Monthly Archive: October 2018

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The need to plan for growth

There are many reasons why firms must have an organised plan for growth. The buoyant economy has concentrated accountants’ minds on ensuring that a firm’s own management, growth and profitability are not left unplanned. Accountants must now, more than ever before, commit to retraining themselves and be prepared to market,...

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The advantages of meeting with clients

Clients are more prepared to pay for what they can see and hear compared to that which they do not. How much of the work that you do at your desk can be delegated? You become a producer as well as a consumer of available chargeable time When you remain...

Why do businesses consider changing firms? 0

Why do businesses consider changing firms?

Businesses rarely solicit proposals from other accounting firms just to gain some small additional service or higher level of service. Rather they usually consider changing accountants because they perceive their current firm to be failing in their delivery of services or because of factors relating to the business itself. Over...

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Building a referral network

Accountants simply cannot wait for referral sources to contact them – they are the ones who have to actively build up their own network. No matter how sophisticated or outstanding a firm’s services are, people will not recommend them to others if they do not know about the firm. In...

Closing a sale 0

Closing a sale

Most accountants are poor at sales. They are often not trained in sales skills, and any that they may have picked up will probably have atrophied during the years of technical training prior to their accepting client and prospect development responsibilities. The only consolation is that the competition’s practice development...

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Getting everyone on the team involved

Most accounting professionals are capable of developing business if they understand the process. Business development skills, like most skills we learn in life, need to be built one step at a time. Here are a few ideas that may help put client development in perspective as well as help you...

Late paying clients 0

Late paying clients

The importance of successful marketing and selling cannot be underestimated, but it is of equal importance to be paid when you have fought so hard for the business. Chasing up late-paying clients is probably one of the most dreaded administrative tasks any businessperson has to perform. Unfortunately, some clients see...

What does a business look for in an accounting firm? 0

What does a business look for in an accounting firm?

Clients buy products and services because they meet their needs – not because the product is good or because the firm providing the service has a good reputation. The key to marketing, therefore, is understanding the needs of the clients and providing products and services that meet them. Accountants can...

Hiring a marketing director 0

Hiring a marketing director

Marketing is an essential business function that needs to permeate all aspects of an accounting firm. It is a process: a series of steps and activities, a journey rather than a destination. An increasing number of firms are hiring a marketing director and recognising the need to commit to and...

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Creating a marketing culture

It is not enough for just one or two partners to have a marketing mentality while the remainder of a firm remains lukewarm about marketing. The commitment to marketing must be firm-wide. This means creating a marketing culture throughout the organisation. Below are seven elements to creating a dynamic marketing...