bissett bullet: the price is right
today’s bissett bullet: “in the accounting world, pricing is always an issue and it needn’t be.”
by martin bissett
see more bissett bullets here
marketing & sales
twelve fundamentals of planning
how much control do you have?
by august j. aquila
price it right: how to value accounting services
there is no time like the present to get ready for the future. here is a checklist of 12 things you should thinking about. remember planning never stops. our environment is constantly changing.
more: six questions before asking for all the referrals you deserve | you only have four strategies | one question to guide your growth plans | five rules for a marketing orientation | the damage that traditional fee methods do | four ways to prepare for new business development | ten keys to marketing success
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- what business am i in? are you in the automobile business or the transportation business? one is very narrowly defined and the other can broadly include anything that moves people or products. make sure you understand your business model and purpose.
six questions before asking for all the referrals you deserve
and how to approach your clients.
by august j. aquila
price it right: how to value accounting services
you would think that if you do a good job, you should get all the referrals you need. unfortunately, this is not always the case. sometimes, you must ask clients and referral sources for referrals. and many times, professionals just don’t know how to ask.
more: you only have four strategies | one question to guide your growth plans | five rules for a marketing orientation | the damage that traditional fee methods do | four ways to prepare for new business development | ten keys to marketing success
before you set up that next meeting to ask a client for referrals, ask yourself the following types of questions:
- have i provided meaningful service to the client?
bissett bullet: know when to quit
today’s bissett bullet: “you know that potential new client who never returns calls or emails? following up with them regularly is disciplined but also desperate.”
by martin bissett
see more bissett bullets here
four things better than a company song
how to nurture motivation.
by bruce marcus
professional services marketing 3.0
editor’s note: 卡塔尔世界杯常规比赛时间 was privileged to have a long relationship with bruce w. marcus, who was ahead of his time in his thinking and practice in marketing for accounting. we are publishing some of the late expert’s evergreen work, which retains wisdom for the present.
at microsoft, they worry about motivation. when everybody who holds any kind of a responsible job is making more money than any of them ever dreamed they would, and when they’re in an industry that would pay anything to hire them away, how do you motivate people? how do you get them to stay, and to produce at the high levels demanded by microsoft and other high-tech companies?
more: secret marketing formula: get one client at a time | everyone in your firm is marketing | accountants vs. lawyers: who wins the marketing battle? | professional services marketing requires flexibility | how to set marketing objectives | how marketing in accounting has evolved | accounting marketing 3.0: new rules | nine fundamentals for a healthy marketing culture in an accounting firm
two ways. first, microsoft appeals to what creative people crave most – the opportunity to do great work, and then recognition for it by seeing it used. then they build a culture and a business to sustain that creativity. second, they hire the right people. they hire only those people who are motivated by what they have to offer. and it works. it’s one of the things that makes microsoft a great and successful company.
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