marketing & sales

seven reasons your growth plans are stalled

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by sarah johnson dobek
inovautus consulting

growing a cpa firm isn’t easy. there are many dynamics that must align to get a team rowing in the right direction.

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

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with a distinct gap between growth rates of the best-performing firms and the rest of the pack it’s no surprise that high-growth accounting firms have a “secret sauce.”

today we’ll identify seven reasons why low-growth cpa firms struggle a bit more than their high-growth counterparts. read more →

five ways to grow new service lines

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you may have to manage them differently.

by sarah johnson dobek
inovautus consulting

as more and more cpa firms venture into consulting services, they will be faced with the question of how they should expand their non-traditional services. some of the more common service areas include technology, wealth management and specialized consulting services for a niche or industry.

more: how crisis illuminates your biz dev skills | take the pressure of ‘selling’ out of ‘cross-selling’ | don’t confuse marketing with biz dev | business development and sales aren’t scary
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

as firms look to these affiliated service lines and entities to be part of their growth, the move often presents some major challenges. here are a few tips to help avoid or address some of the most common challenges.
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don’t confuse marketing with biz dev

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or your revenue growth could get stuck.

by sarah johnson dobek

marketing and business development. when these two functions work in tandem, accounting firm growth can soar. however, too often, misaligned – or unclear – goals and expectations lead these two revenue generators to work independently and become counterproductive.

more: do you ask the right questions to deepen client relationships?
goprocpa.comexclusively for pro members. log in here or 2022世界杯足球排名 today.

many professionals get tripped up trying to do both at the same time, so understanding the goal of each is key to a successful growth strategy for accounting firms:

  • marketing: as a one-to-many activity, marketing amplifies your message to build brand awareness and help generate new leads. this includes, but is not limited to, creating thought leadership that feeds the website, social media, and email communications; advertising; event management; identifying potential buyer groups and understanding their personas; and researching new areas for service line and industry growth. these strategies and tactics bring potential new clients and existing clients into your firm’s orbit, allowing you to develop and nurture those relationships into sales.

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