Business Development
Is Client Experience Really a Differentiator? It Can Be If You Have the Right Approach
Eva was puzzled. One of her oldest and most valuable clients had just let her know they selected a new accounting firm. Her firm had always delivered the client’s audit report and filed their taxes on time. They had always responded quickly whenever the client had any questions. The client had always thanked them for…
Read MoreTake the Pressure of ‘Selling’ Out of ‘Cross-selling’
Cross-selling at accounting and advisory firms. It’s something a lot of firms often talk about but frequently seem to struggle with. But as the profession continues its shift toward advisory services, it’s never been more critical. There’s so much opportunity to do more for existing clients (and drive revenue higher). Yet, many accounting professionals tend…
Read MoreDo You Ask the Right Questions to Deepen Client Relationships?
If you’re having the right conversations with your clients, new opportunities naturally come up where you can help them solve their issues beyond compliance. But while you may think you’re having excellent conversations; they’re probably just scratching the surface. Do you ask the right questions to deepen client relationships? Many professionals reduce relationship and trust-building…
Read MoreAccounting Firm Revenue Growth Stuck? Check Your Marketing, Business Development Alignment
Marketing and business development. When these two functions work in tandem, accounting firm growth can soar; however, too often, misaligned – or unclear – goals and expectations lead these two revenue generators to work independently and become counterproductive. Many professionals get tripped up trying to do both at the same time, so understanding the…
Read MoreBusiness Development and Sales Aren’t Scary (When You Break Down the Process)
It’s well known throughout the accounting and advisory industry that business development and sales terrify accountants, who also are quick to say it’s not what they were trained to do. The reality is number manipulation, which is what accountants do best, is the fundamental building block for sales. Once the framework of sales is broken…
Read MoreAccounting Firms that Invest in Technology and Virtual Communication Likely to Come Out Ahead
After nearly a year of dealing with the pandemic and all the changes and challenges that came with it, accounting firms were asked in the Inovautus and Association for Accounting Marketing Growth Outlook Survey about their investment outlook into marketing and business development (BD) activities. The pattern in survey responses showed that a correlation…
Read MoreAccounting Firms Continue to Evolve Services to Meet Demands Amid Pandemic
The pandemic has forced nearly every industry to evolve and rethink the services they offer to meet the turbulent and changing needs of clients. For accounting firms, this has been highly evidenced in the Paycheck Protection Program (PPP) which accounted for the majority of new services offered by accounting firms in 2020, with client…
Read MoreTop 4 Trends Shaping Accounting Firms in 2021
The unique challenges of the COVID-19 pandemic have created what will be lasting changes for accounting firms in regard to business development and marketing. For many firms, these events forced a faster evolution of marketing than they expected or planned for. Firms of all sizes made adjustments, adding or amplifying marketing and business development activities,…
Read MoreAn Accounting Firm Webinar Is the Ideal Podium for Your SME
As an advisor, you know you have good content and an audience hungry for your information. But you also have a hurdle: finding a new way to “get in front of” your audience. With person-to-person meetings largely in the rearview, many businesses and professionals have turned to online delivery platforms to educate, inform, and build…
Read MoreAccounting Firms Show Commitment to Marketing Amid Crisis
Accounting firms are reporting an overall commitment to marketing through the COVID-19 crisis, according to our May 2020 Growth Outlook Amid COVID-19 survey. The results were a contrast to recent recessions like the financial crisis in 2008. Differing from the mindset of tightening budgets of the 2008 recession, accounting firms today are more…
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