief pricing strategy questionnaire. there are no incorrect answers. the purpose of the survey is to give you a snapshot of where you are today. you goal, then, is to lay out a plan to get you where you want to be tomorrow. read more →
you need goals, not just a desire to get new business.
by ed mendlowitz
the 卡塔尔世界杯常规比赛时间 practice doctor
question: we are a 20-person firm and are thinking of engaging a marketing consultant for training on how to get new business.
more practice doctor q&a: change your thinking about ‘small’ clients | it’s not sales. it’s your duty | quote with care when asked for valuation | how much should you pay to buy, sell or merge an accounting practice? | why the average fee doesn’t matter | 6 ways to take a client beyond tax prep | 6 simple steps to impress a prospect | 10 ways to get new 1040 clients | 23 reasons clients really need you for taxes
have you heard of anyone in particular for cpa leadership training? what does your firm do regarding this? an internal program or do you use outside consultants? read more →
referrals remain stalwart. social media weakens. websites advance.
by 卡塔尔世界杯常规比赛时间
some practices just need more clients. some need a more cost-effective way to find them and sign them up. some are looking for ways to liberate their less profitable or more difficult clients and replace them with others more conducive to getting the job done with minimal hassle and maximum moolah.
the new accounting firm operations and technology survey gives us some insight into what firms across the nation are doing to attract clients.
to no one’s surprise, referrals from current clients remains the most common source of new clients. no fewer than 95.1% of respondents report referrals as a sales channel. that number was close to consistent across all sizes of firms. for solo practitioners, it was 94.2%. it was highest for small firms (1-10 employees) at 96.8%. it was lower for mid-sized firms (11-50 employees) at 93.9%, and lowest of all for large firms, where referrals are the source of 92% of new clients.
what’s interesting, however, is that the overall percent has increased since last year, when 92.6% reported new clients by referral. with all the new and burgeoning sources of information — social media, websites, internet advertising — why are referrals an increasing source of clients? read more →
make sure you fully understand their needs.
question: i have a couple of clients in a number of industries and when i ask for referrals they tell me they do not want me to handle competitors of theirs, yet i know of many cpa firms that have large amounts of clients in concentrated industries. what am i doing wrong?
more practice doctor q&a: how much should you pay to buy, sell or merge an accounting practice? | is joint representation a conflict? | when large (or any) clients need backup assurances | when is it time to merge? | what goes in a client’s permanent file? | 6 ways to take a client beyond tax prep | 18 ways to blow a partnership opportunity | 6 ways to know what you don’t know | 6 simple steps to impress a prospect | 10 (nearly) painless ways to keep up to date with technology | 10 ways to get new 1040 clients | tax return reviewer ticking and tying | 23 reasons clients really need you for taxes
answer: i’ve had clients tell me that, but i think back to my early jobs and each firm i worked for had industry specializations, so i think the current trend is just a continuation of what has always been done. i attribute your lack of getting client referrals to an inability to recognize, sell and communicate the advantages of your firm to your clients.
if you don’t ask, you can’t know. if not now, when?
by jean marie caragher
the 90-day marketing plan for cpa firms
tax season is the perfect time to identify cross-selling opportunities, strengthen client relationships and ensure client satisfaction.
consider asking your clients the following 14 questions this tax season. you may discover a new gold nugget of opportunity: read more →
be proactive, rather than waiting for business to come to you.
by martin bissett
have you noticed all of those titles in the local bookstore or at the airport offering us the “key” to this and the “key” to that, the “six keys” to one thing, and the “four keys” to another?
it also seems that every book is a “game-changer” now, to the point where it is difficult to understand what the game is anymore, never mind how to play it.
more on selling: selling vs. attracting to build relationships | when selling, don’t chase new fees, attract them | selling accounting services doesn’t have to be hard! | ‘selling’ isn’t a dirty word | 8 factors in practice development success | in sales, perception is reality | success begins with accountability | do you realize you’re failing? | winning your first client
when it comes to winning new work in professional services, we must first build a relationship. the game hasn’t changed at all in that respect. read more →
do these right and your revenues should benefit, too.
by sandi smith leyva
the accountant’s accelerator
as you build your relationships with your clients, it’s always a good thing to see how you can serve them even better.
here are 11 ways you can add value to your existing services that will enable you to stand out from the competition, serve the client better and put more green in your bank account.
more on small-firm growth strategies: 5 things you know that clients don’t | 3 ways to test your revenue forecast | 8 must-haves for a prospect kit | whip out the wow factor for clients | how to work the same hours and make more money | if you’re a ‘best-kept secret’ cut it out! | busy season surval tips: 5 ways to turn a tough day into a great one | take advantage of 4 key marketing strategies | four ways to stop leaving money on the table
as you go through the list, check them off to see which ones you are doing, and which ones sound good to add to your business.
turn the habits of everyday friendship into business skills.
by jean marie caragher
the 90-day marketing plan for cpa firms
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.
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, especially during tax season, prime time for in-person client contact. read more →
these tips work for boosting referrals, too.
by sandi smith leyva
the accountant’s accelerator
networking is an essential part of building your business.
more on small-firm growth strategies: 5 things you know that clients don’t | 3 ways to test your revenue forecast | 8 must-haves for a prospect kit | whip out the wow factor for clients | how to work the same hours and make more money | if you’re a ‘best-kept secret’ cut it out! | 5 ways to turn a tough day into a great one | take advantage of 4 key marketing strategies | four ways to stop leaving money on the table
whether you network locally, nationally or internationally, there are some tips that are common to all businesses: read more →
to most of us, this is busy season. but to a marketer like jean marie caragher, it’s opportunity season. caragher, author of the 90-day marketing plan for cpa firms, offers three simple strategies for leveraging practice-building opportunities while also promoting tax returns. 1. … continued
accounting and legal professions mourn loss of pioneering innovator in professional services marketing. by rick telberg 卡塔尔世界杯常规比赛时间 the accounting profession lost a pioneer and innovator when bruce w. marcus died last month. and many of us lost a beloved … continued
and avoiding disaster.
as a firm owner, you can’t risk putting a dent in your reputation with a poor salesperson.
but how and where do you find a good salesperson?
successful cpa firms tell 卡塔尔世界杯常规比赛时间 of five ways: