the one mistake too many cpa firms are making. [youtube]fdvmzgw20mw[/youtube] michelle golden, marketing consultant and author of the new and essential “social media strategies for professionals and their firms,” explains the one simple mistake that many firms make when entering … continued
most cpa firms miss 60% of their potential revenues. here’s how to start fixing the problem. by sandi smith, cpa sandismith.com a bay street group affiliate accounting firms have done a great job adopting paperless office technologies, the web, and … continued
business clients are reading from a new playbook. do you know the rules? in the face of two economic downturns in the past decade, business buyers are more frugal than ever, and even with continued recovery predicted for 2011, … continued
good advice from a top venture capital investor on what he wants to hear. before you call mark suster, a two-time entrepreneur who joined grp partners in 2007 after selling his company to salesforce.com, with your next big idea, first … continued
ask for it. by suzanne lowe expertise marketing llc at your next performance review, tell your boss you want to stretch yourself and the firm to improve in marketing and selling effectiveness. 1. diagnose your firm’s barriers to marketing and … continued
kirkland albrecht & fredrickson battles a bruising recession. by rick telberg by the time you read this, ken kirkland will be packing for a trip to the india beach resort of thiruvananthapuram as the newly named international chairman of the … continued
re-learning the basics of biz dev.
in today’s uncertain economy, it seems that cpa firms must be especially agile and adaptable to survive. they must be real “learning organizations.” but what are the characteristics of an agile, adaptable, quick-learning cpa firm? and how do you get that way?
we’ve been asking experts throughout the profession, and here’s one answer.
bob lewis
visionary marketing / pmb helin donovan
here’s what i see as a their path to a “learning organization” that is occurring in many firms today.
one of the main problems cpa firms are encountering is revenue reductions. factoring out mergers or acquisitions from the calculations, a large number of firms are flat or have experienced negative growth for the first time in a long time, if not ever.
challenging the new normal for selling high-value services. by rick telberg it won’t come as a surprise to finance executives, but it may be news to some accounting firms: the new normal for the post-crash economy is changing the rules … continued
what do accountants talk about when they talk about…? when 卡塔尔世界杯常规比赛时间 asks practicing accountants how they “delight” clients during busy season, one word pops up more than any other: “personal.” clearly, clients respond to “financial” “planning” “service” with “questions” … continued
what you need to know to get started today.
a record number of accounting firm professionals joined last week’s webinar on client service, satisfaction and retention, produced by the seven keys to successful cpa firm management.
co-presenter jean caragher of capstone marketing summed it up at one point, saying, “the bottom line: every cpa firm claims to deliver excellent client service.”
but, she added, “how does your firm support that claim? do you have a formal client satisfaction and retention program?”
if not, today is the day to start.
here’s how: read more →
how to embrace a new advisory role and really deliver value.
in the new book, “bull’s-eye! the ultimate how-to marketing and sales guide for cpas,” business development veteran russ molinar discusses a concept he calls “cross-serving.” according to tracy crevar warren, writing in the latest aicpa cpa insider, cross-serving offers an alternative to cross-selling, while highlighting the importance that the trusted advisory role plays in serving clients.
she cites the bay street group research showing 63% of clients indicate that proactive advice and consultation is an important criterion in selecting a cpa firm. however, 44% noted problem-solving ability as a top factor.
for more on the research findings and how to put them to use in your accounting firm, visit “the seven keys to successful cpa firm management” and click on client service+satisfaction.
and then she lays out five steps to shift from cross-selling to cross-serving: read more →
capstone marketing, a leading marketing consulting firm for cpa firms, is launching a series of webinars on sales techniques for accounting firms. “cpas are looking for new business and the competition is fierce,” says jean caragher, president of capstone marketing, … continued
with email marketing emerging as the weapon of choice for business-hungry accounting firms, we figured some firms could use a few pointers e-mail marketing giant mailermailer’s latest e-mail marketing metrics report reveals the six key factors that determine whether or … continued