what accountants are learning about marketing.
by bruce w. marcus
professional services marketing 3.0
today’s accountants understand that, unlike most other occupations, they must be active participants in the marketing process, at least as suppliers of grist for the marketing mills, and certainly as part of the ultimate selling process. read more →
by jean caragher
capstone maketing
networking continues to be the most effective way for cpas to generate new business. yet, networking remains a marketing activity that many cpas consider uncomfortable and intimidating. how can you resolve the risk and reward of networking? read more →
by robert j. lees
and august j. aquila
creating the effective partnership
as much as a firm’s performance is driven by partner engagement, partner engagement is driven by performance goals. our research shows that when partners’ performance goals – individually, as a team or department – are misaligned with the firm’s strategic initiatives, the firm will suffer.
we see this too often in multilocation, multinational firms where what’s important in one location isn’t in another and, as a result, it’s downplayed in favor of local priorities. unfortunately, though, it’s the whole firm that suffers, not just the initial location. read more →
sage’s jennifer warawa: innovation isn’t an event. it’s a continuous process. #sleeter2013 pic.twitter.com/cxgmax7t6w
— (@cpa_trendlines)
60% of buying decisions are made before talking to a seller. what else? see pic
clients want problem-solvers #1.
value pricing is the only pricing a buyer understands. the rest is noise.
“@cpa_trendlines: who’s you’re competition when everyone is you’re competition?”
zen koan of day: rt @cpa_trendlines who’s ur competition when everyone is ur competition?
redefining success for
today.
do the math: double your rates. lose half your clients. get a life.
only ‘a’ clients are worth the work. pic pic.twitter.com/sfzmjkpjbl
what if you invest in training staff and they leave? er… what if you don’t, and they stay?
7 principles of small, easy innovations. pic pic.twitter.com/zpabwjyzoy
what’s holding you back?
by sandra smith leyva
author of “10 keys to doubling your revenues“
a long time ago, a participant in one of my classes passed a note to me that said, “the only people who like change are babies.” i believe everyone will agree that change is not easy until you develop a skill to embrace it.
here are five quick questions for your consideration:
cpas slow to adopt marketing automation.
too many firms are failing to leverage their websites to capture leads, and the state of the art of using marketing technology to automate the lead nurturing process is in its infancy, according to the author of a new study of 150 cpa firms.
[pro members get the full report]
by hitendra patil
pransform inc.
here are five tech solutions, not in any particular order, that you can use now to help improve your revenue and profit:
good partner meetings don’t happen by accident.
they take commitment and careful planning. marc rosenberg (rosenberg map survey, 2013-2014 edition) has facilitated hundreds of them. so this 20-item checklist on the format, focus and agenda for planning effective partner meetings should come in handy for some firms, here:
a small cadre of tax and accounting firms is rewriting the rules of practice management to make more money, grow their firms and serve clients better.
there will be winners and losers. take a cue from the winners in how the new breed is changing everything…
– rick telberg
president / ceo
read this week’s complete research update
“pioneer” firms are beating the competition on all measures. here’s how they’re doing it.
[ pro members get the instant download: succeeding in the new economy ]
by rick telberg
by any measure – revenues, profits, shareholder value, technology, client retention, talent development – the profession’s small minority of bold innovators are quickly seizing market share from late-comers and establishing new standards for the rest of the profession, according new data studied by 卡塔尔世界杯常规比赛时间.
by one reading of the data, some 73% of firms are in danger of falling hopelessly behind, while 8% of firms — representing all sizes — are surging ahead. not surprisingly, then, two-thirds of cpas are bracing for upheavals in ownership and management at their firms.
but some small, focused changes hold the potential for yielding big results. today’s owners need to be smart about how to deploy their precious resources of time, money and talent. and there may be as many right answers as there are difficult challenges.
卡塔尔世界杯常规比赛时间 believes that firms don’t need to become pioneering innovators in all areas of the business, but if they can take initiatives on one, two or three at a time, they may be able to nudge their firm out of the undifferentiated mainstream and into the vanguard of excellence and success.
define measures of success and timesheets.
by robert j. lees
and august j. aquila
creating the effective partnership
current thinking suggests that people who focus on a few key goals have a greater chance of achieving or surpassing their goals and all of our work confirms this is true.
in our research into what truly successful managing partners do, one of the things the successful managing partners do that differentiates them from their peers is to focus their partners’ efforts on the firm’s key deliverables as a way of avoiding dissipation of energy and a loss of momentum. read more →
