MARKETING & SALES

Meet your clients where they are.

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

The business life cycle refers to the stages that a business goes through from its inception to its eventual closure or exit. Each stage presents unique challenges and opportunities, and it is essential for accounting firms to adapt their marketing strategies accordingly.

MORE by August J. Aquila
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Here are some marketing strategies that can be effective during different stages of the business life cycle. Take a fresh look at your existing clients, and sort them according to their business life cycle: startup stage, growth stage, mature stage and transitional/decline. You want to make sure that as your clients go through these different cycles, your marketing messages and services change and address the right business concern.
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Use them to raise client awareness of services.

By Ed Mendlowitz
The CPA Trendlines Practice Doctor

Part of selling is to have existing clients use more of your services. To do this they must be told the breadth and depth of your firm’s activities. It should be a major goal of every meeting with a client.

Here are a few ways to do it.

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Tax Return Preparation Interviews

The tax return preparation interview, the purpose of which is to gather information, is a tremendous opportunity to find out the concerns of the client and where you can help. The assistance you give can sometimes provide a life-changing benefit to the client while enabling your firm to increase its service base gaining additional revenues. READ MORE →

And three steps for success.

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

The trend for small and midsized CPA firms to merge is accelerating as the competitive environment becomes even more demanding. While hundreds of firms merge every year, history continually shows that at some point in the future, things don’t always work out. Like marriage, some mergers are successful while a great majority fail. Many of the reasons for failure can be avoided if firms do their homework at the front end before entering the merger.

MORE by August J. Aquila
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The merger and acquisition drivers are constantly changing. Some of the drivers we see today are a constantly changing marketplace, the creation of megafirms beyond the Big 4, the sophistication of clients, the high demand for qualified people, technology, the cost of acquiring new clients, and finally, the accounting industry being in a mature market.
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