Is It Time to Hire a Marketing Consultant?

two masked people meeting in an officeFour questions to ask yourself first, plus 10 more things to know.

By Marc Rosenberg
CPA Firm Growth: Keys to Practice Development

Many firms struggle with revenue growth for many years and then, reach the point when reality sets in: The partners recognize they don’t have the skills or the desire to be active and effective at business development.

 

MORE: How and Why to Hire a Marketing Director | Marketing Plans and Why You Need One | Working Business Development into Your Day | How Marketing Systems Produce Business Growth | 6 Keys to Developing New Client Prospects | Protect and Grow Existing Clients | 19 Takeaways from the History of CPA Firm Practice Development
GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

Many of these firms decide to hire a marketing consultant to jump-start their marketing and get them on a path to growth.

READ MORE →

Three W’s for Networking the Right Way

People standing, holding food and talkingWho, what and where: The keys to smarter networking.

By Ty Hendrickson

Do you ever feel frustrated that you put yourself out there in networking situations, but you just don’t see the results you want?

MORE: The One Big Reason Your Hiring Sucks | 5 Crucial Areas of Firm Culture Not to Ignore | Maybe the Pandemic Isn’t All Bad | Can You Really Grow Without Adding Clients?
GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

So, what’s the secret to being efficient with business development and not getting burnt out on all of these after-hours networking events?

READ MORE →

Oct. 6: How to Build a Pipeline of New High-Value Clients

https://cpatrendlines10.agassetadvisory.com/

With Anthony Glomski and Russ Alan Prince
Live 1-hour webinar
Tuesday, Oct. 6 at 1 pm ET.
View Details

For most accountants, the toughest part of building a highly successful practice is bringing in new business.

But sourcing high-value clients is a cornerstone of only the most accomplished accounting practices.

In this exclusive live 1-hour video workshop, you’ll learn how to:

  1. Identify Promising Referral Sources: Learn how the professionals you select will become your advocates and endorse you exclusively.
  2. Effectively Evaluate Other Professionals: Learn how to evaluate the most promising sources of new referrals.
  3. Build a Pipeline of New High-Value Clients: Clients who are interested in your services – without ever having to make a referral.

Prince and Glomski will explain a proven methodology for producing a steady stream of new high-value accounting clients for your practice — no matter what kind of accounting practice you have.

They will walk you through the process and show you how to build a pipeline of great clients exclusively interested in working with you, above all others.

(Sorry, no CPE for this exclusive 1-hour video workshop)

View Details

$59 General Admission

Only $39 for CPA Trendlines PRO Members with the Members-Only link below (login required):

(Not yet a PRO Member? Click here to go PRO today for instant savings.)

READ MORE →

The Secrets of Multi-Hit Marketing

There’s room for both one-step and two-step marketing, but be smart about how you use them.

By Jassen Bowman

The number of steps that a lead must take in order to receive your full marketing message is an important consideration when planning marketing campaigns and media purchases.

MORE: Grow Faster, Be More Efficient | Your Sales Funnel Needs Systems | How Tax Resolution Works | 4 Tax Resolution Industry Flaws | Need a New Service Line? Consider Tax Resolution
GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

Generally, the more steps that a lead must take in order to enter your marketing funnel is going to increase the quality of your leads, but decrease the quantity.

READ MORE →

How and Why to Hire a Marketing Director

11 reasons why and 4 ways to make sure they fail.

By Marc Rosenberg
The Rosenberg Practice Management Library

CPAs are generally not comfortable with business development and are rarely skilled in implementing marketing plans.

MORE: Marketing Plans and Why You Need One | How to Manage the Practice Development Function | 14 Marketing Activities Needed Now More than Ever | Now Is the Time to Activate Your Referral Network | The 4 Marketing Disciplines
GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

As a result, many firms go through a phase where the partners say to each other: “We all agree that the firm needs more revenue. We all agree that our partner group sucks at marketing. Doing nothing is unacceptable, so let’s get someone to bring in business for us.”

READ MORE →

Marketing Plans and Why You Need One

Maze with word "plan" at the centerHow it differs from a strategic plan.

By Marc Rosenberg
The Rosenberg Practice Management Library

Sorry for those of you who have absolutely no interest in football, but a marketing plan is as important as a football team’s game plan for the week. It’s a blueprint for how to win the game: how much passing versus rushing, working on the opponent’s weaker players by name, running left versus right, short passes versus long passes, who plays on which plays, and so on.

MORE: How to Manage the Practice Development Function | How to Brand and Differentiate Your Firm | Why Consultative Selling Works | How NOT to Develop Your Practice | Does Your Firm Recognize All Its Skills? | 15 Powerful Niche Marketing Practices
GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

A marketing plan is a comprehensive written document outlining

  1. The firm’s practice development activities within a set time frame
  2. Goals and action steps necessary to achieve the firm’s targeted revenue growth
  3. The best use of the firm’s resources
  4. The partners’ preferences in terms of what they are willing and not willing to do. Examples: how active the partners agree to be in selling and advertising, use of internal personnel rather than relying on outsiders like marketing consultants, and whether they prefer to be generalists or specialists
  5. A budget for the firm’s investment in practice development activities

READ MORE →

How to Manage the Practice Development Function

Dollar being built of blocksYour firm’s existence depends on marketing.

By Marc Rosenberg
The Rosenberg Practice Management Library

Sometimes the most important ingredient in marketing success has little to do with marketing.

MORE: How to Brand and Differentiate Your Firm | Working Business Development into Your Day | How Marketing Systems Produce Business Growth | 6 Keys to Developing New Client Prospects | Protect and Grow Existing Clients | 19 Takeaways from the History of CPA Firm Practice Development
GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

This statement may seem illogical, even unbelievable, in a series professing to teach CPA firms how to generate revenue growth. But stay with us and you’ll see what we mean.
READ MORE →

Creating a Cross-Selling Culture

Two businessmen talking at officeIf you can help, why wouldn’t you?

By Ed Mendlowitz
Call Me Before You Do Anything: The Art of Accounting

Part of my success in getting new business was getting additional work from existing clients.

MORE: When Time-Based Pricing Works | The Clients that Got Away | Upselling Made Painless | Boosting a Fixed Fee Substantially | Creative Ways to Retain Staff | What CPAs Can Learn from Lawyers and Doctors | Advising Cheapskates | Getting Bonuses from Clients | Be an Accountant, Not a Salesperson for Other Things | When Clients Don’t Know
GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

I was always good at this, and I think it was because of my attitude of helping the client beyond what the routine services were. Early on I felt queasy about mentioning that there would be an additional fee for the extra services, but after a few times, I got over that.
READ MORE →

Are You Botching Your First Impression?

Three steps to the perfect elevator pitch.

By Ty Hendrickson

Eight seconds. That’s all the time that you have to catch someone’s attention and draw them in before they become disinterested in you and your conversation.

MORE: Maybe the Pandemic Isn’t All Bad | The No. 1 Reason Accountants Fail To Build Advisory Practices | The REAL Problems Created in a Remote Workforce | Can You Really Grow Without Adding Clients? | 4 Reasons to Welcome Rejection
GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

The human attention span has dropped recently from 12 seconds down to a whopping eight whole seconds. Sadly, a goldfish now has a longer attention span than humans at nine seconds. For accountants who are working furiously to grow a practice through networking, this presents several challenges.
READ MORE →