Wishful thinking? by Bruce W. Marcus Professional Services Marketing 3.0 CPA Trendlines research has uncovered the startling fact of the wide disparity between how accounting firm management perceives their own performance and how their clients see their performance. (Join the survey; get the results.) RELATED: Your Clients Love You? What If You’re Wrong? • The Three Degrees of Risk • Four Essential Habits for Building Client Trust • The Nine Hallmarks of a Marketing Culture • The Four Cornerstones to Building A Marketing Culture • Getting the Client is Only Half the Battle • Practice Development: It’s Not Rocket Science • Nine Fundamentals for a Healthy Marketing Culture in an Accounting Firm • Another consideration of risk lies […]
Topic: new clients
The four flavors of new clients. By Hitendra Patil Pransform Inc. Tax season is over and you made it through the home stretch, significantly tired but scraped through! Now is the time to rethink your business model on the new learning from tax season and to restart looking for new clients. You don’t want to create more “C clients” that suck the energy, time and profits like a vortex. Not sure how to estimate the value of your prospects? You may want to learn their shopping habits.
4 essential habits for building client trust. By Bruce W. Marcus In the firm with a strong marketing culture, getting the client is only half the battle. The other half is keeping the client. It’s done with more than just doing good work. In fact, most clients, surveys tell us, don’t really know how good or how bad your work is. Why should they? It’s not the business they’re in. They have to trust the accountant. More Professional Services Marketing 3.0: • The Four Cornerstones to Building A Marketing Culture • The Nine Hallmarks of a Marketing Culture • Getting the Client is Only Half the Battle • Practice Development: It’s Not Rocket Science • Nine Fundamentals for a Healthy […]
How to learn from clients’ spoken and unspoken needs and desires. By Sandi Smith Leyva, CPA Accountant’s Accelerator I feel extremely fortunate to have such a wonderful set of clients that I have learned much from the last few years. Here is a list of lessons learned that I hope will inspire you to work with your clients in new ways.
…And spell success. by Bruce W. Marcus Professional Services Marketing 3.0 Typical proponents of Professional Services Marketing 3.0 are accountants who have learned to think and act like marketers, accountants who have developed new kinds of accounting firms, and new kinds of governance structures.
By Marc Rosenberg How CPA Firms Work The CPA’s training is geared to identifying problems that clients are experiencing and giving recommendations for improving the company. This leads to producing what is known as the “Oh wow” feeling from a client. Efforts to super-please clients are what it takes to satisfy clients’ needs, retain them year after year and get them to make unsolicited referrals of other companies. Here are 20 things that CPAs do that their clients rave about: