Go-To-Market Planning
Written by: Sarah Johnson Dobek Key Points Market research helps firms make confident, evidence-based decisions about clients, competitors, and market opportunities. Combining different types of research—primary, secondary, qualitative, and quantitative—provides a complete view of the market. When marketers lead the research process, insights translate directly into strategies that strengthen growth and differentiation. What Is Market…
By: Chad Person Key Points Strategy defines where your firm will compete and how it will win, while planning outlines how to execute that vision. Combining strategy and planning often leads to overemphasis on logistics and underinvestment in long-term direction. CPA firms that prioritize strategy before planning make smarter decisions, adapt faster, and maintain a…
Key Points LinkedIn Premium Company Pages offer new AI tools, engagement features, and verification options to enhance visibility and credibility. Firms should evaluate the cost-to-benefit ratio, balancing automation with authentic, human-driven content. Early adoption can help accounting firms strengthen brand trust and engagement if integrated strategically into their marketing plans. LinkedIn has recently rolled…
Key Points 2024 marks a shift from organic to intentional growth, focusing on alignment with firm values and strategic goals. AI, technology, and data are reshaping how firms attract, price, and serve clients. Training, pricing innovation, and client experience will define which firms lead the next wave of growth. As we step into 2024,…
Key Points Strong client approval processes and clear pricing standards protect your firm’s bandwidth, profitability, and culture. Aligning client fit and pricing guidelines ensures sustainable growth, higher retention, and better staff satisfaction. Technology and data can streamline approvals, track patterns, and help refine future client and pricing decisions. In the accounting profession, success hinges…
Key Points A structured client qualification and disqualification process helps accounting firms improve profitability, efficiency, and client satisfaction. Clear communication and transparency are essential to align firm capabilities with client expectations. Prioritizing quality over quantity leads to stronger relationships, better service outcomes, and sustainable growth. Navigating the business landscape is an art, with the…
Key Points Client culling helps accounting firms manage capacity, improve profitability, and focus on ideal clients aligned with firm strategy. A strong client acceptance policy minimizes future culling needs by ensuring new relationships fit long-term goals. Strategic client management drives sustainable growth, strengthens firm culture, and enhances staff retention. Firm leaders within the accounting…
