Bury the Non-Billable Hour

Call it “the investment hour” and go hunting for business.

By Bruce W. Marcus
Professional Services Marketing 3.0

If the accounting firm’s management hasn’t made clear that participation by every professional in the firm is an integral part of recognition and growth within the firm, you can scrap the marketing program. It can be helpful if the non-billable hour is renamed the investment hour, because if those hours are spent on marketing, investment hours are exactly what they are.