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MARKETING & SALES

Four Benefits of Progress Billing

smiling man working at laptop in office with glass walls

How to set up your system, starting with progress reports.

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

There are many things that are critical for a successful client service engagement. In my mind, there are two that should be at the top of your list. Number one is providing the client with a progress report or reports. Number two is making sure that you progress bill and provide a change order if the scope of the engagement changes. Doing both ensures that you will have a happy client and get paid promptly for your services.

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Progress reports are an essential tool for professional services firms, and they keep the client informed about the status of the engagement. They also serve to help you communicate with the client, especially when there are changes in the scope of the engagement. They also help clients keep track of their projects and ensure that they are on track to meet their goals.
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MARKETING & SALES

Put Trade Shows to Work for Your Marketing

woman holding tablet and smiling, talking to man at trade show

They can be great tools but you have to use them properly.

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

Trade shows have once again become popular since the end of the COVID-19 pandemic. They are great marketing opportunities, but you need to know how to work them. I recently attended a trade show, and it amazed me how “un-marketing” many of the people behind the booths were. What a waste of time and money for their companies!

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Just like any other marketing activity, you need to know how it works to make it work for you. Here are seven benefits and eight tips for trade show marketing.
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MARKETING & SALES

Sixteen Marketing Activities to Try

Maybe you can help a client at the same time.

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

Just in case you have run out of marketing ideas, what follows is a laundry list of activities for your consideration. Any marketing activity you undertake needs to start with an understanding of your market, and then develop the activity around those needs. Marketing is about getting in front of your targets so that they can see how much you can help them.

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Create your activities around this concept: “I will provide my clients and prospects with valuable information in order to help them determine that I (or my firm) can best solve their problems and satisfy their needs.”
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MARKETING & SALES

Seven Questions for Making Your Practice Better

Older businesswoman pondering, seated by window

If you’re not the best, what are you?

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

There is only one person who can make your practice better. That person is you if you are a sole practitioner. If you are a multipartner firm, then it’s up to all the partners and senior staff. Let’s explore how you get your firm to the next level.

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Do you tolerate mediocrity? Tolerating mediocrity is the death of many good firms. Whenever and wherever you see it in your firm, stamp it out fast. Here are some questions to ask yourself and your partners to see if you are hanging on to what’s comfortable rather than stretching yourself and your partners to truly excel.
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MARKETING & SALES

Cross-Sell and Upsell to Earn More Business

person handing a folder to another person

It’s easier and quicker to sell to existing clients than to new ones.

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

While most accountants and consultants struggle with trying to sell their services to the next new client, there are two ways to get new and additional business without moving too far out of your comfort zone.

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One way is cross-selling and the other is upselling. Cross-selling is persuading a client to buy other products or services to complement a purchase. Upselling encourages a buyer to purchase a higher-end, more expensive product or service. For example, let’s say you are currently providing estate-planning services to the client, and you get the client to invest in your wealth-management services. Or you have a wealthy tax client, and you advise her to use the firm’s estate-planning or retirement-planning services.
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