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MARKETING & SALES

Use the Consultative Partnership Approach to Selling Services

Two men shaking hands as woman stands with one

Three simple principles.

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

No matter how good your marketing tools are, there is one tool that needs to be especially sharp, and that is your salesmanship. All the other marketing tools we have mentioned will be of little value if you don’t know how to “ask for the business.”

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You need to understand the selling and buying cycles. They are critical for your success.
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MARKETING & SALES

Where to Focus Marketing for Your Consulting Practice

There are three types. Where have your efforts been?

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

There is no silver bullet when it comes to marketing. That does not mean that having a focused marketing plan is not of critical importance to the success of your consulting practice. At last count, there were more than 15 different marketing tools that you can use to support your sales efforts, to generate leads and to get prospects to select your firm.

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The first question that comes to mind is, “Which of the marketing tools should my firm use?” Only you can answer that question, but here are some other things to consider in reaching your decision:

  • What do I or my consultants like to do when it comes to marketing?
  • What are we trying to accomplish? Do you need leads, name recognition, publicity, promotional material, online presence, etc.?

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MARKETING & SALES

Six Ways to Market Your Technology Consulting Practice

And three questions to ask first.

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

Computer consulting has evolved over the last 30 years and there are more choices than ever before. In fact, it is much more than just a computer and is now rebranded as technology consulting.

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Recent changes in technology will force us to learn a new type of technology consulting. Despite your current level of technology consulting sophistication, you will still need to market your services.

Get started by asking yourself (your team) the following three questions:
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MARKETING & SALES

Five Reasons to Use Change Orders

Senior businessman and another businessman talking

And five steps to follow.

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

Accounting firms, like any other professional service providers, may use change orders for several reasons. Here are a few key reasons why accounting firms should consider utilizing change orders:

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  1. Scope of work changes: Change orders allow accounting firms to document and address any changes in the scope of work requested by their clients. These changes could involve additional services, alterations to existing services, or changes in project timelines. By using change orders, accounting firms can clearly define the new requirements and avoid any misunderstandings or disputes with their clients.

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