Category: Newsletters

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Successful proposals

Proposals that are well written, focus on the prospect’s real needs and are professionally presented are most likely to be short-listed for further consideration. But while your proposal must be good enough to move your firm to the next stage of the selection process, it is rarely the sole determining...

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Marketing in a down economy

When the economy sours, a firm needs to modify its marketing and client development activities to deal with the new realities. When business slows down, accountants may tend to hide in their offices, ignore the outside world, and hope that business will improve. However, consider this an opportune time to...

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Beware common drawbacks of split testing

Firms must be aware of the common drawbacks associated with split testing if they are to improve the success rate of their email marketing campaigns. Split testing can provide firms with valuable information that can improve email marketing campaigns, but only if it is correctly carried out. A split test...

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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...