today's features

seven tips for cas marketing

plus one for referrals.

by hitendra patil
client accounting services: the definitive success guide

we asked about sales and marketing methods as part of the accounting profession’s largest cas survey. among firms offering client accounting services, the chief means for gaining new cas business is “proactively seeking referrals” and the firm’s “website,” each at 48 percent. networking at local/regional/national events follows at 35 percent.

more by hitendra patil: the dna of advisory-casadvisory 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
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the other marketing methods deployed by cas firms are:

  • networking at local / regional / national events: 35%
  • search engine optimization: 14%
  • influencer or social media marketing: 11%

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craft tiered service packages for maximum impact

illustration of three tiers of service offeringhow to turn an otherwise intangible offering into a clear product.

by jackie meyer

we have shifted your mindset and model: you’re focusing on advisory value and pricing for roi. now, let’s get practical about structuring your services in a way that attracts the right clients, maximizes value per client and simplifies your operations. enter tiered service packages.

more: master the roi method: price for value, not time | from compliance to advisory: shifting the value proposition | niche down to scale up | how to define your vision | how i became an accidental entrepreneur | build a seven-figure firm in four hours a week
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offering your services in tiered packages (rather than ad-hoc or one-size-fits-all) can be a game-changer. it provides clarity for clients, helps you avoid scope creep and increases your revenue by capturing different levels of client needs.

at meyer tax consulting (my firm), we developed a structured tiered approach, which i’ll use as an example. you can model your own tiers similarly, customized to your niche and strengths.
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23 insights from 100 episodes of the disruptors

23 insights from 100 episodes of the disruptors

editor’s note: 卡塔尔世界杯常规比赛时间 research is celebrating the 100th episode of the disruptors, hosted by liz farr. here, liz reflects on the lessons learned and what they portend for the profession.

the disruptors
by liz farr

for 卡塔尔世界杯常规比赛时间

when this show began, the goal was to disseminate ideas that would improve accounting. we wanted the world to know more about people doing things differently than their parents’ or grandparents’ accountants. maybe a firm owner would hear something they could experiment with. or a manager would hear something that the ownership group might be willing to implement. someone with just a few years of experience – or even no experience – would learn about firms that are great places to work. or someone at any level would be inspired to hang out their shingle because of the many examples of people just like them who have done just that.

卡塔尔世界杯常规比赛时间 celebrates: the 100th episode of the disruptors

more streaming: paul dunn: from standard, to stand out, to stand forjacob schroeder: ai won’t replace accountants—but it will reveal who’s replaceableditching corporate america: the bold story behind pbs accounting’s rapid rise | jean zick: happy team = happy clients | breslin & greathead: be a client advocatedominic piscopo: clear pay=bargaining powerdebbie kilsheimer: stop thinking small | dave kersting: collaborate with co-firming | ashley francis: ai’s a partner, not a replacement | richard roppa-roberts: collaboration over competitionira rosenbloom: m&a numbers are easy – culture fit is hardroman villard: ditch the suit & shinemonique swansen: align firm values with servicestina mcgill: how to create lasting client impactstefan van duyvendijk: develop operational mindsetsteve evans: why traditional hiring methods fail | roger knecht: can you be an accountrepreneur?beth whitworth: focus on outcomes not hours |mike sylvester: learn to say nosalim omar: identify your client’s $100,000 problem | jackie meyer: earn more with fewer clients

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accounting is changing, thanks to the willingness of firm owners, consultants, coaches, innovators, and thought leaders who have generously shared their intellectual capital. over the last several years, it’s been a privilege to tap into the collective wisdom of the disruptors of this profession.

these conversations provide hope and guidance for the profession. while far too many firms still operate the way they have for decades, with long hours, nonexistent work-life balance, toxic culture, terrible clients, difficult co-workers, and micro-managing bosses, there are many, many firms out there that do not operate that way. we’ve heard through the grapevine that being a guest on this show is a badge of honor. however, we feel even more honored by all the amazing guests and their willingness to openly share their struggles, hopes, and ideas for making accounting better for future generations.

here are 23 of the most important insights from 100 conversations with disruptors.

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bissett bullet: the purpose of marketing

today’s bissett bullet: “in direct terms, the purpose of marketing an accounting business is to put appointments with ideal clients in your diary that would be unlikely to have arisen any other way.”

by martin bissett

granted, you still have some work to do if you are to convert these opportunities into fee-paying clients, but if your diary is full then you are getting it right. if on the other hand, your marketing endeavors are not generating appointments, then something will need to change.

today’s to-do:

how many appointments have you booked in the last month as a direct result of your marketing? if you are happy with that number, fantastic. if not, a review is needed.

see more bissett bullets here

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