Category: General

Why do accountants hesitate at the thought of predatory prospecting? 0

Why do accountants hesitate at the thought of predatory prospecting?

Even though a predatory approach is common in other industries, it is still comparatively rare in the accounting profession, and many accountants balk at the idea of taking clients away from other firms. Though there might be ethical considerations pertaining to particular cases, in general there is nothing unethical about...

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Firm rainmakers

Most successful professional services firms have a few stellar individuals who are talented at uncovering potential business opportunities and turning them into new sources of revenue. These are the rainmakers; the professionals relied on to develop new contacts, build the firm’s reputation, and create positive relationships to develop the existing...

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Selling fundamentals to consider

The purpose of the sales process is to communicate yourself and the benefits of your firm more effectively to a prospective client. But before looking at the actual sales process, it may be helpful to examine some of the basic fundamentals needed for a successful sales strategy. Trusting yourself Trusting...

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Client service focus makes all the difference

The strength and survival of a firm depends on its ability to be relevant to its marketplace and the needs of its clients. Professional firms are defined by the markets they serve. In such a competitive environment, the success of a firm is dependent upon knowing what the client needs...

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Prospecting and accountants

Prospecting is probably the least understood aspect of practice development among accounting firms. Yet it is the most important stage in acquiring new clients. If accountants lack a prospecting program, they risk limiting themselves to the people they happen to meet as a source of potential clients. Despite the fact...

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Listening to clients

It is often said that we have two ears and one mouth, and should use them in that proportion. What this means is that good communication is more about listening than it is about speaking. Every accountant knows that client-centred firms are more likely to retain clients than are technically...

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Firms and social media

Firms who aren’t on social media are missing out on some of the most significant opportunities this digital era has to offer. Social media has the power to improve a firm’s brand, communication and understanding of client needs and expectations. Just like firms were considered to be uncommitted to change...

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What are a partner’s responsibilities?

The role of partners is often difficult, and accepting that careers are changing is not easy. To prosper today, partners must be tough, competent professionals who can provide services to present clients, and develop new business. Partners should be responsible for future issues confronting clients, promoting value-added services, and maintaining...

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Getting through to the decision maker

When you target a prospect, before making any approaches you need to find out who would make the decision for the business to leave their present firm and move to a new one. Unless you know who this person is and can get through to them to influence their decision,...

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Eight essentials for your next email campaign

Every email marketing campaign a firm sends to clients is an opportunity to communicate with clarity to readers. The onus, therefore, is on firms to ensure that the correct tone and intent of the email’s message comes across to readers in the right way. Here is an 8-point email marketing...