marketing & sales

set cross-selling goals

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businesswoman at desk smiling as she talks to manmarketing to existing clients offers greater roi.

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

tracking the additional revenue generated by cross-selling is not as important as setting a budget to obtain the additional revenue.

more on marketing: adopt a marketing mindset

the budget should be something that can be reasonably attained. for example, a goal to generate at least one new engagement a month from may through december should not overwhelm anyone.
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adopt a marketing mindset for tax services

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//www.g005e.com/2016/06/11/adopt-a-marketing-mindset/

four ways to identify candidates for cross-selling.

by ed mendlowitz

the average tax return client thinks of accountants as being mainly involved in taxes. also, an accounting firm’s largest volume of clients is usually for tax return services. therefore, a good part of the public image of your firm must come from the tax department.

more: when time-based pricing works | the clients that got away | upselling made painless | boosting a fixed fee substantially | creative ways to retain staff | what cpas can learn from lawyers and doctors | advising cheapskates | getting bonuses from clients | be an accountant, not a salesperson for other things | when clients don’t know
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the tax department must be involved in:

  • strengthening the firm’s brand and name recognition,
  • getting publicity and
  • introducing tax return clients to additional services.

unfortunately, many accounting firms provide very little guidance or training in this area.

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5 reasons cpa firms are bad at succession planning

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older businessman with younger businessman trailing behind himplus 6 aspects of a good succession plan.

by marc rosenberg
cpa firm retreats

what is succession planning?

most of us think of succession planning as a process for identifying and devel­oping people with the potential to fill key leadership positions.

more on retreats: 25 ways to turn good firms into great firms | partner buyout 101 | 27 tough questions every firm needs to address | make more money | 10 benchmarking missteps | how to address partner compensation 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 | every retreat needs a leader, but who? | retreats are no place for clowns | what should cpa firms discuss at retreats? | why do cpa firms conduct retreats?

there is no question that leadership development is the most important part of succession planning. but at cpa firms, much more is necessary. a successful succession plan requires:
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staff best practices … for the firm

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woman training man at computerplus 12 mentoring do’s and don’ts.

by marc rosenberg
cpa firm retreats

if you asked your staff for firm best practices, what would they say?

more on retreats: 25 ways to turn good firms into great firms | 27 tough questions every firm needs to address | make more money | why create a marketing plan? | 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 | who should participate in a retreat? | retreat logistics: how long, what kind? | why do cpa firms conduct retreats?

my thoughts:
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