marketing & sales

12 branding tips

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man and woman holding briefcasesappearances matter.

by ed mendlowitz
the 卡塔尔世界杯常规比赛时间 practice doctor

branding is part of marketing, but requires you to come up with a unique identity toward your specialty.

more on marketing: how to meet referral sources | 8 considerations with new clients | how to prepare returns for a multiple-year non-filer | how to conduct business valuations and forensic investigations | yes, accountants can perform conflict resolution | offering second marriage assistance | what you need to start a financial planning discussion | tax projections: how and why | how to raise client awareness of services
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

tax department branding can be done as part of the overall firm, or separately.
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how to meet referral sources

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illustration of different types of people connected9 tips you can start implementing today.                                                                                             
by ed mendlowitz
the 卡塔尔世界杯常规比赛时间 practice doctor

referrals should be your greatest way of obtaining additional business and in particular tax services.

more on marketing: 8 considerations with new clients | 11 ways to get more tax clients | structuring partnership and buy-sell agreements | the 64-point business startup checklist | how to offer second opinions | how to offer employment compensation assistance | basic budgeting for clients | guiding heirs | 11 questions to ask every tax client | add new revenues with tax prep follow-ups | marketing vs. selling: both must serve the client first
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

referrals do not just come from existing clients, but can come from almost everyone you know. referrals are made by people who believe
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think growth, not marketing

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man and woman chatting over a cup of coffee inside a cafe or restaurantadd product management skills to the mix.

by gale crosley

the next time you’re in a starbucks, conduct an informal survey of the millennials sitting and sipping around you. ask their college major, or the field they’re working in currently.

more crosley: channels, not referrals   |  technology will solve labor shortages  |  four-part plan to re-ignite revenue growth  |  not all fish need audits  |  the three elements of growth strategy  |  defining the new business model  |  the new growth evolution  |  at the best firms, growth is no accident

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

i’d wager that in the time it takes you to order and consume a grande iced coffee or chai latte, you’ll have identified at least three people whose answer included the word “marketing.”

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8 considerations with new clients

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businessman expressing refusal with open handssometimes you should say no.

by ed mendlowitz
the 卡塔尔世界杯常规比赛时间 practice doctor

we all want additional business, but sometimes the client should be vetted to determine if it is a good fit for your firm and if there are any danger signs.

more on marketing: more on marketing: 11 ways to get more tax clients | how to sell bundled tax services | 7 questions for succession planning | 15 points to buying or selling a business | 9 questions to ask about divorce and taxes | guiding clients in investment allocation and management | why cpas are suited to financial planning | how to suggest more services | adopt a marketing mindset
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

following is a checklist that could help you in making a decision to accept the client.
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11 ways to get more tax clients

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hand with money fanned out against tax return formplus 22 ways to get additional business clients.

by ed mendlowitz
the 卡塔尔世界杯常规比赛时间 practice doctor

a target is the result of a plan.

more on marketing: how to sell bundled tax services | how to prepare returns for a multiple-year non-filer | how to conduct business valuations and forensic investigations | yes, accountants can perform conflict resolution | how to counsel on retirement planning | investment clubs and how to counsel them | offering second marriage assistance | what you need to start a financial planning discussion | tax projections: how and why | how to raise client awareness of services
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

so, what is your plan?
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how to turn routine cpe into a new marketing opportunity

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cpe: it’s not just for staff.

by jassen bowman
tax resolution systems

as public accounting firms continue to make strides in the modernization of their business development processes, there is one unique opportunity that they might be overlooking: in-firm cpe offerings.

more by jassen bowman: how to end the tax revenue roller coaster with a four-season practice model  |   tax filing season is almost over. what’s next?  |  more

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

about half the accounting firms i speak with each week tell me that they produce a significant amount of their continuing education training in-house. these programs are most often created and delivered by the firm’s own subject matter experts, and are delivered to staff not just to fulfill cpe requirements, but to directly improve the skills of these accountants.

what most firms miss, however, is that these presentations are also an opportunity for the firm to showcase their capabilities to both prospects and existing clients.

in short, think of your in-firm cpe programs as a content marketing opportunity.

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growth strategies: think channels, not referrals

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just as cpas apply rigorous discipline to deliver services, so too can firms achieve growth.

by gale crosley
crosley co.

you know the services your firm has to offer and you know who your target buyer is. in order to drive growth you need to align these elements in an act of strategic matchmaking. if you’ve been relying on referrals as a way to achieve this you’re operating with about one-and-a-half hands tied behind your back.

more crosley: survey: technology will solve labor shortages  |  four-part plan to re-ignite revenue growth  |  not all fish need audits  |  the 4 new growth engines in today’s marketplace  |  change catches up with auditors  |  the 6 elements to sustainable growth for cpa firms  | jody padar’s new vision for the ‘new accounting’  |  reality check: achieving world-class growth requires real-world intelligence  |  crosley: the new growth evolution  |  expand your vision and expand your business  |  leveraging leadership: a new way of looking at growth  |  are you creating a sustainable firm?  |

video: the three elements of growth strategy  |  defining the new business model  |  the 3 hallmarks of the ‘new accounting’ business

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

the required firepower cannot be unleashed by occasional meetings and introductions. instead you need to energize your efforts by cultivating focused channels of distribution. this will take your efforts from tactical to strategic and lead to a more powerful growth experience.

a distribution channel is the way you find your buyers and they find you in large numbers. distribution channels are the individuals, businesses, organizations, websites, events, publications and places your buyers prefer. the possibilities are limited only by your knowledge of your prospective buyers and your ability to seek them out. the best channels are those your competitors have never considered. read more →

how to sell bundled tax services

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flat fees relieve “clock watching.”

by ed mendlowitz
how to build a stronger tax practice

following are two sample engagement proposals for tax return preparation bundled with additional financial planning and business planning services.

more on marketing: how to prepare returns for a multiple-year non-filer | structuring partnership and buy-sell agreements | the 64-point business startup checklist | how to offer second opinions | how to offer employment compensation assistance | basic budgeting for clients | guiding heirs | 11 questions to ask every tax client | add new revenues with tax prep follow-ups | marketing vs. selling: both must serve the client first
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

letter 1:
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how to prepare returns for a multiple-year non-filer

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man staring at pile of paperworkthese clients might need a (gentle) push.

by ed mendlowitz
the 卡塔尔世界杯常规比赛时间 practice doctor

it is not unusual to meet with potential clients that have not filed tax returns for many years.

more on marketing: structuring partnership and buy-sell agreements | 7 questions for succession planning | 15 points to buying or selling a business | 9 questions to ask about divorce and taxes | how and why to offer estate planning | why cpas are suited to financial planning | how to suggest more services
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

with these clients it is important to get them to understand the seriousness of their situation and that the sooner they comply, the greater the likelihood that the worst they would be subject to would be penalties for late filing and payment if they owe money.
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structuring partnership and buy-sell agreements

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number 20 with target and arrows in center of zeroa 20-point checklist.

by ed mendlowitz
the 卡塔尔世界杯常规比赛时间 practice doctor

this service puts the accountant in the role of a mediator attempting to resolve conflicts and to serve as a facilitator to move things along to accomplish stated goals.

more on marketing: how to conduct business valuations and forensic investigations | yes, accountants can perform conflict resolution | how to counsel on retirement planning | investment clubs and how to counsel them | offering second marriage assistance | what you need to start a financial planning discussion | tax projections: how and why | how to raise client awareness of services
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

who needs this service

many businesses do not have shareholders’ or buy-sell agreements.
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7 questions for succession planning

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this work uses our highest skills.

by ed mendlowitz
the 卡塔尔世界杯常规比赛时间 practice doctor

clients who own businesses should have a plan of succession.

more on marketing: how to conduct business valuations and forensic investigations | the 64-point business startup checklist | how to offer second opinions | how to offer employment compensation assistance | basic budgeting for clients | guiding heirs | 11 questions to ask every tax client | add new revenues with tax prep follow-ups
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

one plan should be for when and how they will retire, and another for if they should die while they are in full control of the business. things happen and will happen and can be devastating to the family – financially and emotionally.
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how to conduct business valuations and forensic investigations

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includes a sample preliminary document request.

by ed mendlowitz
the 卡塔尔世界杯常规比赛时间 practice doctor

business valuation is performing appraisals of businesses for many uses and reasons.

more on marketing: the 64-point business startup checklist | 15 points to buying or selling a business | offering elder care assurance services | 9 questions to ask about divorce and taxes | guiding clients in investment allocation and management | 11 questions to ask every tax client | add new revenues with tax prep follow-ups
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

forensic investigations relate to disputes that are in or will lead to litigation.
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the 64-point business startup checklist

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multiple question markshelp your clients find answers to questions they never knew to ask.

by ed mendlowitz
the 卡塔尔世界杯常规比赛时间 practice doctor

many clients start small businesses and some grow into big businesses. anyone starting a business needs assistance at the beginning from an accountant on choosing an entity, determining the initial capitalization, getting an identification number and setting up the books.

more on marketing: 15 points to buying or selling a business | yes, accountants can perform conflict resolution | how to counsel on retirement planning | offering second marriage assistance | what you need to start a financial planning discussion | tax projections: how and why
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

services also related in this area are buying a franchise, entering into a partnership and structuring investments. all proposed transactions by clients should be reviewed by an accountant for the tax consequences of such activities.
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