why recurring fees could kill your practice
think of regular income as a challenge.
by martin bissett
business development on a budget
marketing & sales
management styles: partnership vs. corporate
bonus checklist: 25 best practices for managing partners.
by marc rosenberg
cpa firm retreats
in firm management and governance, we find two distinct management styles: partnership vs. corporate.
partnership style. democracy heavily impacts the way partnerships are governed. in a democracy, every partner has a vote and there is a “majority rules” mentality. a system of checks and balances prevents leaders from becoming dictators. the “citizens” want a reasonable amount of input into decisions.
more on retreats: 30 marketing and growth questions to cover at a retreat | how marketing for cpa firms is different | why create a marketing plan? | thinking of merging? discuss it at a retreat | how to take action after a retreat | 12 simple rules for a retreat | leave your retreat with a to do list | every retreat needs a leader, but who? | retreats are no place for clowns | who should participate in a retreat? | retreat logistics: how long, what kind? | what should cpa firms discuss at retreats? | why do cpa firms conduct retreats?
in a partnership style, partners have “certain inalienable rights” like:
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banish the idea that selling is difficult
don’t take rejection personally.
by martin bissett
business development on a budget
30 smart marketing and growth questions
drill down on what is working and what isn’t.
by marc rosenberg
cpa firm retreats
it’s always a good time to ask the right questions of your marketing strategy is always. but most firms save the heavy lifting for their annual retreats.
before formally beginning the discussion part of the session, it’s always a good idea to begin by asking participants what they want to be sure to cover.
more on retreats: how marketing for cpa firms is different | how to take action after a retreat | 12 simple rules for a retreat | leave your retreat with a to do list | retreats are no place for clowns | retreat logistics: how long, what kind? | why do cpa firms conduct retreats?
as issues are suggested, write them down on a flipchart.
how to choose clients right
questions to ask, plus a welcome letter for those who make the cut.
by michelle long and sandi leyva
the ultimate accounting virtual conference
you really need to have confidence when you’re discussing your fees with your clients and realize that you may lose some clients. that’s okay because they’re probably not the kind of client you want to have anyway.
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
i had one conference participant say, “many ask about price but i now see it as an opportunity to explain the value i can provide.” that’s great, i like it. someone else suggested saying, “it seems like responding to price is your primary concern.” that puts it back on them to let them explain it and so that’s a good idea as well.
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