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 … Continued
A short discourse on random and statistical risk. by Bruce W. Marcus Author of Professional Services Marketing 3.0 Risks are different in context and magnitude. A good mathematician can often statistically quantify the boundaries of risk, such as telling you … Continued
“Knowledge Gap” method uses a client-centric approach.
Ed Mendlowitz answers some of the toughest questions practitioners can throw at him. He’s the right one to ask. After more than 40 years in the business – building his own practice, running the firm, and eventually selling it to a major regional firm, WithumSmith+Brown, where he remains a senior partner and consultant to professional services clients – he has the answers.
More for CPA Trendlines PRO Members: What Do You Think You’re Doing? | Can You Teach Judgment? | Clients’ Calls At Home | What You Need to Know before Expanding into Business Valuation | Asking an Attorney for a Referral Fee | Are Partner Retreats Really Worth the Cost? | Audit Reports Without Doing the Work? | Should I Really Spend the Time Making Checklists? | What’s a Tax Practice Worth Today? |
QUESTION: I suspect that my partner has “maxed out” and cannot grow further which will retard our growth. What can I do or how can I deal with this?
Three ways to master the art of follow-up.
By Sandi Smith, CPA
Accountant’s Accelerator
It seems there are hundreds of questions swirling around how to follow up with prospects. The raw truth is that very few people follow up at all. On average, only 2 percent of people buy on the first contact with a vendor.
So if you’re not following up, you’re walking away from 98 percent of your sales.
More for CPA Trendlines PRO Members: The Missing Ingredient in Your Marketing That Will Make All the Difference • 3 Steps to Start Running on Millionaire Time • On the Road to a Stress-Free Life: Identify Your Character Strengths • The Power of Deadlines in Closing a Deal • His and Her Brains at Work in Tax and Accounting • 5 Mistakes to Avoid When Seeking New Clients • The Top 12 Business Card Blunders Accountants Make •
Here are my tips to maximize sales and take the pain out of following up: READ MORE →
What you need to know. How finance executives pick accounting firms: Join the survey; get the answers. by Rick Telberg Here’s some good news for accounting firms: Most companies stick with their CPA firms for at least five to 10 … Continued