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need data by a certain date? make it clear what happens when you don’t get it … and what it costs.

by michelle long and sandi leyva
the ultimate accounting virtual conference

you’ve accepted a new client and now you have to communicate with that client and set the expectations. so we want to clarify and manage the expectations. we want to make sure we tell the client what information are they supposed to give to us and when, how and in what format. you need to tell the client “i need your receipts to be scanned and input into this folder by the 10^th work day of the month” or every week on thursday – whatever it is.

more small firm growth strategies: how to handle price sensitivity | how to handle referrals – and how not to | trashing the spreadsheet: best practices in modern expense management | how to find hidden money for your clients | why clients need dashboards | 3 ways to implement value pricing | how small firms can use value pricing | 3 ways to raise your prices | building reputation to build your business | 3 killer lead generation channels | your existing clients are your best leads | need more business? focus on referrals

so keep in mind when you get a new client you have to spend a little time with them up front training them. it’s like having a new puppy right? you have to train them initially, spend more time with them and hopefully they don’t potty all over the floor. so we have to train our clients, spend more time with them up front and give them very specific information. if you want them to scan and upload documents, then do a remote session and log in and show them how to do it and walk them through it how to do it.
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how digitizing can benefit clients – and you.

by michelle long and sandi leyva
the ultimate accounting virtual conference

in this session on trashing the spreadsheet, stories in expense automation, we’re going to hear a lot about best practice. we know a lot of you have clients who have expense automation needs.

more small firm growth strategies: how to find hidden money for your clients | why clients need dashboards | 3 ways to implement value pricing | how small firms can use value pricing | 3 ways to raise your prices | building reputation to build your business | 3 killer lead generation channels | your existing clients are your best leads | need more business? focus on referrals

today, we hear from jason mills, director of customer experience at expensify. read more →

5 value-added service areas to suggest.

by sandi leyva
the accountant’s accelerator

every business needs to do some level of bookkeeping for a couple of reasons:

1. various government agencies require reporting and payments based on the company’s results.
2. the owner needs a certain amount of information to manage their business and keep it profitable.

more on small-firm growth strategies: want more clients? take these 5 steps | do you want to do compliance your whole career? | 7 ways to get new revenue from old clients | how to work the same hours and make more money | four ways to stop leaving money on the table

many business owners hire us grudgingly for compliance work because they have to. and they consider what they pay us as an overhead expense that is a required cost.

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data will lead you to opportunities if you know how to use it.

by michelle long and sandi leyva

we’re talking about using dashboards to make more money with mike milan, the senior vice president of finagraph.

more small firm growth strategies: why clients need dashboards | 3 ways to implement value pricing | how small firms can use value pricing | 3 killer lead generation channels

mike milan:

how do i use this dashboard to talk to an individual? every business may be a little different but you can always start from the same template and then add in or take away.

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the right time to talk about your fee is not as soon as a potential client calls.

by sandi leyva
the accountant’s accelerator

how do you talk to a prospect or client about your fee?

more on small-firm growth strategies: prospects like a little wooing | 9 ways to boost your value (and your fees) | two daily rituals: focus and measure | how to calculate your ‘opportunity number’

some of the answers i have heard are:

• “it depends.”
• “tell them and get off the phone as fast as possible.”
• “i don’t know.”
• “what is your budget?”

most accountants spill the beans about their rates way too early in a conversation with a future client. so when should you talk rates?

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it’s all about packaging the information they need in an easy-to-digest format.

by michelle long and sandi leyva
the ultimate accounting virtual conference

we were talking about using dashboards to make more money with mike milan, the senior vice president of finagraph.

more small firm growth strategies: 3 ways to implement value pricing | how small firms can use value pricing | 3 ways to raise your prices | building reputation to build your business | 3 killer lead generation channels | your existing clients are your best leads | need more business? focus on referrals

mike has entrepreneurial experience, has created his own businesses and business ventures and helped others as a consultant. he’s known for crafting ideas into million-dollar companies, which is a really great skill to have. here are excerpts from our conversation:

mike milan:

if you look at my background i’ve been part of nine different startups, five different transactions with three on the sales side and two on the buy side. in between doing finagraph and selling my business i did some consulting. and so i had some boots on the ground or life in the trenches that i really would like to impart and share with the group.

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why skipping ahead is costly.

by sandi leyva
the accountant’s accelerator

there are five simple steps to getting more clients. but guess what? most accountants make a big mistake along the way.

more on small-firm growth strategies: prospects like a little wooing | do you want to do compliance your whole career? | 5 skills to grow your practice | is it time to reboot your practice? | how a spreadsheet can help stop leaks | 3 ways to get to ‘yes’ with prospects | design your business around your strengths | two daily rituals: focus and measure | how to work the same hours and make more money

first, here are the five steps to get more clients:

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7 ways to set yourself apart from the competition.

by sandi leyva
the accountant’s accelerator

as the competition for clients heats up, it’s time to pull out all the stops and make your prospect feel like you’ve rolled out the red carpet.

 

more on small-firm growth strategies: do you want to do compliance your whole career? | 5 skills to grow your practice | 3 ways to get to ‘yes’ with prospects | 5 cool ways to streamline data sharing | 3 tips for following up with prospects | if you don’t develop your business, who will? | 11 ways to add value for clients | 5 things you know that clients don’t | 8 must-haves for a prospect kit | if you’re a ‘best-kept secret’ cut it out!

how can you do that? here are seven ways to wow your prospect and help them decide you’re the perfect vendor for them.

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