the main categories of information for internal communications and management. by bruce w. marcus professional services marketing 3.0 while the substance of information varies from firm to firm, there are 10 categories that cannot go unconsidered:
and 12 questions a good marketing professional should be asking.
by bruce w. marcus
professional services marketing 3.0
and now a word to accountants who think they know marketing. unless you’re that rare bird who’s had some successful experience because you have some kind of inborn talent for marketing – and there are some of you like that – you don’t know beans.
and you won’t know beans until they start teaching marketing in accounting schools, which is long overdue. or until you’ve had long experience with a terrific marketer on your staff. but if you don’t have a natural affinity for it, there are things you should know that will result in your competing successfully in this wildly competitive market. or until you hire marketers who know their stuff, and can teach you what you should know. read more →
six rules of professionalism that accountants need in their marketers. by bruce w. marcus professional services marketing 3.0 there’s a wonderful cartoon in which a guy in a business suit is looking over the shoulder of an artist at his … continued
options to grow your profits besides raising revenue and lowering costs.
by sandi smith, cpa
accountant’s accelerator
many accountants these days are anxious to hit the golden $100,000 mark this year. others are interested in growing their revenues steadily and incrementally. still others are focused on lowering costs, raising profits from that side of the equation.
more for soloists and small firms: seven checklist secrets for turning tax season into opportunity season • how to stay energized, upbeat, and thinking bigger through busy season • seven ways to wow your prospect • rev up your revenue with these two daily rituals • 10 tips for creating more energy this tax season • take a cue from venture capitalists: your firm needs a brain trust trinity • five ideas to reduce client price-sensitivity • rise to the top with a fresh elevator speech
all of these approaches are well and good to help you keep more of what you make, but there are far more options to grow your take-home dollars besides raising revenue and lowering costs.
here are six more ways to get more profit out of your practice: read more →
learn how to read the scorecard.
by nick keseric
i have a good friend tucker who over the years has collected over 10,000 golf scorecards from all over the world.
people, even strangers, know of his quest and send stacks of scorecards to his mailbox each year from their travels.
and like a proud father, he’ll pull out his latest batch of cards to show with great pride.
more nick: six ways to stay positive in 2013 • seven steps to leverage the power of positivity in your firm, your career and your life • nine bridges to cross in business development for accounting firms • if business development is a circus at your firm… • my attitude??? what’s wrong with my @#$%! attitude? • curious minds want to know: are you helping or selling? • the six-step roadmap for cpa change agents • 20 biz dev ideas for your career and your firm •
however, if you show too much interest in his cards, he will kick it up a gear (lucky you) and start showing you a hole and begin to tell you what clubs he would hit on each hole according to the yardage of the hole. i always said tucker has too much time on his hands!
you know, a golf scorecard and an accounting marketing plan are very similar.
use your time with the client to ask about more than just this year’s tax return.
by sandi smith, cpa
accountant’s accelerator
here are some fast tips to help you make the most out of busy season, which is when you have the highest amount of your clients’ attention all year long.
more for soloists and small firms: how to stay energized, upbeat, and thinking bigger through busy season • seven ways to wow your prospect • rev up your revenue with these two daily rituals • 10 tips for creating more energy this tax season • take a cue from venture capitalists: your firm needs a brain trust trinity • accountants, do you know your opportunity number? • five ideas to overcome client price-sensitivity • 5 mistakes to avoid when seeking new clients • 3 steps to start running on millionaire time • the missing ingredient in your marketing that will make all the difference • on the road to a stress-free life: identify your character strengths •
1. make a checklist to go through with your prospects during the initial meeting (a/k/a “the sales call.”).
some example entries could be: read more →
eight reasons why accounting firms need to work on internal communications first. by bruce w. marcus professional services marketing 3.0 a terrific definition of chaos is when a client asks two different people in your firm the same question — … continued
what do we really know when we say we know? by bruce w. marcus professional services marketing 3.0 the road to knowledge management, now well-traveled, seems to end with the science of acquiring and retrieving data. the end of that … continued
the 16-step plan to focus on landing one new client at a time. by bruce w. marcus professional services marketing 3.0 here’s a little secret about accounting marketing. it always comes down to selling the individual clients — one by … continued
for good, bad or indifferent. editor’s note: this article originally appeared in the september 1980 issue of the virginia accountant. it is one of the first articles – if not the very first article – on the advent of … continued
it’s a hollow view. by bruce w. marcus professional services marketing 3.0 some years ago, in a remarkably successful marketing move, a graphic designer specializing in logos, letterheads and the like came up with the concept of the corporate image. … continued
is the traditional business model holding back the profession? by bruce w. marcus author of professional services marketing 3.0 it’s not a race, nor are there prizes for the winner. but it has been suggested that personal financial planners trading … continued
latest edition, incorporating data and analysis from 2010 through 2012. click to learn more..