{"id":66994,"date":"2019-10-22t20:08:58","date_gmt":"2019-10-23t00:08:58","guid":{"rendered":"https:\/\/48e130086c.nxcli.net\/?post_type=product&#038;p=66994"},"modified":"2024-03-04t06:01:34","modified_gmt":"2024-03-04t11:01:34","slug":"tr19gro","status":"publish","type":"product","link":"\/\/www.g005e.com\/shop\/tr19gro\/","title":{"rendered":"cpa firm growth: keys to practice development"},"content":{"rendered":"<h6><span style=\"color: #00a160;\"><b>links to download your pdf will appear on the order confirmation screen after purchase and in your email receipt from auto-confirm@www.g005e.com.<br \/>\n<\/b><b>*<\/b>rosenberg pdfs are read-only \u2013 no printing, markup, reproduction, or further distribution. downloadable to five personal devices.<\/span><\/h6>\n<h2>this is <strong><em>the\u00a0 <\/em><\/strong>practice manual for practitioners who want to:<\/h2>\n<ul>\n<li>\n<h4><strong><em>get in the game.<\/em><\/strong><\/h4>\n<\/li>\n<li>\n<h4><strong><em>take it to the next level.<\/em><\/strong><\/h4>\n<\/li>\n<li>\n<h4><strong><em>stop failing at practice development.<\/em><\/strong><\/h4>\n<\/li>\n<\/ul>\n<h2>from practice-proven basics to cutting-edge innovations<\/h2>\n<figure id=\"attachment_66996\" class=\"thumbnail wp-caption alignright\" style=\"width: 562px\"><img loading=\"lazy\" decoding=\"async\" class=\"size-full wp-image-66996\" src=\"https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2019\/10\/marc_jeff_charles.jpg\" alt=\"\" width=\"562\" height=\"212\" srcset=\"https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2019\/10\/marc_jeff_charles.jpg 562w, https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2019\/10\/marc_jeff_charles.jpg 300w, https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2019\/10\/marc_jeff_charles-424x160.jpg 424w\" sizes=\"auto, (max-width: 562px) 100vw, 562px\" \/><figcaption class=\"caption wp-caption-text\"><strong>authors:<\/strong> marc rosenberg, jeffrey pawlow, charles hylan<\/figcaption><\/figure>\n<p><strong>this isn&#8217;t pie-in-the-sky theory.<\/strong><\/p>\n<p><strong>&#8220;cpa firm growth&#8221;<\/strong> provides cutting-edge advice from highly acclaimed and experienced cpa practice consultants, and represents the culmination of decades of collaboration among three industry thought leaders who have built their careers helping accounting firms grow.<\/p>\n<p><strong>marc rosenberg<\/strong>, veteran cpa firm consultant and author of the rosenberg practice management series, is joined by co-authors <strong>jeffrey s. pawlow<\/strong> and <strong>charles hylan<\/strong>, cpa, of the growth partnership, pioneers of <strong>the proprietary &#8220;spotlight&#8221; marketing discipline<\/strong> that has helped hundreds of firms achieve their highest potential.<\/p>\n<h2>position your firm to survive the upcoming disruption<\/h2>\n<p><strong>\u00a0<\/strong>as you consider how to best prepare for the disruption ahead, ask yourself the following questions:<\/p>\n<ul>\n<li>why would a client choose to pay me (or my firm) a premium fee in the face of lower-priced competition?<\/li>\n<li>do we have systems in place that focus us on driving value into the handful of relationships that matter the most?<\/li>\n<li>do we practice synergistically?<\/li>\n<li>are we accountable to one another?<\/li>\n<\/ul>\n<p>when you can answer \u201cyes\u201d to the questions above, you&#8217;ll be ready to successfully navigate the disruption ahead. welcome to the knowledge worker age!<\/p>\n<h2>insight and guidance on every page<\/h2>\n<p style=\"padding-left: 40px;\">\u2013 how to command premium fees, page 7<\/p>\n<p style=\"padding-left: 40px;\">\u2013 the power of synergy in teamwork, page 8<\/p>\n<p style=\"padding-left: 40px;\">\u2013 the eight success skills they don&#8217;t teach in accounting school, page 15<\/p>\n<p style=\"padding-left: 40px;\"><img loading=\"lazy\" decoding=\"async\" class=\"alignright wp-image-67625\" src=\"https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2019\/10\/who-what-where-when-why-how-depositphotos_31839781_xl-2015-850w.jpeg\" alt=\"\" width=\"397\" height=\"530\" srcset=\"https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2019\/10\/who-what-where-when-why-how-depositphotos_31839781_xl-2015-850w.jpeg 850w, https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2019\/10\/who-what-where-when-why-how-depositphotos_31839781_xl-2015-850w.jpeg 300w, https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2019\/10\/who-what-where-when-why-how-depositphotos_31839781_xl-2015-850w-600x800.jpeg 600w, https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2019\/10\/who-what-where-when-why-how-depositphotos_31839781_xl-2015-850w-424x565.jpeg 424w, https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2019\/10\/who-what-where-when-why-how-depositphotos_31839781_xl-2015-850w-768x1024.jpeg 768w, https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2019\/10\/who-what-where-when-why-how-depositphotos_31839781_xl-2015-850w-849x1132.jpeg 849w\" sizes=\"auto, (max-width: 397px) 100vw, 397px\" \/>\u2013 what great firms know that others don&#8217;t, page 16<\/p>\n<p style=\"padding-left: 40px;\">\u2013 what clients <em>really, really<\/em> want, page 17<\/p>\n<p style=\"padding-left: 40px;\">\u2013 how to find riches in niches, page 19<\/p>\n<p style=\"padding-left: 40px;\">\u2013 why <em>everyone<\/em> is a rainmaker, whether they know it or not, page 25<\/p>\n<p style=\"padding-left: 40px;\">\u2013 who&#8217;s responsible for making things happen, page 33<\/p>\n<p style=\"padding-left: 40px;\">\u2013 whose &#8220;book-of-business&#8221; is it, anyway? page 39<\/p>\n<p style=\"padding-left: 40px;\">\u2013 how mergers and acquisitions can help or hinder, page 40<\/p>\n<p style=\"padding-left: 40px;\">\u2013 holding partners accountable, page 50<\/p>\n<p style=\"padding-left: 40px;\">\u2013 training staff to bring in business, page 67<\/p>\n<p style=\"padding-left: 40px;\">\u2013 form industry roundtable groups, page 74<\/p>\n<p style=\"padding-left: 40px;\">\u2013 learn how to build a database of niche market clients, prospects and referral sources, page 91<\/p>\n<p style=\"padding-left: 40px;\">\u2013 use a niche blog or newsletter and social media to get your name out there, page 99<\/p>\n<p style=\"padding-left: 40px;\">\u2013 write journal articles for niche publications, page 101<\/p>\n<p style=\"padding-left: 40px;\">\u2013\u00a0 conduct and publish an industry survey, page 144<\/p>\n<p style=\"padding-left: 40px;\">\u2013 establishing your unique expertise, page 156<\/p>\n<p style=\"padding-left: 40px;\">\u2013 why complacency can be fatal, page 164<\/p>\n<p style=\"padding-left: 40px;\">\u2013 join trade associations in a niche and play a leadership role, page 173<\/p>\n<p style=\"padding-left: 40px;\">\u2013 building teams to surround clients with amazing service, page 180<\/p>\n<p style=\"padding-left: 40px;\">\u2013 send out targeted mailings, page 182<\/p>\n<p style=\"padding-left: 40px;\">\u2013 give speeches at niche conferences, page 188<\/p>\n<p style=\"padding-left: 40px;\">\u2013 create a specialty website on the firm\u2019s general site or a separate website altogether, page 200<\/p>\n<p style=\"padding-left: 40px;\">\u2013 making compensation a part of the new system, page 215<\/p>\n<p>&nbsp;<\/p>\n<h2>contents, from soup to nuts<\/h2>\n<h6 style=\"padding-left: 40px;\"><span style=\"color: #0056a6;\"><em>(just a sampling)<\/em><\/span><\/h6>\n<p>chapter 1: the upcoming disruption<\/p>\n<p style=\"padding-left: 40px;\">will robots take my job? the knowledge worker age<\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"alignright wp-image-67621\" src=\"https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2019\/10\/man-with-red-arrow-depositphotos_224904624_850w-2015.jpg\" alt=\"\" width=\"410\" height=\"615\" srcset=\"https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2019\/10\/man-with-red-arrow-depositphotos_224904624_850w-2015.jpg 850w, https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2019\/10\/man-with-red-arrow-depositphotos_224904624_850w-2015.jpg 300w, https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2019\/10\/man-with-red-arrow-depositphotos_224904624_850w-2015-600x899.jpg 600w, https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2019\/10\/man-with-red-arrow-depositphotos_224904624_850w-2015-424x636.jpg 424w, https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2019\/10\/man-with-red-arrow-depositphotos_224904624_850w-2015-768x1151.jpg 768w, https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2019\/10\/man-with-red-arrow-depositphotos_224904624_850w-2015-849x1273.jpg 849w\" sizes=\"auto, (max-width: 410px) 100vw, 410px\" \/>chapter 2: overview: practice development<\/p>\n<p style=\"padding-left: 40px;\">the current landscape<\/p>\n<p style=\"padding-left: 40px;\">the skill and availability gap (sag)<\/p>\n<p style=\"padding-left: 40px;\">how firms benefit from revenue growth<\/p>\n<p>chapter 3: definition of terms<\/p>\n<p style=\"padding-left: 40px;\">accountability<\/p>\n<p style=\"padding-left: 40px;\">branding<\/p>\n<p style=\"padding-left: 40px;\">client vs. prospect<\/p>\n<p style=\"padding-left: 40px;\">cross-selling vs. upselling<\/p>\n<p style=\"padding-left: 40px;\">marketing vs. selling<\/p>\n<p style=\"padding-left: 40px;\">rainmakers<\/p>\n<p style=\"padding-left: 40px;\">business-getters<\/p>\n<p style=\"padding-left: 40px;\">mist-makers<\/p>\n<p>chapter 4: history of practice development<\/p>\n<p style=\"padding-left: 40px;\">the 1980s<\/p>\n<p style=\"padding-left: 40px;\">the 1990s<\/p>\n<p style=\"padding-left: 40px;\">the 2000s<\/p>\n<p style=\"padding-left: 40px;\">what firms should learn from the history of pd<\/p>\n<p>chapter 5: specialization and niches<\/p>\n<p style=\"padding-left: 40px;\">the importance of specialization and niches<\/p>\n<p style=\"padding-left: 40px;\">15 powerful niche marketing practices<\/p>\n<p>chapter 6: practice development framework<\/p>\n<p style=\"padding-left: 40px;\">baseball and business development<\/p>\n<p>chapter 7: discipline 1 \u2013 grow existing clients<\/p>\n<p style=\"padding-left: 40px;\">the loyalty effect and net promoter score (nps)<\/p>\n<p style=\"padding-left: 40px;\">client spotlight<\/p>\n<p style=\"padding-left: 40px;\">missing services matrix and cross-selling<\/p>\n<p style=\"padding-left: 40px;\">focus on your best clients<\/p>\n<p>chapter 8: discipline 2 \u2013 referrals<\/p>\n<p style=\"padding-left: 40px;\">networking<\/p>\n<p>chapter 9: discipline 3 \u2013 developing prospects<\/p>\n<p style=\"padding-left: 40px;\">pipelines<\/p>\n<p>chapter 10: discipline 4 \u2013 support activities<\/p>\n<p style=\"padding-left: 40px;\">seminars and conferences<\/p>\n<p style=\"padding-left: 40px;\">articles<\/p>\n<p style=\"padding-left: 40px;\">roundtables<\/p>\n<p style=\"padding-left: 40px;\">blogs and newsletters<\/p>\n<p style=\"padding-left: 40px;\">brochures and direct mail<\/p>\n<p>chapter 11: final stage \u2013 enabling systems<\/p>\n<p style=\"padding-left: 40px;\">creating individual marketing plans<\/p>\n<p style=\"padding-left: 40px;\">mentoring and coaching<\/p>\n<p style=\"padding-left: 40px;\">setting a marketing budget<\/p>\n<figure id=\"attachment_67628\" class=\"thumbnail wp-caption alignright\" style=\"width: 378px\"><a href=\"https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2019\/10\/cpa-firm-growth-free-preview-samples-pages-from-cpa-trendlines-v191022f.pdf\"><img loading=\"lazy\" decoding=\"async\" class=\"wp-image-67628 size-full\" src=\"https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2019\/10\/cpa-firm-growth-free-preview-tr19gro-cvr.png\" alt=\"\" width=\"378\" height=\"516\" srcset=\"https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2019\/10\/cpa-firm-growth-free-preview-tr19gro-cvr.png 378w, https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2019\/10\/cpa-firm-growth-free-preview-tr19gro-cvr.png 300w\" sizes=\"auto, (max-width: 378px) 100vw, 378px\" \/><\/a><figcaption class=\"caption wp-caption-text\"><span style=\"text-decoration: underline;\"><a href=\"https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2019\/10\/cpa-firm-growth-free-preview-samples-pages-from-cpa-trendlines-v191022f.pdf\"><span style=\"color: #00a160;\"><strong>look inside: download the free preview of sample pages (pdf)<\/strong><\/span><\/a><\/span><\/figcaption><\/figure>\n<p style=\"padding-left: 40px;\">the most effective marketing activities, by rank order<\/p>\n<p style=\"padding-left: 40px;\">hiring a marketing consultant<\/p>\n<p style=\"padding-left: 40px;\">crm systems<\/p>\n<p style=\"padding-left: 40px;\">the proprietary able system<\/p>\n<p>chapter 12: business development training<\/p>\n<p style=\"padding-left: 40px;\">a questioning process for cpas<\/p>\n<p style=\"padding-left: 40px;\">business development training for staff<\/p>\n<p style=\"padding-left: 40px;\">networking<\/p>\n<p style=\"padding-left: 40px;\">rainmaking<\/p>\n<p>chapter 13: branding and differentiation<\/p>\n<p style=\"padding-left: 40px;\">differentiation<\/p>\n<p style=\"padding-left: 40px;\">building your brand<\/p>\n<p>chapter 14: management of the pd function<\/p>\n<p style=\"padding-left: 40px;\">what is a marketing plan<\/p>\n<p style=\"padding-left: 40px;\">key elements of cpa firm marketing programs<\/p>\n<p style=\"padding-left: 40px;\">hiring a marketing director<\/p>\n<p style=\"padding-left: 40px;\">outside marketing consultants<\/p>\n<p style=\"padding-left: 40px;\">lead generation<\/p>\n<p>chapter 15: marketing job descriptions<\/p>\n<p style=\"padding-left: 40px;\">marketing director<\/p>\n<p style=\"padding-left: 40px;\">director of business development<\/p>\n<p style=\"padding-left: 40px;\">compensation systems<\/p>\n<p>chapter 16: social media<\/p>\n<p style=\"padding-left: 40px;\">the pizza story<\/p>\n<p style=\"padding-left: 40px;\">do&#8217;s and don&#8217;ts<img loading=\"lazy\" decoding=\"async\" class=\"alignright wp-image-67626\" src=\"https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2019\/10\/solutions.png\" alt=\"\" width=\"412\" height=\"431\" srcset=\"https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2019\/10\/solutions.png 783w, https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2019\/10\/solutions.png 300w, https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2019\/10\/solutions-600x628.png 600w, https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2019\/10\/solutions-424x444.png 424w, https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2019\/10\/solutions-768x804.png 768w, https:\/\/cpatwpe.s3.amazonaws.com\/cpatrendlines\/wp-content\/uploads\/2019\/10\/solutions-24x24.png 24w\" sizes=\"auto, (max-width: 412px) 100vw, 412px\" \/><\/p>\n<p>chapter 17: websites<\/p>\n<p style=\"padding-left: 40px;\">why every firm needs one<\/p>\n<p style=\"padding-left: 40px;\">13 website tips<\/p>\n<p>chapter 18: practice development nuances<\/p>\n<p style=\"padding-left: 40px;\">entitled rainmakers<\/p>\n<p style=\"padding-left: 40px;\">retired partners&#8217; involvement<\/p>\n<p style=\"padding-left: 40px;\">how technology helps firms expand nationally<\/p>\n<p>chapter 19: 30 marketing best practices<\/p>\n<p style=\"padding-left: 40px;\">vision for growth<\/p>\n<p style=\"padding-left: 40px;\">focus on relationships<\/p>\n<p style=\"padding-left: 40px;\">analyze your pricing<\/p>\n<p style=\"padding-left: 40px;\">compensation and bonus systems<\/p>\n<p style=\"padding-left: 40px;\">staff training<\/p>\n<p style=\"padding-left: 40px;\">time<\/p>\n<p style=\"padding-left: 40px;\">focus<\/p>\n<p style=\"padding-left: 40px;\">attitude<\/p>\n<p style=\"padding-left: 40px;\">game plan<\/p>\n<p>&nbsp;<\/p>\n<p><span style=\"color: #d8232a;\"><b><i>free u.s. shipping by priority mail<\/i><\/b><\/span><\/p>\n<h4><strong><span style=\"color: #0056a6;\">you\u2019ve got options!\u00a0<\/span><\/strong><span style=\"color: #0056a6;\">choose the <em><strong>new <\/strong><\/em><strong>print+pdf upgrade <\/strong>option to start benefitting immediately with the <strong><em>instant download.<\/em><\/strong><\/span><\/h4>\n","protected":false},"excerpt":{"rendered":"<h4><strong>the comprehensive <span style=\"text-decoration: underline;\">new<\/span> guide to getting new clients and growing revenues<\/strong><\/h4>\n<p><span style=\"color: #000000;\"><em>by marc rosenberg, cpa, jeffrey s. pawlow, and charles hylan, cpa<\/em><\/span><\/p>\n<p><strong><span style=\"color: #000000;\">this handbook shows growth-minded professionals at <em>firms of any size<\/em>:<\/span><\/strong><\/p>\n<ul>\n<li><span style=\"color: #000000;\">time-honored tactics that <strong><em>still<\/em> <\/strong>work.<\/span><\/li>\n<li><span style=\"color: #000000;\">how to spend marketing dollars <strong><em>wisely.<\/em><\/strong><\/span><\/li>\n<li><span style=\"color: #000000;\">how to <strong><em>outgrow<\/em> <\/strong>your competition.<\/span><\/li>\n<li><span style=\"color: #000000;\"><strong><em>bold<\/em><\/strong> new ideas.<\/span><\/li>\n<\/ul>\n<p><span style=\"color: #d8232a;\"><b><i>free u.s. shipping by priority mail<\/i><\/b><\/span><\/p>\n<h4><strong><span style=\"color: #0056a6;\">you\u2019ve got options!\u00a0<\/span><\/strong><span style=\"color: #0056a6;\">choose the <em><strong>new <\/strong><\/em><strong>print+pdf upgrade <\/strong>option to start benefitting immediately with the <strong><em>instant download.<\/em><\/strong><\/span><\/h4>\n","protected":false},"featured_media":95601,"template":"","meta":{"_acf_changed":false,"_relevanssi_hide_post":"","_relevanssi_hide_content":"","_relevanssi_pin_for_all":"","_relevanssi_pin_keywords":"","_relevanssi_unpin_keywords":"","_relevanssi_related_keywords":"","_relevanssi_related_include_ids":"","_relevanssi_related_exclude_ids":"","_relevanssi_related_no_append":"","_relevanssi_related_not_related":"","_relevanssi_related_posts":"","_relevanssi_noindex_reason":""},"product_cat":[3064,2904,2851,2837,3063,2841,2860,2840,2873],"product_tag":[],"class_list":{"0":"post-66994","1":"product","2":"type-product","3":"status-publish","4":"has-post-thumbnail","6":"product_cat-charles-hylan","7":"product_cat-checklists-worksheets","8":"product_cat-client-service-retention","9":"product_cat-growth-profitability","10":"product_cat-jeff-pawlow","11":"product_cat-marc-rosenberg","12":"product_cat-marketing","13":"product_cat-recommended","14":"product_cat-the-growth-partnership","15":"member-discount","16":"discount-restricted","18":"first","19":"instock","20":"taxable","21":"shipping-taxable","22":"purchasable","23":"product-type-variable","24":"has-default-attributes"},"acf":[],"yoast_head":"<!-- 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