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today's features

cas prospects want proof? you’ve got that

track your sales success and your existing clients can help.

by hitendra patil
client accounting services: the definitive success guide

as you hone your sales discovery process, you will see that asking and telling is not enough. you need to “show” as well.

more by hitendra patil: the dna of advisory-cas | advisory is not consulting | what exactly is client advisory services? | review your cas offerings | cas prospects want proof? you’ve got that | what ai ceo’s warning means (and doesn’t) for accountants | ditch the sales pitch | how to get cas clients to blow your horn | four questions for choosing cas clients | what is your firm’s marketable value? | seven tips for cas marketing | twelve things that kill your cas profits
exclusively for pro members. log in here or 2022世界杯足球排名 today.

what you show during the discovery discussion are your client accounting services sales collaterals. they are the “proofs” that you actually do what you say. these collaterals answer the often-unexpressed question in the prospect’s mind “what will i get?” for your cas sales process, the following are some examples of the sales collaterals:
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growth strategies

how to bring core values into your accounting firm

plus eight tips for hiring and growing a team.

by jackie meyer

we’ve touched on core values quite a bit, and for good reason: they are the north star for your firm’s culture and decision-making. especially as you hire, incorporating core values into your team practices ensures you don’t lose the essence of what makes your firm special. let’s delve a little deeper into identifying and integrating those values with your team.

more: ten key guidelines for accounting staff | hiring strategies for your dream team | streamline your operations with systems and processes | from compliance to advisory: shifting the value proposition | how i became an accidental entrepreneur | build a seven-figure firm in four hours a week
exclusively for pro members. log in here or 2022世界杯足球排名 today.

if you haven’t formally defined five to seven core values for your practice yet, now’s the time. this isn’t just corporate fluff – done right, it’s a strategic compass. some tips to pin them down:

reflect on your beliefs: think about the principles most important to you in how you conduct business and life. is it integrity? family? innovation? helping others? these are usually one-word or short-phrase concepts that resonate deeply.

leadership

is your firm culture an asset or a liability?

leadership must drive it.

by anthony zecca
leading from the edge

“culture is like the wind. it is invisible; yet its effect can be seen and felt.” – bryan walker, partner and managing director, ideo

edge leaders are magnificent creators and stewards of a winning culture. i use the concept of “creating” because, regardless of what process is used to develop the culture of the firm, it is the firm leader who either gives life to it or modifies it through action and communication.

more by anthony zecca
exclusively for pro members. log in here or 2022世界杯足球排名 today.

edge leaders reflect the firm culture in all their actions, and they focus on ensuring that the firm’s performance is achieved within the culture and roadmap (strategy) that creates a standout, high-performing firm.
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bissett bullet: objections are opportunities

today’s bissett bullet: “if a prospective client objects to something in our proposal, that’s exciting. objections show that they care and are considering using us.”

by martin bissett

let’s redefine terms. let’s say that an objection being raised is actually better phrased as a concern being raised, and that we are in the business of resolving concerns to the satisfaction of the potential client.

when viewed in those terms, objections do not seem so scary. we can return to the true job of talking with another professional (in the form of our prospective client) to reach an agreement as to whether we should work together or not.