what conversion really means for partners
bonus checklists: 9 business development metrics you should be measuring, plus the 7 biggest errors when trying to win new fees.
by martin bissett
passport to partnership
marketing & sales
leave your retreat with a to do list
bonus checklists: 11 criteria for selecting a retreat facilitator, plus a sample summary of retreat goals.
by marc rosenberg
cpa firm retreats
sometimes an outsider brings a fresh outlook, and asks questions that wouldn’t occur to an insider who knows “how it’s always been done.” if you’re considering an outside facilitator for your retreat, keep these criteria in mind:
more on retreats: 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?
1. vast experience consulting to cpa firms. your firm can derive great benefit from the experiences of the consultant. your firm needs to learn about the best practices that the consultant has observed over many years, working with many firms.
4 marketing strategies to use right now
the 5 most common marketing blunders accountants make
how many are you making?
by hitendra patil
proactive marketing is as rare as a marketing plan or a marketing budget at many firms. getting new clients is one of the top 5 challenges for firms of all sizes. accountants seem to be not doing enough of the right things.
more on the entrepreneurial accountant: linkedin adds messaging. finally! | re-learning the lingo of the accounting business | how the “1099 economy” will transform accounting | what cpa firms could learn from google’s alphabet | summer reading list: five great books for the five lives of a busy accountant | four signs the uberization of accounting has already begun | management guru chester elton on success | savvy cpas focus on the constants | more
1. not doing enough to get found by prospects
it is estimated there are about 660,000 cpas in the u.s., 80% of which are believed to be in the corporate world. that leaves 132,000 cpas in practice. and there about 53,000 linkedin profiles that include the word “cpa” in the profile headline. in other words, 1 out of 2 cpas is either not on linkedin or don’t use the profile headline to reflect that they are cpas.
aam honors bruce w. marcus, visionary professional services marketer
visionary professional services marketer recognized by association for accounting marketing the association for accounting marketing has honored the “first professional services marketer” by creating a bruce w. marcus lifetime fellowship member program. effective immediately, all members of the 14-year-old aam … continued
what culture really means for partners
bonus: three outlooks from our exclusive expert council: grundy, pipe, dunn. by martin bissett passport to partnership the passport to partnership study collated a number of responses from existing partners of accounting practices in a conversational style. examples that really stood out … continued
selling vs. attracting to build relationships
break down unspoken barriers. are you just about compliance? by martin bissett winning your first client it’s about time to realize that value is not about time. more bissett: selling vs. attracting to build relationships | when selling, don’t chase new … continued
when selling, don’t chase new fees, attract them
focus on the client’s concerns, not your own. by martin bissett winning your first client let’s start with two simple definitions to avoid any confusion: the purpose of marketing is to create the opportunity. the purpose of business development (sales) … continued
success begins with accountability
8 key questions to get you started. by martin bissett the secret to overcoming failure to correctly implement a successful business development strategy is by “winning your first client” and this starts by being accountable to someone for your performance. … continued
do you realize you’re failing?
be proactive, rather than waiting for business to come to you. by martin bissett have you noticed all of those titles in the local bookstore or at the airport offering us the “key” to this and the “key” to that, … continued
the 12-step program for building better client relationships
turn the habits of everyday friendship into business skills. by jean marie caragher the 90-day marketing plan for cpa firms since strong client relationships contribute to client satisfaction, longevity and lead generation, partners often encourage their managers and staff to … continued
three secrets of high-growth accounting firms
the most successful firms have a lot to teach the rest.
by sarah johnson dobek
inovautus consulting
when it comes to accounting firm growth, there is a distinct gap between the growth rates of the best-performing firms and the rest of the pack.
more dobek: | five ways to grow new service lines | how crisis illuminates your biz dev skills | how crisis illuminates your biz dev skills | how crisis illuminates your biz dev skills | don’t confuse marketing with biz dev | do you ask the right questions to deepen client relationships? | advisory services: real commitment or just talk? | covid: learning how to operate in the new normal
exclusively for pro members. log in here or 2022世界杯足球排名 today.
an ipa survey reports the top firms are growing at a rate of 7%, compared to a paltry 2.8% for the average accounting firm.
- how do these firms grow at such a higher rate?
- what’s their secret?
we see three things high-growth firms do that average firms don’t. read more →
winning your first client
why your first sale is to yourself.
by martin bissett
understanding selling