{"id":125736,"date":"2024-10-04t13:36:45","date_gmt":"2024-10-04t17:36:45","guid":{"rendered":"\/\/www.g005e.com\/?post_type=product&p=125736"},"modified":"2024-10-07t14:56:37","modified_gmt":"2024-10-07t18:56:37","slug":"cpa-firm-growth-guide-aa24mkt-max-marketing-to-maximize-productivity-profitability-and-client-retention-by-august-j-aquila","status":"publish","type":"product","link":"\/\/www.g005e.com\/shop\/cpa-firm-growth-guide-aa24mkt-max-marketing-to-maximize-productivity-profitability-and-client-retention-by-august-j-aquila\/","title":{"rendered":"max: maximize productivity, profitability and client retention"},"content":{"rendered":"

eight ways to ‘max’<\/strong><\/h2>\n
    \n
  1. dive into<\/strong> growth essentials and advanced strategies.<\/li>\n
  2. develop<\/strong> bullet-proof plans.<\/li>\n
  3. prepare<\/strong> professionals for bringing in new business.<\/li>\n
  4. measure<\/strong> success with key performance indicators.<\/li>\n
  5. deploy<\/strong> ai and automation to revolutionize your efforts.<\/li>\n
  6. unlock<\/strong> your firm’s potential.<\/li>\n
  7. gain<\/strong> a competitive edge.<\/li>\n
  8. achieve<\/strong> the success you’ve been striving for.<\/li>\n<\/ol>\n
    \n

    six big takeaways<\/strong><\/h2>\n
      \n
    1. enhanced client acquisition and retention<\/strong>: by adopting effective marketing strategies, networking, and personalized client service, accountants can attract new clients and retain existing ones for long-term relationships.<\/li>\n
    2. increased profitability<\/strong>: through cross-selling, upselling, and developing niche markets, accountants can maximize revenue from each client and improve the profitability of their practice.<\/li>\n
    3. efficient marketing and business development<\/strong>: the handbook provides tools, strategies, and practical checklists to develop a cohesive marketing plan, ensuring all marketing efforts are aligned towards growth and measurable outcomes.<\/li>\n
    4. improved brand visibility and credibility<\/strong>: by engaging in thought leadership, content creation, and active networking, accountants can position themselves as experts in their field, enhancing their firm\u2019s visibility and reputation.<\/li>\n
    5. cultivating a growth-oriented culture<\/strong>: it encourages accountants to establish a marketing culture within their practice, emphasizing accountability, skill development, and a focus on marketing as a core part of the firm’s strategy.<\/li>\n
    6. adaptation to market and technology changes<\/strong>: the handbook equips accountants with insights into leveraging technology, adopting new client service models, and staying ahead of industry trends to remain competitive.<\/li>\n<\/ol>\n

      ultimately, the handbook will help you grow your business, increase earnings, and build a sustainable, client-centered business that adapts to changing market demands.<\/p>\n

      \n

      \"\"<\/h3>\n

      included: the success guide action planning workbook<\/strong><\/span><\/em><\/h2>\n

      customizable workbook for self-assessments, goals, and action steps<\/h3>\n

      not sold separately<\/em><\/span><\/h6>\n
      \n
      \n
      \n
      \n
      \n
      \n

      introducing the “success guide workbook: building your practice through goals, strategies, and action steps” by august j. aquila \u2013 the essential companion to “marketing to maximize productivity, profitability, and client retention.”<\/p>\n

      the 54-page, printer-friendly pdf workbook takes accountants, tax professionals, and cpas beyond theory and into practical application. it provides a hands-on approach to implementing the growth strategies from the primary handbook, guiding you step-by-step through developing your firm’s growth engine.<\/p>\n

        \n
      • transform ideas into action<\/strong>: this workbook, packed with exercises, reflections, and actionable strategies, helps you and your team implement the principles of practice development, client retention, and practice growth.<\/li>\n
      • discovery-driven learning<\/strong>: this workbook follows a discovery-based learning approach and helps uncover your unique success formula. it enables you to build on past experiences and solve problems specific to your business.<\/li>\n
      • clear path to success<\/strong>: each of the 12 workbook sections aligns with specific chapters of the main book, allowing for a deep dive into key topics like marketing strategies, client tiering, sales approaches, and service specialization.<\/li>\n
      • group or individual exercises<\/strong>: whether you prefer working solo or collaborating with your partners and team, the workbook\u2019s structure allows individual reflection and group discussions.<\/li>\n
      • achieve measurable growth<\/strong>: by completing the exercises, you will define your firm’s success, set actionable goals, and create strategies that drive volume, profitability, and better client acquisition.<\/li>\n<\/ul>\n

        key sections<\/span><\/h4>\n
          \n
        • growth is more than just bringing in new clients<\/strong>: reflect on your firm\u2019s goals for growth and the obstacles that stand in your way.<\/li>\n
        • marketing strategies and selection<\/strong>: learn how to develop and select the best strategies to gain a competitive edge.<\/li>\n
        • sales is not a four-letter word<\/strong>: master the sales cycle and explore how to comfortably sell professional services.<\/li>\n
        • client service and retention<\/strong>: discover proven techniques for keeping your best clients satisfied and loyal.<\/li>\n
        • marketing as a strategic asset<\/strong>: understand how growth initiatives influence firm value, recruitment, and ai integration.<\/li>\n<\/ul>\n

          the workbook is not just a supplement<\/strong> \u2013 it\u2019s a powerful tool designed to propel your practice forward. if you\u2019re ready to break out of your comfort zone and see tangible results in your firm\u2019s growth, the “success guide workbook” is your roadmap to success.<\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n

          \n

          max:\u00a0<\/strong>marketing to maximize productivity, profitability and client retention\u00a0<\/strong><\/h1>\n
          \"\"
          handbook built for implementation:<\/strong> users can jump in anywhere. get answers fast. quickly build action plans. share, get buy-in, and get results.<\/figcaption><\/figure>\n

          look inside
          \n<\/strong><\/h3>\n
            \n
          • coil-bound, lay-flat for easy-open, generous margins for notes and plans. 267 pages.<\/li>\n
          • quickly find the section for fast answers and easy implementation.<\/li>\n<\/ul>\n

            part i: growth is more than just bringing in new clients<\/strong><\/p>\n

            1. why we really need growth
            \n2. what technologies you need to be successful
            \n3. how to tier clients
            \n4. client tiering examples
            \n5. allocate firm resources to maximize productivity and profitability
            \n6. how to disengage clients
            \n7. sample client disengagement letter #1
            \n8. sample client disengagement letter #2
            \n9. how do you get the right clients?
            \n10. non-marketing technology solutions for a cpa firm
            \n11. mr. inside vs. mr. outside
            \n12. marketing and firm lifecycles<\/p>\n

            part ii: growth strategies, tools, and checklists\u00a0<\/strong><\/p>\n

            13. four ways to prepare professionals to bring in new business
            \n14. marketing without tears
            \n15. thinking strategically
            \n16. get all the referrals you deserve
            \n17. the 12 fundamentals of planning
            \n18. four tips for developing your growth plan
            \n19. how does your firm measure up?
            \n20. five keys to success
            \n21. marketing information at your fingertips
            \n22. 11 strategies for small firms
            \n23. the personal process
            \n24. cross-selling and upselling
            \n25. making your practice better
            \n26. checklist of growth activities
            \n27. trade shows are great tools, but\u2026
            \n28. progress reports and progress billings: part i
            \n29. progress reports and progress billings: part ii
            \n30. implementing change orders
            \n31. growing your technology consulting practice: part i
            \n32. growing your technology consulting practice: part ii
            \n33. growth tools for your consulting practice: part i
            \n34. growth tools for your consulting practice: part ii \u2013 email campaigns
            \n35. growth tools for your consulting practice: part iii \u2013 the art of sales
            \n36. maybe what you need is a marketing audit: part i
            \n37. maybe what you need is a marketing audit: part ii
            \n38. accounting practice building basics revealed
            \n39. “sales” is not a four-letter word
            \n40. 10 keys to a successful growth plan
            \n41. make sure you know what you will get
            \n42. client acquisition techniques
            \n43. keys to client retention
            \n44. sell the sizzle
            \n45. the curse of a production orientation
            \n46. the 11 pitfalls of mergers
            \n47. lifecycle marketing
            \n48. the secrets of great business developers
            \n49. the cost of losing clients
            \n50. service quality: key to client retention
            \n51. growing technology services through workshops and training
            \n52. how to become a solution magician
            \n53. set your personal goals now!
            \n54. practice-building strategies: part i
            \n55. practice-building strategies: part ii
            \n56. losing can help you win more
            \n57. what makes a great website?
            \n58. analyzing your firm
            \n59. an age-old problem revisited: getting partners on board
            \n60. 10 steps for developing a personal practice development plan<\/p>\n

            part iii: growth\u2019s impact today<\/strong><\/p>\n

            61. why pricing a marketing function
            \n62. retaining clients through marketing
            \n63. seven ways growth makes your firm a great place to work
            \n64. measuring success: the 10 kpis
            \n65. marketing\u2019s role in staffing and recruitment
            \n66. growth and your firm\u2019s enterprise value
            \n67. 20 questions to ask before starting your growth plan
            \n68. how ai can help grow your firm<\/p>\n

            \"\"
            success guide:<\/strong> workbook for self-assessment and action plans. built for team or individual use. share. get buy-in. go to work. get results.<\/figcaption><\/figure>\n
            \n

            practical, pithy guidance on every page<\/strong><\/h2>\n
            \u201cselling is problem-solving. nothing more and nothing less. it\u2019s what you do whenever you help a client with a problem. if you have been a successful new business developer, you have been a successful salesperson.\u201d<\/span><\/h5>\n
            \u2013 page 153: “sales” is not a four-letter word<\/span><\/h5>\n
            \u201cyou would think that you should get all the referrals you need if you do a good job. unfortunately, this is not always the case. sometimes, you must ask clients and referral sources for referrals. and many times, professionals just don\u2019t know how to ask.\u201d<\/span><\/h5>\n
            \u2013 page 71: client retention and referrals<\/span><\/h5>\n
            \u201cdon\u2019t kid yourself: creating a great website takes time and creative talent. websites must also be updated constantly with new material… ensure you have clear answers to the following questions: who is your target market? what makes your services unique?\u201d<\/span><\/h5>\n
            \u2013 page 217: the importance of great websites<\/span><\/h5>\n
            \u201csatisfied clients are, and always will be, our best source of promotion.\u201d<\/span><\/h5>\n
            \u2013 page 207: client satisfaction as a source of promotion<\/span><\/h5>\n
            \u201cthe secret of setting up appointments is not in the asking but in the listening. when meeting prospects, learn how to ask questions that begin with how, where, what, when, and why. such questions will get the prospect talking about themselves, their problems, and needs.\u201d<\/span><\/h5>\n
            \u2013 page 154: strategies for developing business<\/span><\/h5>\n
            \u201cwhat\u2019s stopping you? set goals now!\u201d<\/span><\/h5>\n
            \u2013\u00a0page 210: the power of goal-setting<\/span><\/h5>\n
            \u201cremember, you will only be successful if you market without tears. so put the box of kleenex away!\u201d<\/span><\/h5>\n
            \u2013 page 69: marketing without tears<\/span><\/h5>\n
            \u201cthe lesson here is to promote your consulting services as products. this will allow you the opportunity to build a relationship with the client and then acquire their accounting and tax work.<\/span><\/h5>\n
            \u2013 page 137: promoting your consulting services<\/span><\/h5>\n
            \u201cclients don\u2019t care what you do; they care what you do for them.\u201d<\/span><\/h5>\n
            \u2013 page 174: understanding client needs<\/span><\/h5>\n<\/blockquote>\n

            ten steps for building your growth engine<\/strong><\/h2>\n

            by august j. aquila<\/strong>
            \nfrom the introduction<\/em><\/p>\n

            congratulations! you put a lot of work and time into learning the technical aspects of your profession.<\/strong><\/p>\n

            unfortunately, you didn\u2019t learn how to build a professional practice, gain clients, and understand client needs. these skills are as important as being a good auditor, tax consultant, or management consultant.<\/p>\n

            building a growth engine for your firm can be complex and multifaceted. don\u2019t become overwhelmed. you don\u2019t have to do everything on the first day. this handbook aims to help you get started, expose you to proven and practical key concepts, and provide steps to consider when building a profitable practice.<\/p>\n

            let\u2019s look at what you need to learn to be successful in today\u2019s marketplace:<\/strong><\/p>\n

            1. define your objectives. <\/strong>start by clearly identifying your objectives. what are you trying to achieve? increase profits, build brand awareness, generate leads, boost sales, or improve customer retention? setting clear goals will help you align your efforts and measure success.<\/p>\n

            2. know your target audience.\u00a0<\/strong>you can\u2019t be everything to everybody. you must understand who your ideal customers are. you can create buyer personas that outline their demographics, preferences, pain points, and buying behaviors. this information will guide your strategies and communications.<\/p>\n

            3. develop a strong brand identity. <\/strong>build a strong and consistent brand identity that resonates with your target audience, your partners and staff. define your brand\u2019s mission, values, voice, and visual elements, such as logo, color palette, and typography. your brand tells the market what you stand for.\u00a0consistency across all channels will also help establish brand recognition.<\/p>\n

            4. build an integrated growth strategy.\u00a0<\/strong>create a comprehensive strategy that encompasses various channels and tactics. consider online and offline techniques, including digital advertising, content, social media, email, search engine optimization (seo), public relations, events, and more. each channel should work cohesively to support your overall objectives.<\/p>\n

            5. create content.\u00a0<\/strong>develop high-quality and engaging content tailored to your target audience. this could include blog articles, videos, infographics, whitepapers, case studies, and social media posts. valuable and relevant content positions your firm as an industry thought leader and attracts potential customers. it also opens the doors to ideas and solutions to issues your client may not have considered.<\/p>\n

            6. leverage digital.\u00a0<\/strong>establish a strong online presence by utilizing various digital channels. optimize your website for search engines, run targeted digital ad campaigns, engage with your audience on social media platforms, and leverage email to nurture leads and maintain customer relationships.<\/p>\n

            7. utilize automation and crm.\u00a0<\/strong>gone are the days of individual rolodexes and partner databases. implement automation tools and a customer relationship management (crm) system to streamline your processes. automation helps with lead nurturing, email campaigns, analytics tracking, and customer segmentation. a crm system helps manage customer data and interactions, enabling personalized communications.<\/p>\n

            8. track and analyze results.\u00a0<\/strong>it has never been easier to track and analyze results. monitor and analyze your efforts regularly to measure their effectiveness. use analytics tools to track website traffic, conversion rates, email open rates, social media engagement, and other relevant metrics. this data will inform your future decisions and allow you to optimize campaigns for better results.<\/p>\n

            9. adapt and evolve. <\/strong>be prepared to adapt and evolve your strategies as needed. stay updated with industry trends, consumer preferences, and technological advancements to ensure your growth engine remains effective and relevant.<\/p>\n

            10. don\u2019t give up.\u00a0<\/strong>remember, building a successful growth engine takes time and continuous effort. it\u2019s important to test and refine your strategies, learn from your successes and failures, and stay agile in an ever-changing business landscape.<\/p>\n

            \n

            nine practice-building strategies<\/strong><\/h2>\n

            learn the quick, easy and systematic ways to…<\/strong><\/p>\n

              \n
            1. keep in touch with former clients:<\/strong> regularly reconnecting with past clients can lead to new opportunities as they may need services in the future. send personalized notes expressing appreciation and keep them on your mailing list for events or newsletters.<\/li>\n
            2. call existing clients regularly:<\/strong> engage with major clients at least monthly and all clients at least twice a year. these conversations can uncover new opportunities to serve their changing needs.<\/li>\n
            3. ask for help:<\/strong> use current clients as a resource by asking them how you can improve and what additional services they may need. this feedback can be valuable in refining your practice and attracting new business.<\/li>\n
            4. networking and visibility:<\/strong> being active in professional organizations, community events, and networking groups can help you meet new prospects. participation in associations and community activities raises your firm’s profile.<\/li>\n
            5. presentations, speeches, and seminars:<\/strong> deliver presentations on topics relevant to your target market to establish yourself as an expert. these activities allow you to meet qualified prospects and can lead to new business.<\/li>\n
            6. write articles and thought leadership:<\/strong> publish articles in local newspapers, industry publications, and the firm\u2019s website. this demonstrates your expertise and increases your firm’s visibility and credibility.<\/li>\n
            7. develop a niche market:<\/strong> specializing in a niche market can help you stand out as an expert. by focusing on specific industries or types of clients, you can offer tailored services that are more valuable to that market<\/li>\n
            8. utilize seo and social media:<\/strong> implement search engine optimization (seo) strategies to rank higher in search results and attract local business. leverage social media platforms to increase brand awareness and engage with prospects.<\/li>\n
            9. create a marketing funnel:<\/strong> develop a step-by-step process that moves prospects through awareness, interest, consideration, decision, and delight stages. this ensures a strategic approach to converting leads into clients.<\/li>\n<\/ol>\n
              \n

              seven strategies to grow profitability<\/strong><\/h2>\n
                \n
              1. create a client newsletter:<\/strong> a monthly or quarterly newsletter with relevant updates and insights helps keep clients informed and positions your firm as a valuable resource for financial and tax-related information.<\/li>\n
              2. use review websites:<\/strong> encourage satisfied clients to leave positive reviews on platforms like yelp, google my business, and trustpilot. online feedback builds your firm\u2019s reputation and attracts new clients.<\/li>\n
              3. promote client referrals and reviews:<\/strong> by actively seeking referrals and online reviews, you create a credible source of client testimonials that can influence potential clients.<\/li>\n
              4. offer value-added services:<\/strong> review the additional services you offer to clients beyond accounting and tax. propose value-added solutions like financial planning, consulting, or technology services to deepen client relationships.<\/li>\n
              5. develop a personalized client experience:<\/strong> tailor your interactions based on individual client needs to enhance satisfaction and loyalty. clients appreciate personalized service and are more likely to refer others.<\/li>\n
              6. cross-sell and upsell services:<\/strong> introduce clients to other services you offer. for example, a tax client could benefit from estate planning or investment management services, creating opportunities for deeper engagement.<\/li>\n
              7. pricing strategies:<\/strong> analyze your costs, define your firm’s unique value proposition, and segment clients to establish differentiated pricing models. monitoring competitor pricing and adjusting accordingly helps maximize profitability.<\/li>\n<\/ol>\n
                \n

                three steps to build a growth culture<\/strong><\/h2>\n
                  \n
                1. establish the culture:<\/strong> cultivate an internal culture where marketing is prioritized alongside technical work. regular discussions on marketing accomplishments and plans help maintain focus on growth.<\/li>\n
                2. integrated growth plans:<\/strong> develop cohesive plans that align all marketing activities, ensuring that efforts are not isolated but work towards a unified goal.<\/li>\n
                3. accountability and training:<\/strong> hold team members accountable for marketing actions and invest in training to improve marketing and sales skills across the firm.<\/li>\n<\/ol>\n
                  \n

                  top ten lists<\/strong><\/h2>\n
                  because we love lists!<\/em><\/h6>\n

                  why ‘max’<\/strong><\/h3>\n
                    \n
                  1. boost revenue and profitability: <\/strong>learn how to strategically market your services to attract high-value clients and enhance profitability, ensuring sustainable revenue growth.<\/li>\n
                  2. attract better clients:\u00a0<\/strong>identify and target your ideal clients who are more profitable, challenging, and aligned with your firm\u2019s goals.<\/span><\/li>\n
                  3. streamline marketing efforts: <\/strong>the books offer proven strategies, tools, and checklists that help streamline marketing activities and ensure efficient use of time and resources.<\/li>\n
                  4. enhance client retention and service quality: <\/strong>discover actionable techniques for retaining your best clients, increasing satisfaction, and maximizing long-term client relationships for sustained success.<\/li>\n
                  5. learn from real-world strategies and examples: <\/strong>both books are filled with practical strategies, case studies, and examples tailored to accounting, tax, and cpa firms, helping you apply ideas immediately.<\/li>\n
                  6. stay ahead of industry trends: <\/strong>understand how to leverage technology, ai, and other emerging trends to enhance your marketing efforts and stay competitive in a rapidly evolving market.<\/li>\n
                  7. empower your team: <\/strong>with sections for individual and group exercises, the workbook allows you to engage your team, creating a culture of growth and shared responsibility in marketing.<\/li>\n
                  8. develop a comprehensive marketing plan: <\/strong>step-by-step guidance helps you build a thorough and actionable marketing plan, covering strategy development, implementation, and performance tracking.<\/li>\n
                  9. gain confidence in sales and business development: <\/strong>overcome the discomfort of selling professional services by mastering essential sales techniques and learning how to confidently market and promote your firm.<\/li>\n
                  10. achieve personal and professional growth: <\/strong>you’ll achieve greater professional fulfillment and business success by setting clear goals, understanding your firm’s unique value proposition, and creating actionable steps.<\/li>\n<\/ol>\n
                    \n

                    top ten marketing strategies for cpa firms<\/strong><\/h3>\n
                      \n
                    1. client tiering<\/strong>: identify and categorize clients based on their value to your firm.<\/li>\n
                    2. networking & partnerships<\/strong>: build strategic alliances with complementary professionals (e.g., financial advisors, attorneys).<\/li>\n
                    3. referral programs<\/strong>: create a structured referral program for existing clients and partners.<\/li>\n
                    4. content marketing<\/strong>: share industry insights via blogs, newsletters, webinars, and whitepapers.<\/li>\n
                    5. social media engagement<\/strong>: use linkedin and other platforms to showcase expertise and connect with prospects.<\/li>\n
                    6. targeted email campaigns<\/strong>: segment clients and prospects to deliver personalized and relevant content.<\/li>\n
                    7. thought leadership<\/strong>: position your firm as an expert through speaking engagements, seminars, and publications.<\/li>\n
                    8. client reviews & testimonials<\/strong>: collect and showcase positive client experiences to build trust.<\/li>\n
                    9. seo optimization<\/strong>: enhance your website and content to improve search engine visibility for relevant keywords.<\/li>\n
                    10. digital advertising<\/strong>: use targeted ads on google, linkedin, and industry platforms to reach your ideal client segments.<\/li>\n<\/ol>\n
                      \n

                      top ten client retention techniques<\/strong><\/h3>\n
                        \n
                      1. regular touchpoints<\/strong>: schedule consistent check-ins to maintain strong relationships.<\/li>\n
                      2. personalized communication<\/strong>: tailor interactions to each client’s preferences and needs.<\/li>\n
                      3. value-added services<\/strong>: provide insights and updates beyond tax and accounting compliance.<\/li>\n
                      4. client feedback loops<\/strong>: actively seek client feedback and implement improvements.<\/li>\n
                      5. client service plans<\/strong>: develop a customized service plan for key clients to address specific goals.<\/li>\n
                      6. educate clients<\/strong>: provide training and informational resources that empower clients to make better decisions.<\/li>\n
                      7. celebrate milestones<\/strong>: recognize and celebrate client milestones such as anniversaries or financial achievements.<\/li>\n
                      8. exceed expectations<\/strong>: consistently deliver high-quality, timely, and accurate services.<\/li>\n
                      9. proactive problem-solving<\/strong>: anticipate and address issues before they become major concerns.<\/li>\n
                      10. cross-sell opportunities<\/strong>: offer additional services that align with the client\u2019s evolving needs.<\/li>\n<\/ol>\n
                        \n

                        top ten tools for maximizing productivity and profitability<\/strong><\/h3>\n
                          \n
                        1. client relationship management (crm) software<\/strong>: track client interactions and manage relationships (e.g., salesforce).<\/li>\n
                        2. accounting practice management tools<\/strong>: manage workflow, track billable time, and streamline operations (e.g., karbon, canopy).<\/li>\n
                        3. automated marketing platforms<\/strong>: use software (e.g., hubspot) to automate email campaigns, social media posts, and analytics.<\/li>\n
                        4. project management software<\/strong>: organize tasks, collaborate with team members, and set deadlines (e.g., asana, trello).<\/li>\n
                        5. document management systems<\/strong>: securely store and share documents (e.g., docusign, sharefile).<\/li>\n
                        6. data analytics tools<\/strong>: analyze financial data and performance metrics (e.g., microsoft power bi).<\/li>\n
                        7. client portal software<\/strong>: provide clients with a secure platform to access documents and communicate (e.g., liscio).<\/li>\n
                        8. time-tracking and billing software<\/strong>: ensure accurate billable hours tracking (e.g., tsheets, bill.com).<\/li>\n
                        9. communication tools<\/strong>: streamline internal and client communication (e.g., slack, zoom).<\/li>\n
                        10. proposal and engagement letter software<\/strong>: draft, send, and track proposals efficiently (e.g., pandadoc).<\/li>\n<\/ol>\n
                          \n

                          top ten questions to ask when creating a marketing plan<\/strong><\/h3>\n
                            \n
                          1. who is my target audience?<\/strong> define the specific industries, niches, or client profiles you wish to attract.<\/li>\n
                          2. what are my firm\u2019s unique selling points (usps)?<\/strong> identify what differentiates your firm from competitors.<\/li>\n
                          3. what are my marketing goals?<\/strong> establish measurable and achievable objectives (e.g., number of new clients, revenue growth).<\/li>\n
                          4. what marketing channels will i use?<\/strong> decide which platforms (social media, email, seo) will best reach your audience.<\/li>\n
                          5. what content will i produce?<\/strong> plan topics and formats that resonate with your clients and prospects.<\/li>\n
                          6. what resources and budget do i have?<\/strong> allocate appropriate resources (time, staff, budget) for marketing efforts.<\/li>\n
                          7. who will be responsible for marketing activities?<\/strong> assign clear roles and responsibilities within your team.<\/li>\n
                          8. how will i measure success?<\/strong> define kpis and metrics to track the performance of your marketing activities.<\/li>\n
                          9. what is my timeline?<\/strong> create a timeline for each marketing activity, including start and end dates.<\/li>\n
                          10. how will i handle lead follow-up?<\/strong> develop a process for nurturing leads and converting them into clients.<\/li>\n<\/ol>\n
                            \n

                            top ten techniques for cross-selling and upselling services<\/strong><\/h3>\n
                              \n
                            1. client needs assessment<\/strong>: regularly review your clients’ evolving needs to identify additional services.<\/li>\n
                            2. bundling services<\/strong>: offer packages that combine complementary services at a discounted rate.<\/li>\n
                            3. regular client review meetings<\/strong>: use annual or quarterly reviews to discuss additional services that may benefit clients.<\/li>\n
                            4. educate on new services<\/strong>: share information about new services via newsletters, emails, or webinars.<\/li>\n
                            5. create service roadmaps<\/strong>: develop roadmaps that show how your services can help clients at different business stages.<\/li>\n
                            6. referral programs for additional services<\/strong>: incentivize clients to use more services by offering referral bonuses.<\/li>\n
                            7. promote success stories<\/strong>: share case studies or testimonials from clients who have benefited from using multiple services.<\/li>\n
                            8. upsell based on life events<\/strong>: leverage major client life events (e.g., starting a business, retirement) as opportunities to suggest relevant services.<\/li>\n
                            9. train your team to spot opportunities<\/strong>: empower all team members to identify and act on cross-selling chances.<\/li>\n
                            10. build trust first<\/strong>: ensure existing services are delivered effectively before suggesting additional offerings.<\/li>\n<\/ol>\n
                              \n

                              top ten client tiering strategies<\/strong><\/h3>\n
                                \n
                              1. analyze profitability<\/strong>: identify clients who provide the highest profit margins.<\/li>\n
                              2. evaluate revenue contribution<\/strong>: group clients based on their total contribution to your firm\u2019s revenue.<\/li>\n
                              3. assess service complexity<\/strong>: segment clients by the complexity of services required.<\/li>\n
                              4. review payment behavior<\/strong>: classify clients based on their payment history and reliability.<\/li>\n
                              5. consider referral potential<\/strong>: evaluate clients’ ability to provide referrals or network connections.<\/li>\n
                              6. assess engagement level<\/strong>: identify clients who actively engage and collaborate with your team.<\/li>\n
                              7. review growth potential<\/strong>: highlight clients who have strong business growth trajectories.<\/li>\n
                              8. evaluate brand alignment<\/strong>: group clients based on their alignment with your firm’s brand values and goals.<\/li>\n
                              9. segment by industry or specialization<\/strong>: cluster clients within specific industries or niches you serve well.<\/li>\n
                              10. create action plans for each tier<\/strong>: develop customized service approaches for different client tiers to maximize profitability and satisfaction.<\/li>\n<\/ol>\n
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                                top ten tips for developing a strong brand identity<\/strong><\/h3>\n
                                  \n
                                1. clarify your brand mission<\/strong>: clearly define your firm’s mission and values.<\/li>\n
                                2. identify your target audience<\/strong>: know exactly who you are marketing to and tailor your messaging.<\/li>\n
                                3. create a unique value proposition (uvp)<\/strong>: communicate what differentiates your firm.<\/li>\n
                                4. develop a consistent visual identity<\/strong>: design a cohesive look, including a logo, color scheme, and typography.<\/li>\n
                                5. craft a brand voice and tone<\/strong>: establish a recognizable voice in all communications, whether formal, friendly, or professional.<\/li>\n
                                6. communicate consistently across all platforms<\/strong>: ensure branding remains consistent on your website, social media, and print materials.<\/li>\n
                                7. focus on customer experience<\/strong>: deliver a client experience that reflects your brand\u2019s promise.<\/li>\n
                                8. use storytelling<\/strong>: share stories about your firm, client successes, and the impact of your services.<\/li>\n
                                9. engage your team in branding<\/strong>: ensure that everyone in your firm understands and conveys the brand identity.<\/li>\n
                                10. monitor and evolve your brand<\/strong>: regularly review your branding and make adjustments to stay relevant and competitive.<\/li>\n<\/ol>\n
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                                  top ten kpis to measure marketing success<\/strong><\/h3>\n
                                    \n
                                  1. client acquisition cost (cac)<\/strong>: the total cost to acquire a new client.<\/li>\n
                                  2. client retention rate<\/strong>: the percentage of clients retained over a given period.<\/li>\n
                                  3. lifetime value of a client (ltv)<\/strong>: the projected revenue from a client throughout the relationship.<\/li>\n
                                  4. lead-to-client conversion rate<\/strong>: the percentage of leads that convert to paying clients.<\/li>\n
                                  5. return on marketing investment (romi)<\/strong>: the revenue generated compared to marketing spend.<\/li>\n
                                  6. website traffic and leads generated<\/strong>: track visitors and leads from digital marketing activities.<\/li>\n
                                  7. engagement rates on social media<\/strong>: monitor likes, shares, comments, and overall interaction.<\/li>\n
                                  8. email open and click-through rates<\/strong>: analyze email campaign effectiveness based on opens and clicks.<\/li>\n
                                  9. sales cycle length<\/strong>: measure the time to convert a lead into a paying client.<\/li>\n
                                  10. net promoter score (nps)<\/strong>: gauge client satisfaction and likelihood of referring your services.<\/li>\n<\/ol>\n

                                     <\/p>\n

                                    \n

                                    ‘max’ is your blueprint for transforming your accounting practice into a growth-driven, client-centric, and profitable business.<\/strong><\/span><\/h3>\n

                                    get ready to elevate your practice to the next level.<\/strong><\/em><\/span><\/h3>\n
                                    \n

                                    want to find out more? try asking ‘max’ (beta 1.0)<\/strong><\/h2>\n

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