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communicating cas to clients and prospects

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senior businessman and another businessman talkingshow them what they’ll be missing if they say no.

by hitendra patil
accountaneur: the entrepreneurial accountant

when you pitch cas to your existing clients and new prospects, your communication and messaging changes quite a lot. it is no more packages, hourly rates and standard deliverables mentioned on your website and in your emails, engagement letters and sales brochures/materials.

more: 21 ways to adjust your practice in 2021 | cas is, first, a communication challenge | which of your existing clients are cas-fit? | the services that cas clients need | who’s afraid of client accounting services? | the right mindset for client accounting services
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

communicating cas to your existing clients

cas is not a sales pitch to your existing clients. it is a value pitch, an upgrade pitch.
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organizational change starts and ends with people

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what is your firm’s social contract?

by steven e. sacks
the new fundamentals

you read about companies every day: those that separate themselves from the competition by disrupting the norms and those that remain steadfast, much to their detriment. for the former, think about amazon, uber, netflix and other “change agents.” now, think about the latter: jcpenney, kmart and sears.

more: swot’s the purpose? | another meeting?!?! … sigh | organizational trust: top-down and bottom-up | how can change management really produce change? | trust: one building block of success
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

as the late chairman and ceo of intel, andy grove said, “success breeds complacency. complacency breeds failure. only the paranoid survive.”
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heading off course? time to correct

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young man steering a wooden shipbe ready to forgive yourself.

by bill reeb

we need self-acceptance that as human beings we are emotional, have faults, are regularly scared, will make mistakes, are very self-critical, expect more from ourselves at times than is reasonable, and more.

more: it’s all right to enjoy success | make worry work for you | why we have to deal with guilt | are you right where you’re supposed to be? | letting go is not giving up | your obligation to yourself | why we risk change
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

we need to accept the fact that we will commonly sabotage or undermine our own efforts, sometimes consciously, often subconsciously. when we find our psychological and physiological energy heading down one of these destructive paths, rather than pile on and beat ourselves up even more, we need to accept that these detours are both expected and predictable so that we can quickly refocus on more constructive responses.
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sales shouldn’t be scary

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hands using a calculatorhow a funnel will get you there.

by ty hendrickson

no, i haven’t lost my mind, i truly believe that all accountants should love sales.

more: sell your services on value, not price | when did our reaction to “no” change? | build the practice you want in 4 steps | get goal-ready for 2021 | maybe the pandemic isn’t all bad | the real problems created in a remote workforce

goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

it is well known that the general sentiment in our industry is that business development is terrifying and not what we were trained to do as accountants. in reality, the fundamentals of sales are actually what accountants do best – number manipulation. once the framework of sales is broken down to a numbers game, it becomes fun, exciting and dare i say, easy!
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you’re selling the wrong stuff

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businesswoman in a meeting with a male colleague smiling at him as they sit at a table discussing paperwork over coffeeit comes down to giving clients better business results.

by matt solomon

when you’re struggling to grow your business, success can seem mysterious. you feel like you’re doing everything right: you’re good at what you do, you give clients what they ask for and you work really, really hard. so what’s missing?

more: the path to a conscious business | are you running your practice by default? | your secret weapon for exponential profits
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

the answer is hiding right in plain sight. if you aren’t seeing the growth and success you want to have, chances are that you aren’t selling what clients really want.
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