And 10 ways to go beyond the expected. By Sandi Smith Leyva The Accountant’s Accelerator If you’ve spent any time at all in business talking with prospects on the phone or in person, then you probably have a list of benefits or advantages that you like to mention about your company to every prospect. You may have a very structured way of going about this, and you may not. In any case, building a prospect kit will help you become even more consistent in the presentation of your company’s strong points to prospects. And, it’s absolutely essential as you move into larger and larger business deals.
Sometimes it really is the thought that counts. By Sandi Smith Leyva The Accountant’s Accelerator You don’t have to be the Ritz-Carlton or Mercedes to provide your customer with a great experience. Just a little forethought and planning will make a huge difference. Here are five tips for your consideration:
Start with these six strategies. By Sandi Smith Leyva The Accountant’s Accelerator When I worked in the corporate world, it was always great to get a raise. Now that I am an entrepreneur, raises are replaced by increases in revenue and profits. More revenue and profits are nice, as long as we’re not working correspondingly more hours. So how can we give ourselves a true raise: work the same amount of hours or less and make more? Here are a few strategies for your consideration:
Try these 6 ideas to stop losing business to competitors. By Sandi Smith Leyva The Accountant’s Accelerator It’s rare that I lose business to competitors, and it’s also not an accident. If you are losing business to your competitors, here are some strategies you can use to “become a category of one,” as they say in marketing.
Serve your clients better and watch your practice revenues grow. By Sandi Smith Leyva The Accountant’s Accelerator The latest marketing strategies and trends are almost as hard to keep up with as the tax law changes these days. Here is a quick taste of four underutilized marketing trends that can solve a couple of issues in the accounting industry and increase firm profits in 2015.
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Tax and accounting firms across the nation are projecting steady revenue gains through the end of 2014 and into the New Year…
Good news for small firms, too, but not as much. For CPA firms, bigger is better and keeps getting better in terms of revenues and profits for the practices and income for their individual practitioners. So say the results of one of the profession’s best-respected monitors of practice management trends and CPA firms’ financial performance, “The National MAP Survey of CPA Firm Statistics: The Rosenberg Survey,” which is based on data from across the profession from solo practitioners to firms with more than $20 million in net fees.
Why you can’t believe your own press clippings. By Gale Crosley, CPA Crosley+Co Ever run a race and immediately sense that you got off to an exceptionally fast start? It’s a good feeling, but if your goal is to beat out the competition there’s really only one way to know for sure how you’re doing. And that’s by marking your progress toward the finish line relative to the other racers. The same can be said of efforts to grow your firm. To gauge your progress you have to get outside your own four walls and see how you measure up to the competition.
Is the question ludicrous? By Bruce W. Marcus Professional Services Marketing 3.0 Looking at the question from a different point of view, the international consultant Patrick McKenna said, “If you’re trying to determine which of the two professions (lawyers or accountants) are the more advanced in their marketing prowess, I’m sorry but I think the very question is ludicrous. More Professional Services Marketing 3.0: 5 Ways to Manage Risk in an Accounting Practice • Even a Random Disaster Can Be Controlled with Risk Management • Managing Risk in Client Relations • 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 keys driving expansion at MiddletonRaines. Editor’s note: In this first-person account, one of the profession’s most dynamic managing partners shares some of the methods behind his firm’s recent successes. By Wesley Middleton, CPA Managing Partner, MiddletonRaines + Zapata LLP As the managing partner of a firm of 37 people, I have felt protective of the strategies we are employing to be successful. I think that is the CPA in me. We will have almost doubled in year two of our firm over year one at the end of this calendar year. How have we done that? By not selling, marketing or managing like a CPA.