What's new Latest blog posts

0

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...

0

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...

0

Ten key points to focused marketing

Simply put, marketing accounting services consists of four steps: Informing as many people as possible of your existence Leading them to develop an interest in your services Persuading them to meet with you Move from client enquiry to client engagement Here is a simple ten-point strategy for achieving these objectives:...

0

Marketing myths

For some reason, the accounting profession is riddled with marketing myths. Below are six common myths that do contain an element of truth, but can be quite damaging if taken too seriously. The best source of new business is from new clientsThis theory involves your new clients being so ecstatic...

0

Marketing ideas for small firms

Small firms are truly limited. Marketing in a one-partner firm will be done by that one person. However, implementing the following ideas may develop more business. Your marketing power is in your backyardMost small firms don’t realise that their marketing power is right in their own backyard; existing client relationships....

0

What kind of value does your firm demonstrate to clients?

The services that accountants provide can be divided according to the level of value the client receives. The three levels of value are the minimum service, the quality service and the value added service. The minimum service is poor or mediocre compliance service that fulfils the client’s minimum needs, but...

0

Horizontal and vertical marketing

There are two broadly defined marketing techniques: vertical marketing and horizontal marketing. Horizontal marketing involves targeting a wide marketplace and vertical marketing concentrates solely on targeting one, specific marketplace. Accountants can take one of these two approaches, either aiming for sector dominance or trying to cultivate a broad range of...