Here’s what you’re looking for: August J. Aquila

And three steps for success.

By August Aquila
MAX: Maximize Productivity, Profitability and Client Retention

The trend for small and midsized CPA firms to merge is accelerating as the competitive environment becomes even more demanding. While hundreds of firms merge every year, history continually shows that at some point in the future, things don’t always work out. Like marriage, some mergers are successful while a great majority fail. Many of the reasons for failure can be avoided if firms do their homework at the front end before entering the merger.

MORE by August J. Aquila
Exclusively for PRO Members. Log in here or upgrade to PRO today.

 

The merger and acquisition drivers are constantly changing. Some of the drivers we see today are a constantly changing marketplace, the creation of megafirms beyond the Big 4, the sophistication of clients, the high demand for qualified people, technology, the cost of acquiring new clients, and finally, the accounting industry being in a mature market.
READ MORE →

Where to focus instead.

By August Aquila
MAX: Maximize Productivity, Profitability and Client Retention

An emphasis on production (billable hours) can have negative consequences for an accounting firm. An emphasis on billable hours causes professionals to focus on internal measurements, i.e., the number of hours charged to a client, and not external measurements such as client satisfaction.

MORE by August J. Aquila
Exclusively for PRO Members. Log in here or upgrade to PRO today.

 

They also emphasize the technical aspect of accounting work and keep professionals from developing a marketing mindset. Let’s look at the four negative consequences of a production orientation.
READ MORE →

Four elements to consider every time.

By August Aquila
MAX: Maximize Productivity, Profitability and Client Retention

Selling professional services is not as difficult as some accountants and consultants believe. I like to define sales as solving a client’s problem. If you think in these terms, you’ll realize that this is what we do every day.

MORE by August J. Aquila
Exclusively for PRO Members. Log in here or upgrade to PRO today.

 

Sales is the life blood of every business out there. If we did not sell our services and products, we would not have a firm or business. So, don’t think of sales as something unprofessional. It’s an integral part of growing your practice.
READ MORE →

Six questions to ask.

By August Aquila
MAX: Maximize Productivity, Profitability and Client Retention

Let’s explore ways to provide additional services to existing clients. Here is a short checklist that will help you obtain additional services for your clients.

MORE by August J. Aquila
Exclusively for PRO Members. Log in here or upgrade to PRO today.

 

1. Other than accounting and tax services, what additional services do you provide to this client? Create a spreadsheet listing the type of service, the fees, the year of service, the engagement leader and the client’s satisfaction on a scale of 1 to 5. If your list of additional services is lengthy, you are providing good service to the client. If it is short, continue to the following questions.

READ MORE →

Don’t be afraid of giving too much information away.

By August Aquila
MAX: Maximize Productivity, Profitability and Client Retention

A good marketing program never stops marketing the firm. You must always think about acquiring new clients to replace lost ones and to improve the quality of your client base. It’s a fact of life that some clients will move, go out of business, merge or even leave us for another firm.

MORE by August J. Aquila
Exclusively for PRO Members. Log in here or upgrade to PRO today.

 

Let’s look at some basic client acquisition activities that should be part of your marketing plan. You may be asking yourself, “Which ones work?” They all do. The secret of business development is to constantly be in the marketplace because you never know when a prospect is ready to buy from you or to move from their existing accounting firm.
READ MORE →