Posts Tagged ‘rainmaker’
How to Involve New CPAs in Growing Your Firm
It’s no secret most accounting firms are facing partner succession and will continue to do so for years to come. The most common area of concern is how to involve new CPAs in your firm’s growth activities. The short solution is young staff members should be involved in anything that will help them learn the…
Read MoreSpotlight on Saundra Uy: Rainmaking Is for Everyone!
As a Tax Member and Director of the Small Business Department at Suttle & Stalnaker, Saundra Uy’s experience is strong and diversified. But in spite of almost 25 years of professional accounting experience under her belt, she was still a little uneasy when it came to rainmaking. When Saundra signed up to participate in the…
Read More3 Ideas to Amplify Your Business Development Efforts
The annual Association for Accounting Marketing Conference is always a hotbed of great ideas and this year’s gathering was no exception. We learned great concepts for business development from professionals across the accounting profession, and we’d like to share them with you! Here are 3 ideas to amplify business development in your accounting firm. Ask…
Read MoreSpotlight on Business Development with Maureen Moraccini of Gordon Advisors
Everyone with a widget to sell or a client to serve has an idea of what business development looks like or should look like. Many see rainmaking activities as a uniquely external endeavor, with activities that are better suited for extroverts. Some have heard rainmaking terms but have never seen them put into practice –…
Read MoreSpotlight: Adding Niche Specialization to Your Training Curriculum
Many firms are on the hunt for training programs focused on soft skills that will position staff members for success. Some of these skills include written communication, leadership development, and project management, all of which are essential to firm growth and people development. In this featured spotlight, we interviewed WithumSmith+Brown’s Joan Kampo, Director of Human…
Read MoreHow to Get the Most Value from Training
Many of our friends, clients, and colleagues will attend accounting conferences this year. With dozens of sessions, covering everything from basic marketing and business development to more advanced strategies and tactics, attendees may find themselves feeling overwhelmed by the amount of information available to absorb over just a few days. You want to get the most…
Read MoreMaximize Your Marketing and Business Development Impact: Making the Most of Precious Non-billable Hours
For five years I worked very closely with a managing partner who would regularly quote John Wannamaker’s famous line, “Half the money I spend on advertising is wasted; the trouble is, I don’t know which half.” This partner shared these words not only in reference to the firm’s marketing budget but also out of frustration…
Read More6 Reasons to Reinvest in Your Firm’s Growth
Many accounting firms go through ups and downs with their marketing and business development efforts. The smaller the firm, the more it feels like a roller coaster. While we believe marketing should be a consistent effort, the reality of running a business can sometimes get in the way. Whether you own a budding accounting firm…
Read MoreTracking Sales Activities
Sales activities are one of the most important activities for any firm to track, regardless of size, market, service, or marketing culture. Firms that struggle with sales tracking are usually tracking the wrong things or hoarding their information in all the wrong places. Sometimes, it’s a combination of both errors. Company-wide tracking of sales activities (e.g.,…
Read MoreLead Generation with Former Clients
I was monitoring LinkedIn answers the other day and saw a post from a business owner asking if it was appropriate to approach former clients for the purposes of lead generation. Someone in the thread recommended that one should not contact former clients and instead, start from scratch. I disagree. It is one thing if you failed…
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