cpas must provide wisdom. [this was submitted by a director-level professional at a mid-sized west coast cpa firm.] in our experience, it’s all about niches and specialized expertise. the deeper and the broader our knowledge in the industry/services/critical issues that … continued
they fail to understand differentiation and value. by chris zdunich porte brown llc the new war for clients is compounded by the fact that: 1) most markets have multiple accounting firms that are high quality, mature and have a difficult … continued
“blogging takes at least 0.5 fte.” by david albrecht the summa when i teach a more basic business/accounting class, i remind students that it is far easier to keep an existing client than to find a new client. and that … continued
how smart firms are turning to digital tools and metrics.
by alan vitberg
vitbergllc
i believe that marketing and business development at cpa firms is on the edge a transformation based upon the monumental changes to the way we receive, process, use and share information.
it’s not about “pushing” information out to prospects, it’s about
successful firms are taking a fresh approach to business development that combines traditional 1-to-1 marketing with new marketing strategies and tactics built upon inbound marketing, a laser-like focus lead generation, and the many faceted ways that social media can be employed for new business purposes.
among the key strategies and tactics they employ are: read more →
marketing culture and leadership aid in the ‘new war for clients.’
by cheryl smyers
marketing manager, stambaugh ness
i could talk for a whole day about what’s working for us, but i’ll just give you some highlights, because time is tight right now – the more that works for us, the more work we have to do!
most importantly, from my point of view, we have a president/coo and an executive committee that have the courage to step out and lead in very strategic way, not just follow. for example, many were still afraid of “social networking” when we were on board and posting regularly to linkedin, twitter and facebook.
in just 16 months, we have grown a linkedin industry group into a monthly face-to-face regional networking mixer that now regularly draws 200 clients and prospects–and it continues to grow. for this effort, the association for accounting marketing awarded stambaugh ness the marketing achievement award for event marketing, trade shows and seminars for firms under $15 million revenue at its june annual conference in chicago.
our recent membership in the bdo alliance gives us many resources to provide increased depth of services to our clientele – and gives bdo a stronger presence in our growing mid-atlantic service area.
seven lessons in competing effectively, starting with digital and social media marketing. by evelyn edwards, cpa evelynedwardscpa.com there is a war for new clients. but its always been my policy to never go down in my prices. it confuses the … continued
how the best firms grow in tough times. by david bergstein cpa, citp director of strategic relationships, cch cch intelligent solutions blog the best firms are rewarding staff — all staff — for bringing in new clients and new revenue, … continued
clients want to see niche-focused expertise and a heavy marketing spend.
by joel sinkin
accounting transition advisors
we see two tactics being used by the best firms.
due to the competitive environment and the flat economy, acquisitions of other practices is a primary growth strategy for many firms today.
but, to spur organic growth, most of the best firms are targeting their marketing and service offerings at specialized target audiences either through industry or service niche offerings. read more →
winning new business is a team sport. spectators need not apply.
by gale crosley, cpa
crosley+company
the best firms are involved in the relentless pursuit of creating a firm-wide growth culture. read more →
it ranges from $50,000 to $161,000.
cpa firm marketing directors are averaging about $92,800 a year in pay, says a new study by the association for accounting marketing.
break out of the compliance commodity trap.
by randy johnston
accounting firm operations and technology survey
the best firms are offering new services packaged at flat rates.
for example, performing bookkeeping/write-up services for $2,000 to $3,000 per month and including the tax returns, or picking a specialty service or niche and wrapping a set of services around that.
all marketing in these firms has the same focus: read more →
and are they ever coming back? a seismic shift is shaking the accounting profession: an acute and worsening shortage of clients. a sluggish economy has knocked a lot of traditional clients — individuals and business alike — to the wayside. … continued
it depends… top billing rates average $319 for partners at firms grossing over $10 million a year, according to the latest aicpa/pcps map survey, down to $115 per hour for partners at firms grossing les than $200,000 a year. the … continued