Monthly Archive: August 2018

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Stand out in the crowd

Today’s accounting firms face a substantial multitude of information on how to establish and improve their current marketing programs. But since a firm’s competitors have the same access to the wealth of marketing information, it can be difficult for a firm to establish how they will stand out from the...

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Promoting marketing in a professional firm

Some firm professionals may find it difficult convincing other colleagues and staff members that setting up a marketing program is a worthwhile exercise. This may be because they do not believe that marketing is a priority. But widespread support within the firm is vital to a marketing program’s success. Below...

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Creating a marketing budget from scratch

A marketing budget is an important tool for allocating a firm’s resources and controlling what is spent on specific marketing projects throughout the year. But sadly, they are often the first thing to be cut from a firm’s budget. Marketing budgets are usually created in association with a firm’s marketing...

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Selling fundamentals to consider

The purpose of the sales process is to communicate yourself and the benefits of your firm more effectively to a prospective client. But before looking at the actual sales process, it may be helpful to examine some of the basic fundamentals needed for a successful sales strategy. Trusting yourself Trusting...

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Client service focus makes all the difference

The strength and survival of a firm depends on its ability to be relevant to its marketplace and the needs of its clients. Professional firms are defined by the markets they serve. In such a competitive environment, the success of a firm is dependent upon knowing what the client needs...

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Prospecting and accountants

Prospecting is probably the least understood aspect of practice development among accounting firms. Yet it is the most important stage in acquiring new clients. If accountants lack a prospecting program, they risk limiting themselves to the people they happen to meet as a source of potential clients. Despite the fact...