Study shows CFOs’ key interests and topics for conversation.
How to build a plan. By Ed Mendlowitz 101 Questions and Answers for Managing an Accounting Practice QUESTION: I want to start growing my practice but am having trouble defining my target client. I tend to accept every client I can and seem to have clients all over the place. Is there anything I can do to better target my “ideal” clients? ANSWER: To have a target client means you have a target. The target is the result of a plan. So, what is your plan?
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.
By Ed Mendlowitz “Tax Season Opportunity Guide“ QUESTION: I just suddenly lost my biggest client. They said they outgrew me. What could I have done to keep them? RESPONSE: Maybe nothing. And at this point it may not matter, but there are some things you can do to maybe get them back in the future and stop it from happening with another client. Losing any client is not pleasant, and losing a large client hurts. And when it is sudden it hurts even more. I will answer this in three parts. 1. How to try to salvage something from the loss. 2. How to stop this from happening in the future. 3. How to avoid being “suddenly” surprised.
How to help them take initiative and allow you to be proactive. By Hitendra Patil Pransform Inc. Neuroscience studies have shown that fear is a far bigger driver than we would ever care to admit. According to Kevin Hogan, author of The Science of Influence: How to Get Anyone to Say “Yes” in 8 Minutes or Less!, “most people react to the fear of loss and the threat of pain in a much more profound way than they do for gain. They overemphasize the importance of pain by about 2.5:1 in decision making.” Your customers and prospects fear that their actions or inactions will cause bad things to happen, or bad things can suddenly happen to them. It’s therefore important to […]
And five ways to put it to use in your practice. By Sandi Smith Leyva, CPA Accountant’s Accelerator When I first heard the term “consumption marketing” I quickly fell in love with the concept. Consumption marketing is continuing to market to clients even after they’ve signed to do business with you. It’s helping them to more fully “consume” your product or service. Consumption marketing is good for business because:
By Sandi Smith Leyva, CPA Accountant’s Accelerator Except for the usual tax due dates, this time of year can be slow for some accounting firms and especially some tax firms. But it doesn’t have to be if you know what to do. Here are three ideas you can use to boost your revenue, not just this month, but all year long.
By Hitendra Patil Pransform Celebrity Author Anthony “Tony” Robbins identified six fundamental human needs that everyone has in common, and states that all behavior is simply an attempt to meet those six needs. These Six Human Needs are Certainty, Uncertainty/Variety, Significance, Connection/Love, Growth and Contribution. As an accounting services provider, if you can identify the ways to meet these six needs of your clients (and your staff), if you can recurrently and consistently do things that lead to clients (and your staff) actually experiencing the satisfaction of these needs, you are more likely to improve your firm’s performance. The question to ask is, “WHAT should I do to ensure that my services/products fulfill these needs of my clients?” For now, […]
The science behind happy customers. By Hitendra Patil Pransform Inc. In “The 9 Building Blocks of a Winning Vision that the Big Four Have Discovered,” August J. Aquila and Robert J. Lees brought out the common vision elements of Big Four firms. And one of them is “put the best people at our clients’ disposal.” It’s NOT common sense! It’s actually human behavioral science. You will be surprised to know how this works at a much deeper level than you think.