Sales
2023 Growth Survey Insights and Trends
What began as a pulse survey during the pandemic has quickly evolved into valuable knowledge and insights for accounting firms developing strategic growth plans through the Inovautus Consulting Growth Outlook Survey. This year, we uncovered a lot of great morsels that will help validate, inform, and guide a firm’s strategic planning. The results are in,…
Read MoreDoes Your CPA Firm Have a Growth Culture?
A growth culture may sound attractive, but do you know why firms want to move in this direction? It’s a simple answer. Typically, when even one rainmaker leaves a firm, their departure leaves a gaping hole in growth and firms scrambling to replace revenue. Beyond that, firms are increasingly becoming more focused on finding the…
Read More3 Ways to Grow Your Prospect Lists
Prospects are one of the greatest keys to increasing revenue, but, unfortunately, many accounting firms struggle to grow their prospect list. Oftentimes, this struggle comes from not knowing how to grow a prospect base in a way that generates results. Prospect lists must be permission-based; otherwise, you risk poor outcomes. Here are three practical and…
Read MoreGetting To ‘Yes!’ How to Manage Objections in the Sales Process
Do any of these objections in the sales process sound familiar: You’re too expensive! We like what you have to say, but we don’t want to change accountants. We will do something with you, but now is not the right time. We need to think about this; we’ll come back to you. They are some…
Read MoreTop 5 Predictions for Accounting Firm Growth in 2022
The past two years have brought many changes, challenges, and opportunities to the accounting profession. When looking at what to expect in 2022, three factors will influence everything that occurs in the profession this year: Graying of geographic boundaries Remote work has created myriad challenges – and opportunities – for firms nationwide. That means clients…
Read MoreIs 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 MoreKeep the Content Engine Going Post-COVID
The COVID-19 pandemic created a flood of information many firms realized they need to communicate to their clients and prospects like never before. Some firms may have had established lines of communications before CARES Act legislation came out while sending regular e-alerts became a new strategy for others. Creating and publishing content showed firms were…
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…
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