Bissett Bullet: The Next Level of Advisory

Today’s Bissett Bullet: “If Advisory Stage One is client care then Advisory Stage Two is simply about providing the basics. By doing so, you help your clients to take control of their current situation and their future – today!”

By Martin Bissett

Advisory is about helping your client to provide for both worst-case and best-case scenarios with the knowledge, skills and experience that you have. Support them with budgeting, tax planning, financial forecasting, management reporting and so on.

Remember to charge them appropriately for your advice, knowledge and skills.

Today’s To-Do:

Are you supporting all of your clients in this way? Who among them presents an opportunity for fee growth? Arrange a meeting with them.

See more Bissett Bullets here

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Three Types of Marketing Message, and Which Is Best

woman stands facing three open doors

What are you trying to accomplish?

By August J. Aquila
Price It Right: How to Value Accounting Services

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.

MORE: Six Ways to Market Your Technology Consulting Practice | Five Reasons to Implement Change Orders | Make Your Practice Better | Eleven Marketing Strategies for Smaller Firms | Five Questions for Developing Your Marketing Plan | You Only Have Four Strategies | The Damage That Traditional Fee Methods Do
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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:
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Seven Steps to Keeping Your Clients Forever

Two businessmen shaking hands at a restaurant table

BONUS: You’ll probably see more revenue from them, too.

By Sandi Leyva
The Complete Guide to Marketing for Tax & Accounting Firms

It’s far less expensive to keep your existing clients happy than it is to find new clients, especially since the trust factor between people is at an all-time low.

MORE: Ten Ways to Make Your Business Irresistible | Eleven Ways to Serve Clients Even Better | Eight Ways to Build Busy-Season Stamina | Make Your Prospect Kit Stand Out | Six Ways to Beat the Competition | Grow Your Revenue with Three Marketing Strategies | What Can ChatGPT Do for Accounting Professionals?
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So you might want to think about redirecting a portion of your marketing attention on your existing client base instead of networking for new clients.

I’ve met a lot of business owners who have trouble getting their employees to sell while they’re on-site, and I’ve also heard from some customers who’ve remarked that their vendors don’t stay in touch with them. So here are some tips to mine the pot of gold that lies right before you: your current clients who already trust you and are eager to hear about new solutions that will ease their pain and problems.
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How Hard Do You Work to Keep Your Clients?

Woman in white office meeting with man

Keep your clients out of the competitive pool.

By Bruce Marcus
Professional Services Marketing 3.0

EDITOR’S NOTE: CPA Trendlines was privileged to have a long relationship with Bruce W. Marcus, who was ahead of his time in his thinking and practice in marketing for accounting. We are publishing some of the late expert’s evergreen work, which retains wisdom for the present.

The conventional wisdom is that getting a new client costs more than keeping an old one. And for once, the conventional wisdom is correct.

Yet, many professionals too readily take clients for granted. Or don’t look for opportunities to increase revenues from perfectly satisfied clients.

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Ten Ways to Make Your Business Irresistible

Magnet drawing in three people

Draw new clients in like a magnet.

By Sandi Leyva
The Complete Guide to Marketing for Tax & Accounting Firms

If you’re an expert at something, don’t be the best-kept secret on your block. Get the word out about what you can offer others, and one way to do that easily, especially if you’re an accountant, is to build your reputation.

MORE: Eleven Ways to Serve Clients Even Better | Give to Receive, and Eight More Ways to Boost Sales | Five Things That Clients Don’t Know about Accountants | Five Ways to Wow Your Clients | How to Fight Feeling Overwhelmed | You’re Missing 60% of Your Revenue | Make the Most of CPE Conferences | Beyond Compliance: Six Tips for Adding Value | Track Six Figures to Test Your Marketing | When You Don’t Know What You Don’t Know
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Here are 10 quick tips to boost yours.

1. Get credentialed, certified or educated. A good credential – and the CPA is pretty much the gold standard – will get you instant credibility with your prospects and clients. You are simply treated better and respected more when you’ve earned a credential that others recognize.
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Six Ways to Market Your Technology Consulting Practice

hands on keyboard, network illustrated with connected dots

Plus how to decide what services to offer.

By August J. Aquila
Price It Right: How to Value Accounting Services

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. 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.

MORE: Five Reasons to Implement Change Orders | Why You Need Progress Billing | Five Tips for Cross-Selling and Upselling | Five Keys to Successful Marketing | Twelve Fundamentals of Planning | One Question to Guide Your Growth Plans | Four Ways to Prepare for New Business Development
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Get started by asking yourself (your team) the following three questions:
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