Here’s what you’re looking for: CPA Trendlines Research

MARKETING & SALES

Changing the Referral Game

Portrait of Ryan Suydam
Suydam

Solid strategies for activating promoters in 3 phases.

By Ryan Suydam
Client Savvy

Many accountants agree: The best marketing is a delighted client telling others about the great service your firm provided.

More at CPA Trendlines on: Marketing, Practice Development, Sales, Growth Strategies.

Most accountants also agree: Our professionals and project managers don’t do nearly enough to leverage potential referrals, even when we’ve earned them.

  • How can you change the referral game?
  • What prevents your seller/doers from asking for a referral?
  • Why aren’t your best clients already telling everyone how great you are?

READ MORE →

MARKETING & SALES

10 Reasons Why Partners Don’t Understand Marketing

Portrait of Jeff McKay
McKay

But they need to.

Jeff McKay
Prudent Pedal

One of my more popular and controversial blog posts is “Why Your Marketer Doesn’t Understand Your Firm’s Business.” The title alienates marketers before they get to the first sentence. It satisfies partners because it recognizes what they might think but would never say aloud.

More at CPA Trendlines on: Marketing, Practice Development, Sales, Growth Strategies

Not being one to avoid controversy or healthy debates, I thought it would make sense to share a marketer’s point of view about why “the line” lacks a grasp of marketing. My sincere and ambitious goal is to reconcile and build the collaborative power of both parties.

Following are 10 reasons why practice leaders and partners don’t understand marketing.

READ MORE →

CLIENT SERVICE OPPORTUNITIES

The Advisor of the Future: Client Champion

Servicing clients with courage and conviction.

Rosen

By Marc Rosen
Client Experience Institute

With many clients demanding more from their accountants and advisors, it’s time to embrace a more proactive approach – Client Champion.

More at CPA Trendlines on: Marketing, Practice Development, Sales, Growth Strategies.

More Marc Rosen: Marc Rosen on Relationship Capital [VIDEO]

By serving as a Client Champion, you can unleash another form of value that creates true distinction. READ MORE →

MARKETING & SALES

How to Create and Communicate Value in Every Prospect or Client Interaction

Portrait of Amy Franko
Franko

3 steps to communicating business value.

By Amy Franko

As a busy practice leader, it can be tough to balance the delivery aspects of your role with the continual need to cultivate new business.

As you think about your prospects and clients, take a moment to consider your interactions with them.

More at CPA Trendlines on: Marketing, Practice Development, Sales, Growth Strategies.

What kind of impression do you make on your clients?

Each time you meet with, talk to or write to them, you have an opportunity to bring value.

Do they think of you as someone who leaves every interaction better than you found it?
READ MORE →

BUSY SEASON MANAGEMENT

Busy Season 2018: How Good Can It Get?

Join the survey. Get the results.

More work, more clients, more fees, more profits. So who’s complaining?

By Rick Telberg
CPA Trendlines

Despite beginning in chaos and uncertainty with the biggest tax-law change in three decades, Busy Season 2018 may go down as a banner year in the books for the tax profession – one of the best ever, according to the annual CPA Trendlines Busy Season Barometer.

Scroggs

Kathy J. Scroggs, of Scroggs & Associates in Montecito, Calif., says, “My team is working like a well-tuned grand piano.”

Almost half of all CPAs report a busy season better than last year, with more work and higher profits. Additionally, two-thirds cite gains in revenue and in the number of clients.

One tax practitioner, reporting a “much better year,” is riding a wave of shifting clientele. “I’m having more people coming in to prepare and use e-file, more than last year,” he tells CPA Trendlines, “especially new business owners opening LLCs.”

READ MORE →