Accounting and legal professions mourn loss of pioneering innovator in professional services marketing. By Rick Telberg CPA Trendlines The accounting profession lost a pioneer and innovator when Bruce W. Marcus died last month. And many of us lost a beloved … Continued
And avoiding disaster.
As a firm owner, you can’t risk putting a dent in your reputation with a poor salesperson.
But how and where do you find a good salesperson?
Successful CPA firms tell CPA Trendlines of five ways:
Got the personality of an actuary? No problem.
So, many CPA firms have been launching soft skills training to help their professionals meet people, network better, and, hopefully, land more business.
Trainer and facilitator Arnold Sanow, MBA, CSP, reminds us that Dale Carnegie once won a major sale by being a great conversationalist – without saying more than a few words.
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Try these 6 ideas to stop losing business to competitors.
By Sandi Smith Leyva
It’s rare that I lose business to competitors, and it’s also not an accident.
MORE: Stuck at Home Right Now? Here’s 100 Good Ideas to Relieve the Stress | How to Lead in a Crisis | How to Think Straight through the Coronavirus Crisis | 16 Tech Tools for Working through the Coronavirus | 7 Tips to Keep the Clients You Have | Do You Know Your Opportunity Number? | 7 Tips to Boost Your Firm’s Performance | 5 Mistakes to Avoid When Seeking New Clients
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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.
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Learn how to recognize and participate profitably in the incoming tide.
By Bruce W. Marcus
Professional Services Marketing 3.0? This from someone who has written, spoken, railed against jargon and gimmicks?
Well, yes, because in this rapidly changing economic environment, intensely competitive landscape and highly charged computer age, it’s the best way to define significant evolution from one distinct period to the next. But, that’s exactly what’s happened – and is happening – with CPA firms. And in management practices, business models and structure as well. READ MORE →
Five reasons this is the wrong time to take your eye off the ball.
Firms need to look at the busy season as a stepping stone, while their clients are focused on taxes and accounting more than any other time.
Here’s why you need a business development strategy in busy season: READ MORE →
Five strategies you can implement right now.
By Sandi Smith Leyva
The Accountant’s Accelerator
If business has slowed for you, it’s not just you. With people finishing their holiday preparations, getting ready for school vacations and trying to keep from falling to the latest batch of colds making the rounds, it’s all most of us can do to stay on our routines.
Help your clients account for marketing costs.
By Sandi Smith Leyva
The Accountant’s Accelerator
One of the value-added services we can offer clients is to align their chart of accounts with their tax form so that the numbers are easy to pull off at tax time. But there’s an even bigger opportunity if we take a deeper look. READ MORE →