How Listening to Clients Can Change How Firms Work

…And spell success. by Bruce W. Marcus Professional Services Marketing 3.0 Typical proponents of Professional Services Marketing 3.0 are accountants who have learned to think and act like marketers, accountants who have developed new kinds of accounting firms, and new … Continued

The Top 20 Reasons Clients Love Their CPA Firms

By Marc Rosenberg How CPA Firms Work The CPA’s training is geared to identifying problems that clients are experiencing and giving recommendations for improving the company.   This leads to producing what is known as the “Oh wow” feeling from a … Continued

What I’ve Learned from My Clients

By Sandi Smith Leyva Accountant’s Accelerator I feel extremely fortunate to have such a wonderful set of clients that I have learned much from the last few years. More for soloists and small firms: Take Six Big Steps to Go … Continued

Two Steps to Easy Cross-sells

Start with a spreadsheet. By Sandi Smith, CPA Accountant’s Accelerator Here’s a great spreadsheet exercise you can do to identify what I call “low-hanging fruit,” which means added revenue that will not take too much time or money to go … Continued

Proactive Ways to Get More Referrals

By Sandi Smith Leyva, CPA Accountant’s Accelerator There are many great things about getting referrals.  First, referrals have a built-in trust that helps you move through the sales process faster.  Second, there’s almost no marketing cost involved.  Third, they tend … Continued

Seven Ways to Wow Your Prospect

  And stand apart from the competition. By Sandi Smith, CPA Accountant’s Accelerator As the competition for clients heats up, it’s time to pull out all the stops and make your prospect feel like you’ve rolled out the red carpet. … Continued

Rise to the Top with a Fresh Elevator Speech

3 tips for a powerful pitch. By Sandi Smith, CPA Accountant’s Accelerator An elevator speech is that short and sweet 30-second answer to the question “What do you do?” In networking circles, it’s critical that your elevator speech is clear … Continued