transform your marketing with crm
the right system can streamline client communications and simplify prospecting leads.
by sandi leyva
the complete guide to marketing for tax & accounting firms
sales
why do we accept poor new business results?
5 critical steps to turn things around.
by domenick j. esposito
8 steps to great
first, you need clients
apply systems to your sales funnel.
by jassen bowman
tax resolution systems
sales is like workflow management
the 4 core steps to take.
by rob nixon
panalitix
17 killer questions for prospects
plus 6 tips for how to ask them.
by rob nixon
panalitix
what i wish i knew when i started my practice
they are skills you can learn. accountants are good at that, right?
by sandi leyva and michelle long
the ultimate accounting virtual conference
one thing i like to focus on is just letting people understand that they do need additional skills.
more small firm growth strategies: best practices for growth: network, specialize, share | reconnect with your why | use payroll to grow client retention | 3 ways to work less and earn more | what to do when a client doesn’t pay | how to handle price sensitivity | how to find hidden money for your clients | how small firms can use value pricing | 3 killer lead generation channels
exclusively for pro members. log in here or 2022世界杯足球排名 today.
we already come with the accounting because that’s our background. so we come with accounting, bookkeeping, tax or whatever it is in our background and so we have that part down.
read more →
how to create 4 new billable hours per day
you have more capacity than you think.
by rob nixon
panalitix
i am going to show you how to free up to 4 hours per accountant per day of new capacity – without hiring any more accountants.
more on strategy: don’t let technology make you dumber | do you know what clients want? | what it means to be a real-time accountant | 12 predictions on the future of accounting | will the internet replace cpas? | the profession disrupted: compliance commoditized
catch rob live and in-person: 卡塔尔世界杯常规比赛时间 readers can save $50 on firm of now events with the discount code “trends” at firmofnow.com.
i’ll use the example of a sole practitioner with accountants. you can multiply the math out for your size firm. you’ll see that by implementing just three strategies you can free up to 4 hours per accountant per day – maybe more. with five accountants that’s 100 hours per week, or 4,500 hours+ per year.
if you have an average hourly rate of just $150 that’s $675,000 of new capacity. you could re-fill the capacity or downsize your team. have i got your attention yet?
let’s get to work. read more →
14 ways to leverage client data for new billings
top of the list? cash flow forecasting.
by rob nixon
as you become a real-time accountant, one of the key steps is to strongly recommend that your clients migrate across to a cloud accounting solution. that’ll take 12 to 36 months to systematically help your clients change.
more on strategy: don’t let technology make you dumber | do you know what clients want? | what it means to be a real-time accountant | are your goals big enough? | is your business by design or default? | 12 predictions on the future of accounting | finding new opportunity in compliance services | the world is flat | will the internet replace cpas? | how offshoring is shaking up accounting | the profession disrupted: compliance commoditized
let’s assume you have done that. you have spent the time training them. you have helped them to get good data in, so good data can come out.
read more →
marketing vs. selling: both must serve the client first
it comes down to what will best serve your clients.
by ed mendlowitz
how to build a stronger tax practice
there are differences between marketing and selling.
selling is a process whose goal is an actual order. marketing involves the totality of presenting the company to the prospective customer so they want to do business with you.
more on marketing: adopt a marketing mindset
salespeople need immediate gratification. marketers take a long-term view.
both are necessary for successful growth.
read more →
use this spreadsheet to evaluate prospects
get your a.c.c.o.u.n.t.s. in order.
by martin bissett
there is a difference between a pipeline and a simple list of prospects.
more on business development: consider hiring a sales director | understand the dna of business development success | do you deliver on your website’s promises? | lowballing is undervaluing yourself | appraise your prospects | the science of pipelines | do you have a pipeline or just a list? | develop the habit of consistency | prepare your next generation of professionals | overcome recurring fee apathy | banish the idea that selling is difficult | how to win your first client | you’re selling all the time
a true pipeline grades prospects, works out the value of each prospect and determines where they should fit in your business development efforts. you can use this process to create a mathematical equation that scores how likely you are to win the work.
read more →
consider hiring a sales director
what is the best use of your skill set?
by martin bissett
as a partner in an accounting practice, your average day (if there even is such a thing as an average day) is fraught with many calls on your time: producing client work, management of the team, checking the processes, following up unpaid bills and more. and that doesn’t even account for all the personal things you need to achieve every day.
more on business development: understand the dna of business development success | before the sales meeting | your perception vs. your client’s reality | do you deliver on your website’s promises? | lowballing is undervaluing yourself | appraise your prospects | the science of pipelines | do you have a pipeline or just a list? | develop the habit of consistency | prepare your next generation of professionals | overcome recurring fee apathy | banish the idea that selling is difficult | how to win your first client | 5 ways to make selling easier to swallow | you’re selling all the time
so the thought of adding another skill, that of managing the sales process, might feel like the straw that broke the camel’s back. if that’s how you are feeling, here is some food for thought.
read more →
back to basics: 25 ways to grow your practice
how many are you doing? what would you add?
by august aquila
creating the effective partnership
sometimes the best way to grow a practice is to return to the basics – no fancy marketing campaigns, just some good old fashioned face-to-face contact and working your existing client base.
more for pro members: 24 points for after the deal is done | innovate or die | 3 ways to halt a poor leader | partners love, hate leadership | 8 questions that staff ask in a merger | the 4 best ways to use your senior partners | 11 steps to building a better partnership team
exclusively for pro members. log in here or 2022世界杯足球排名 today.
here’s a list of 25 ideas for growing your practice. how many are you currently doing? read more →
accountants report 12% annual revenue growth… and accelerating
industry heads into 2016 with stronger performances than most clients.
by 卡塔尔世界杯常规比赛时间
as professionals who specialize in finance, preparing financial statements and assisting business owners with their financial performance, one would suspect that the tax and accounting industry would have a firm grip on financial performance. looking at statements filed over the past year, that certainly appears to be the case.
the average private company falling into the category of either accounting, tax preparation, bookkeeping or payroll services grew sales at an annual rate of 12 percent. this was a higher growth rate than the average privately held company achieved over that same period, despite being a healthy rate of revenue growth for the average u.s. company.
read more →