Tax Resolution Staff Roles and Responsibilities

An organization chart in a ball shapeNot all preparers are the same.

By Jassen Bowman
Tax Resolution Systems

It is vital that all tax office staff thoroughly understand their role within the organization and comprehend their responsibilities.

MORE: Case Study: Building a Tax Resolution Business | Market to Your Ideal Clients | One-Step vs. Two-Step Marketing | Tax Resolution: A Lucrative Opportunity | 5 Reasons Your Firm Training Needs Nano Learning | How to Turn Routine CPE into a New Marketing Opportunity
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Cultivating a culture of innovation is important, especially for a rapidly growing organization, but order must also be maintained. When everybody knows what’s expected of them, life becomes much happier and people work better together.
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Case Study: Building a Tax Resolution Business

Sending emails from a laptopAutomated touches are the key.

By Jassen Bowman
Tax Resolution Systems

This is the story of a small CPA firm (three partners at the time, now five) in New York City that hired me in January 2011 to help them grow their tax resolution business.

MORE: Market to Your Ideal Clients | Follow Up with Leads Longer | 5 Daily Tasks for Maximum Tax Resolution Profitability | 4 Problems with the Tax Resolution Industry | When Tax Filing Season Is Over, What’s Next?
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This was one of my first such consulting projects. I worked with them to create a written, systematic and scheduled marketing process to drive sales of this service, which then fed sales of their other service offerings.
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Market to Your Ideal Clients

Three arrows in center of bull's-eyeNetting just one recoups your costs.

By Jassen Bowman
Tax Resolution Systems

The ideal client prospecting campaign is established with the distinct goal of creating a relentless, never-ending effort to literally have 100 percent of these prospects become your client.

MORE: Follow Up with Leads Longer | Marketing Requires Ruthless Accountability | First, You Need Clients | The Tax Resolution Client Intake Checklist | How to End the Tax Revenue Roller Coaster with a Four-Season Practice Model
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For most firms, this list won’t be that long. It may run from as little as a dozen ideal prospects, to at most a couple hundred.
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Follow Up with Leads Longer

Businessman typing on laptop, shadows of envelopesDo it right and you may not need any new leads.

By Jassen Bowman
Tax Resolution Systems

To put it bluntly, if you’re not actively marketing to your lead database on a regular basis, then you wasted the money you spent to obtain those leads in the first place.

MORE: Marketing Requires Ruthless Accountability | One-Step vs. Two-Step Marketing | Tax Resolution: A Lucrative Opportunity
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One amazing fact about sales has held true for nearly a century: The majority of sales are closed after the fifth contact. This fact holds true for any industry, and the number of contacts required to close a sale increases as the price point of the product or service increases.
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Marketing Requires Ruthless Accountability

Jassen Bowman: "Client dollars are really the only vote that matters when it comes to marketing decisions.""Lists are not leads."

By Jassen Bowman
Tax Resolution Systems

At all times and in all circumstances, you need to hold your marketing ruthlessly accountable for results.

MORE: One-Step vs. Two-Step Marketing | 5 Daily Tasks for Maximum Tax Resolution Profitability | First, You Need Clients | Tax Resolution: A Lucrative Opportunity | 4 Problems with the Tax Resolution Industry | The Tax Resolution Client Intake Checklist
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This is an inherent difference between direct response marketing and image advertising or branding. In a practical sense, this means that you need to test, track and measure everything you do in your marketing.
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Are You on the Right Side of the Desk?

Older businessman sitting at desk holding phoneCombining media makes your message more effective.

By Jassen Bowman
Tax Resolution Systems

Whenever possible, you want to be speaking to prospects from a superior position. In marketing, this concept is called being on the right side of the desk.

MORE: One-Step vs. Two-Step Marketing | 5 Daily Tasks for Maximum Tax Resolution Profitability | 4 Problems with the Tax Resolution Industry | When Tax Filing Season Is Over, What’s Next?
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Fortunately, this should be an easy concept for us as professional service providers to understand. We may not put much thought into it, but we are more inclined than most business owners to approach what we do from a position of authority and expertise. It may not sound very profound to you, but it really is what separates a professional from a mere salesman.
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One-Step vs. Two-Step Marketing

There's room for both, but be smart about how you use them.

By Jassen Bowman
Tax Resolution Systems

The number of steps that a lead must take in order to receive your full marketing message is an important consideration when planning marketing campaigns and media purchases. Generally, the more steps that a lead must take in order to enter your marketing funnel is going to increase the quality of your leads, but decrease the quantity.

MORE: 5 Daily Tasks for Maximum Tax Resolution Profitability | First, You Need Clients | The Tax Resolution Client Intake Checklist | How to End the Tax Revenue Roller Coaster with a Four-Season Practice Model | How to Turn Routine CPE into a New Marketing Opportunity
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For most marketing funnels, you want the process of becoming a prospect to be as simple and easy for the prospect as possible. The matter of one-step versus two-step marketing is largely a matter of media.
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