accountants must shift to a business management mindset
“tomorrow’s accountant is going to be a business expert in a small number of industries, as opposed to the generalists that we were,” brian tankersley says.
marketing & sales
8 steps to make cross-selling work for your firm
two keys: education and incentives.
cross selling in most firms just doesn’t work as well as it could. it is probably the most talked about process in accounting firms and, undoubtedly, one of the most frustrating.
more: the eternal riddle of being an effective leader | grissom and aquila on partner performance evaluations | gross profit in a professional services firm: opening a dialogue | how to get partners to accept a new pricing philosophy | 12 pricing factors beyond cost
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firms constantly give referrals to attorneys, bankers, brokers and financial advisers, but giving a referral to a fellow partner or associate just doesn’t seem to happen. either firms don’t know how to do cross selling, or there are some other hidden reasons for the reluctance to give a referral to someone else in the firm. there is, of course, no miracle cure for this problem, but you can make cross selling more effective for your firm. here’s how.
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the 10 most important words for getting retained
also: what not to guarantee.
by michael rozbruch, cpa
rozstrategies.com
the 10 most important words that must roll off your tongue when it comes to asking for the “sale” must be part of your “close “repertoire. the 10 words are “what credit card do you want to put that on?”
more: why are artists and tax pros afraid to sell themselves? | what do taxes and wedding dresses have in common? | 9 secrets to getting irs penalties removed | 10 tips for maximizing referrals
let’s assume your marketing is working, the phones are ringing and you know how to screen the looky-loos and tire-kickers from qualified prospects because you have a phone script system. you’re scheduling appointments because you have a system and script for that too.
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39 advisory services for accountants
the ultimate checklist to get you started.
by sandi leyva
the complete guide to marketing for tax & accounting firms
when we think about the word “advisory,” we accountants might think of financial ratios. advisory is so much more than that. it’s, in effect, everything we do for our clients that is not compliance work – work required because of government regulations and deadlines.
small firm growth strategies: mix and match marketing channels | marketing materials 201: some advanced tips | make newsletters work for you | technical aspects of video and youtube | how to schedule social media content | speaking: how, where and getting leads from it | partnering: referrals on steroids
here is a comprehensive list of advisory services to consider adding to the compliance services and other services you already offer. each one represents a potential new revenue stream for your business.
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martin bissett: tom’s private life [video]
martin bissett: what tom understands [video]
martin bissett: let’s meet tom [video]
august aquila: what marketers need to know about pricing
martin bissett: the improvement is your value [video]
martin bissett: controlling the sales process [video]
martin bissett: the water law [video]
2019: appetite for growth unabated
firms revisit old initiatives with fresh eyes.
by art kuesel
the rosenberg survey: national study of cpa firm statistics
business development investment continues to increase for growth-minded firms. there’s significant demand for traditional business development training and coaching for individuals at all levels.
more from the map survey: 2019: doing more with less | 2019: the biggest tech changes yet | 2019: three new trends to watch | 2019: client service moves to fore | 2019: shifts in hiring & office space | 2019: firms grapple with change
a handful of firms are pursuing non-traditional business development efforts such as converting a client service professional (partner, manager or supervisor) to part-time or even full-time business development.