The secret strategies of high-performing 11-50-person firms. by Rick Telberg While increasing revenue and profitability are important to CPA firms sized at 11-50 persons, the paramount concern for the best, highest-achieving “ensemble” firms is gaining new and replacing lost clients. And their weapons of choice are more likely than low-achievers to be digital: Social media, Online webinars, Search engine optimization, and Internet advertising. The breakthrough research findings are revealed in a new 179-page study, “Marketing and Business Development Strategies at Accounting Firms – 2012 Survey Report, with Commentary and Analysis,” which is available for purchase from CPA Trendlines parent Bay Street Group LLC. The study shows trends within the profession, distinguishing between high-performing firms and low-performing firms, based on time-tested proprietary CPA Trendlines [...]
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The strategic method of growing your firm. by Gale Cosley Crosley+Company When it comes to business building in CPA firms, most partners are too comfortable with random acts of networking. Traditional banker breakfasts, lawyer lunches and chamber cocktails might have been good enough when the economy was soaring, but not anymore.
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Start by knowing your “opportunity number.” By Sandi Smith, CPA The Accountant’s Accelerator,a CPA Trendlines affiliate 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: 1. Take on more profitable work by knowing your opportunity number.
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Brown Smith Wallace is launching a new video blog featuring one of the firm’s more distinctive personalities.
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…And change how firms work. by Bruce W. Marcus Professional Services Marketing 3.0 Typical proponents of Professional Services Marketing 3.0 are lawyers and accountants who have learned to think and act like marketers, lawyers and accountants who have developed new kinds of law firms and accounting firms, and new kinds of governance structures. It’s a system that in at least one aspect draws upon a product marketing practice – in that the marketers participate in designing aspects of legal and accounting practice. It’s a system in which lawyers relate to clients in more constructive ways, and in dialogues rather than monologues. In law firms and accounting firms in which the barriers between partners and associates who are skilled and talented [...]
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High-performing firms look to leap ahead of low-performers with a few key strategies. by Rick Telberg A new study by CPA Trendlines shows that high-performing firms and low-performing firms are following markedly divergent marketing and practice development strategies as they battle through a sluggish economy. The complete 179-page study, “Marketing and Business Development Strategies at Accounting Firms – 2012 Survey Report, with Commentary and Analysis,” is available for purchase by CPA Trendlines parent Bay Street Group LLC. The study shows trends within the profession, but also distinguishes between high-performing firms and low-performing firms, based on time-tested proprietary CPA Trendlines criteria. In this study, high performing firms are far more likely than low performing firms to enjoy marketing successes. The data for [...]
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New business models break the mold. by Bruce W. Marcus Professional Services Marketing 3.0 Of all the emerging changes in the world of Professional Services Marketing 3.0, few are as innovative as the accounting firms of Kellog & Andelson in Los Angeles and Seiler LLP in Silicon Valley’s Redwood City. Each substantially breaks the traditional mold of the accounting profession.
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Start by optimizing your company page. by Becky Livingston Royal Apple Marketing So you listed your company on Linkedin, but maybe you have forgotten all about it—until now. Here are a few tidbits on ways to leverage your LinkedIn company page to your benefit, including generating leads.
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Four strategies for focussing on the win. by Gale Crosley Crosley + Company Eighty percent of lost opportunities are due to poorly qualifying a lead. Countless hours and effort are wasted on prospects with odds to win near zero. Firms with a thin pipeline pursue any potential buyer who has a pulse and fogs a mirror. In order to stop this insanity, discipline is necessary in lead qualification. Click here for more from CPA firm growth consultant Gale Crosley. Or buy her book.
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And how to prove they work. by Becky Livingston Royal Apple Marketing It’s a new day and you’re starting your marketing strategy with a welcome message to new clients. You want to engage them from the start, yet, know they might not remember how you got their name in the first place. Click here to see more from Becky Livingston on CPA Trendlines. To help get you started, here are a few staples to include in your welcome message:
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