marketing & sales

6 biz dev metrics accountants should measure

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business diagramme with magnifying glass, workplace businessman.yes, you can do marketing with a spreadsheet and a checklist.

by sandi smith leyva
the accountant’s accelerator

one way to help accountants embrace marketing is to fill training sessions with spreadsheets and numbers, things that most accountants love working on. there’s a lot of insecurity around learning marketing, but when accountants hear they need to do some spreadsheets first, they dive right in.

more on small-firm growth strategies: 5 areas to improve client acquisition success  |  are accountants newsworthy? you bet!  |  when accountants don’t know they don’t know  |  seven hot lead generation methods for accountants   |  what stage of business are you in?  |  8 essential ingredients for your new client welcome kit  |  4 ways small firms can surpass larger firms  |   rebuttal: the 3 most unused marketing methods for accountants

here are six numbers we suggest you track: read more →

can you hear me now?

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eight reasons why accounting firms need to work on internal communications first. by bruce w. marcus a terrific definition of chaos is when a client asks two different people in your firm the same question – and gets two different and … continued

your clients love you? what if you’re wrong?

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a short discourse on random and statistical risk. by bruce w. marcus professional services marketing 3.0 risks are different in context and magnitude. a good mathematician can often statistically quantify the boundaries of risk, such as telling you that one … continued

managing risk in client relations

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wishful thinking? by bruce w. marcus professional services marketing 3.0 卡塔尔世界杯常规比赛时间 research has uncovered the startling fact of the wide disparity between how accounting firm management perceives their own performance and how their clients see their performance. (join the … continued

the secret formula for getting new clients

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the 16-step plan to focus on landing one new client at a time. by bruce w. marcus professional services marketing 3.0 here’s a little secret about accounting marketing: it always comes down to selling the individual clients – one by one. more … continued

the three degrees of risk

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r-i-s-k: it’s amazing that so simple a four-letter word can be so complicated. by bruce w. marcus there are risks with dire consequences and risks with negligible consequences. there is risk in every human enterprise; in every trade or endeavor. … continued

the 5 worst marketing methods for accountants

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update: see the rebuttal, “the 3 most unused marketing methods for accountants“

by sandi smith leyva
the accountant’s accelerator

there are a couple of dozen different marketing methods that you can use to build your practice, but they are definitely not created equally. in fact, some are so ineffective and costly that we really try to steer people away from them. here are five of the worst for building your practice. read more →

how to leverage your most valuable asset

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accountants are just beginning to understand the untapped opportunities in their clients and referral sources.

by sandi smith leyva
author, “10 keys to doubling your revenues”

one of the most valuable assets i have is my list of clients.  i wouldn’t be in business if it weren’t for my clients, and i am grateful for each of you every day.

keeping a formal list of clients and subscribers in a list management system is often overlooked and frequently underutilized, especially in our industry.  there are a couple of reasons for this.  one is that some accountants are just beginning to understand the five big revenue-building reasons to understand the power of email marketing.

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ten things every firm needs to make clear firmwide

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the main categories of information for internal communications and management. by bruce w. marcus professional services marketing 3.0 while the substance of information varies from firm to firm, there are 10 categories that cannot go unconsidered: