In the next few weeks we are taking a closer look at a five step process firms can use to evaluate and develop new services to meet clients’ needs and create new sources of revenue by building a more consulting-based practice. In this post we introduce steps 1 and 2: – Research Market Needs and […]
For so long, firms have searched far and wide for solutions to their business development challenges. Young, and not-so-young professionals have participated in what I would, by no scientific means, guess is millions of hours of business development training programs. These programs are touted as creating superstar rainmakers in order to solve the firm’s new […]
CPA firms of all shapes and sizes are taking a long look at their client service process. And it’s no wonder, considering that client service is THE differentiator among CPA firms and is the linchpin in client loyalty. CPA firms often rely on revenue numbers, realization and chargeable hours to determine how business is going. […]
If I created a list of Frequently Asked Questions from among my clients at the top of the list would be this: “What’s the most effective way to fill my pipeline with opportunities?” Everyone wants to know the secret. The secret is—there is no secret. There is no one best-practice, one-size-fits-all, guaranteed to work solution. […]
“We’re in a relationship business.” I’ve heard this more times than I can count during the 20+ years I’ve worked with CPAs firms. It’s the one constant in the CPA profession. But, I wonder…have we devalued relationship building? We have access to limitless technology tools as a means of communicating and finding the information and […]
I was reading an accounting industry publication on the airplane a couple weeks ago. The statistic was that 75% of all accountants now practicing will be retiring within the next 12 years. While there may be some debate as to whether this statistic is being overstated even if the true number is 50% there is […]
If you’re one of those firms that has been getting by without a marketing budget you may ask yourself why you need one. Let’s say that last year you sponsored golf holes at a number of different outings. You have people out networking in the community and serving on boards. You took your clients to […]
We work with a lot of firms on developing niches. Often firms equate developing a niche with specialization or developing specialists in an industry like manufacturing or health care, or functional area like business valuations or cost segregation services. They read or hear about all the benefits of specialization and they recognize the value of […]
Let’s face it – you most likely didn’t work hard to develop your professional service skills and expertise because you wanted to be a sales person. That said, you probably also realize the importance of developing new business so that you can continue to practice your professional skills — it’s a conundrum. What if I […]
Wow, I just realized it’s been a while since we posted something here. You know why? Just like most of our clients, this is our prime business development time. We’ve been attending conferences, reaching out through direct marketing efforts, and following up with clients and prospects who were unavailable during their busy season. Which is […]