Sales Archives - Page 2 of 37

What I Wish I Knew When I Started My Practice

November 18, 2016

They are skills you can learn. Accountants are good at that, right?

By Sandi Leyva and Michelle Long
The Ultimate Accounting Virtual Conference

One thing I like to focus on is just letting people understand that they do need additional skills.

MORE SMALL FIRM GROWTH STRATEGIES: Best Practices for Growth: Network, Specialize, Share | Reconnect with Your Why | Use Payroll to Grow Client Retention | 3 Ways to Work Less and Earn More | What to Do When a Client Doesn’t Pay | How to Handle Price Sensitivity | How to Find Hidden Money for Your Clients | How Small Firms Can Use Value Pricing | 3 Killer Lead Generation Channels
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We already come with the accounting because that’s our background. So we come with accounting, bookkeeping, tax or whatever it is in our background and so we have that part down.
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How to Create 4 New Billable Hours per Day

November 10, 2016

By Rob Nixon

You have more capacity than you think.

By Rob Nixon
Panalitix

I am going to show you how to free up to 4 hours per accountant per day of new capacity – without hiring any more accountants.

MORE ON STRATEGY: Don’t Let Technology Make You Dumber | Do You Know What Clients Want? | What It Means to Be a Real-Time Accountant | 12 Predictions on the Future of Accounting | Will the Internet Replace CPAs? | The Profession Disrupted: Compliance Commoditized
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Catch Rob live and in-person: CPA Trendlines readers can save $50 on Firm of Now events with the discount code “TRENDS” at firmofnow.com.

I’ll use the example of a sole practitioner with accountants. You can multiply the math out for your size firm. You’ll see that by implementing just three strategies you can free up to 4 hours per accountant per day – maybe more. With five accountants that’s 100 hours per week, or 4,500 hours+ per year.

If you have an average hourly rate of just $150 that’s $675,000 of new capacity. You could re-fill the capacity or downsize your team. Have I got your attention yet?

Let’s get to work. READ MORE →

14 Ways to Leverage Client Data for New Billings

November 7, 2016

By Rob Nixon

Top of the list? Cash flow forecasting.

By Rob Nixon

As you become a real-time accountant, one of the key steps is to strongly recommend that your clients migrate across to a cloud accounting solution. That’ll take 12 to 36 months to systematically help your clients change.

MORE ON STRATEGY: Don’t Let Technology Make You Dumber | Do You Know What Clients Want? | What It Means to Be a Real-Time Accountant | Are Your Goals Big Enough? | Is Your Business By Design or Default? | 12 Predictions on the Future of Accounting | Finding New Opportunity in Compliance Services | The World Is Flat | Will the Internet Replace CPAs? | How Offshoring Is Shaking Up Accounting | The Profession Disrupted: Compliance Commoditized
Exclusively for PRO Members. Log in here or upgrade to PRO today.

Let’s assume you have done that. You have spent the time training them. You have helped them to get good data in, so good data can come out.
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Marketing vs. Selling: Both Must Serve the Client First

July 2, 2016

By Edward Mendlowitz

It comes down to what will best serve your clients.

By Ed Mendlowitz
How to Build a Stronger Tax Practice

There are differences between marketing and selling.

Selling is a process whose goal is an actual order. Marketing involves the totality of presenting the company to the prospective customer so they want to do business with you.