The Only 3 Metrics You Need

A totally virtual firm outlines the metrics it uses to measure staffers.

By Jody Grunden
Summit CPA Group

If you want to grow your accounting firm, it’s important to evaluate the effectiveness of your process on a regular basis. You want to be aware of what’s working well and what’s not. You also want to continually be improving upon your services over time.

MORE: How to Attract Clients Like a Magnet | Riches in Niches | Marketing Is About Thought Leadership | How to Audit 401(k)s | 3 Measures of the Effectiveness of Your Team | How to Profit with Workflow Apps
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There are three things you can specifically monitor when it comes to the effectiveness of your team. Here’s how we do it at Summit CPA Group. Maybe these ideas will work for you too.
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Up Your CFO Game with Data Visualization Tools

https://register.gotowebinar.com/register/3131117053737999117

Free CPE Webinar: How to enhance your product delivery by utilizing data visualization tools.

CPA Trendlines expert author Jody Grunden, the author of  Building the Virtual CFO Firm in the Cloud, invites you to join Join Adam Hale, COO at Summit CPA Group, Jake Grimm, Director of Technology at Summit CPA Group, and Justin Hatch, CEO at Reach Reporting, to learn:

  • why you need a data visualization tool,
  • how to evaluate visualization tools to find the right fit, and
  • how to analyze and prepare your data to get started.

Thursday, July 9
12 pm ET / 9 am PT
1 hour, CPE
Register here

How to Attract Clients Like a Magnet

By demonstrating your specialized expertise, you become their first choice.

By Jody Grunden
Building the Virtual CFO Firm in the Cloud

Thought leadership is where you are really going to reap success. You want to be that person who everybody will come to.

MORE: Riches in Niches | 6 Steps for Sales and Conversion | The Right Way to Onboard New Clients | 5 Questions to Evaluate New Tech Tools | The Hidden Cost of Running a Distributed Company | How to Develop Your Leadership Team | Automation and the Future of Accounting
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I just got off a call with a prospective client who had never met me or even seen me speak, but discovered us through a web search and saw that we are thought leaders in the industry. That discovery brought her directly to us, and it was important to her that the CFO she hires fully understands her industry.
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Riches in Niches

https://cpatrendlines.com/2020/06/21/why-thought-leadership-matters/How going virtual opens endless opportunities.

By Jody Grunden
Building the Virtual CFO Firm in the Cloud

Going from brick-and-mortar to distributed is not an easy transition.

MORE: 6 Steps for Sales and Conversion | Marketing Is About Thought Leadership | 3 Steps to Better Client Communication in a Crisis | How to Audit 401(k)s | Four Key Financial Metrics for Growing Any Business | 4 Ways to Bill Clients | 3 Measures of the Effectiveness of Your Team | Transferring Clients to a New Employee | Why Process Is Key to Remote Work
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You’ve got to be all in and willing to rip the Band-Aid off fast.

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How to Sell Virtual CFO Services

Free CPE Webinar: Learn how to successfully launch or expand Virtual CFO services in your firm by identifying a niche, defining an ideal client, and closing a sale.

Join Jody Grunden, CPA Trendlines expert author and CEO of Summit CPA Group, along with Adam Hale, COO at Summit CPA Group, and Tom Wadelton, Virtual CFO at Summit CPA Group, to learn how to identify the type of client you want to work with, analyze your client base to identify prospective VCFO clients, and present and explain VCFO services.

Thursday, June 25
1 pm ET / 10 am PT
1 hour, CPE
Register Here

How We Sell Audits Online

Make it easy for prospects to reach you.

By Jody Grunden
Building the Virtual CFO Firm in the Cloud

With our 401(k) audit service, the bulk of our clients find us online and come to us through our website. We also get referrals from investment advisors and third-party administrators.

MORE: 6 Steps for Sales and Conversion | Marketing Is About Thought Leadership | How to Audit 401(k)s | 3 Measures of the Effectiveness of Your Team | How to Profit with Workflow Apps | Cyber Security at a Virtual CPA Firm
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No matter how a prospect finds us, there are three ways that they typically reach out to us:
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6 Steps for Sales and Conversion

Here’s what works for us.

By Jody Grunden

An important part of the overall process within the company is sales and conversion. For our Virtual CFO service, there’s a six-step lead conversion process from when the prospect discovers our website to when the engagement begins.

MORE: Marketing Is About Thought Leadership | 3 Steps to Better Client Communication in a Crisis | Four Key Financial Metrics for Growing Any Business | Transferring Clients to a New Employee
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The Sales and Conversion Process

Our sales and conversion process includes six steps.

Here’s what that looks like and the typical timeline: READ MORE →

Marketing Is About Thought Leadership

“You have to be able to acquire AND retain, and you have to have both happening at the same time.”

By Jody Grunden

I bet you can imagine that marketing a virtual accounting firm is different than it is for traditional brick-and-mortar accounting firms. When you’re only serving your local area, you need to focus on things like signage, local advertising, the Yellow Pages, your website, Google My Business, Yelp, Chamber of Commerce and word-of-mouth referrals. Those are all great ways to get noticed by people in your area who would benefit from the services you offer.

MORE: 3 Steps to Better Client Communication in a Crisis | The Right Way to Onboard New Clients | How to Evaluate Workflow Management Software | When the IRS and FBI Come Knocking | 5 Questions to Evaluate New Tech Tools | The Hidden Cost of Running a Distributed Company | How to Develop Your Leadership Team
GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

When your customer base isn’t confined to a specific location, however, it changes the game a bit. You still want word-of-mouth referrals and you still need a website, but it becomes even more important to focus on search engine optimization (SEO) and thought leadership – developing your online platform, publishing articles with industry publications, speaking, etc. – to help people discover your services.
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