If your firm is like most accounting firms, your proposals look a little bit like this: 90 per cent of information is about your firm: the proposal starts with a history, why your firm is qualified, etc. and ends with a set of bios on your firm’s professionals 10 per...
Firms who aren’t on social media are missing out on some of the most significant opportunities this digital era has to offer. Social media has the power to improve a firm’s brand, communication and understanding of client needs and expectations. Just like firms were considered to be uncommitted to change...
A regularly updated blog gives firms the opportunity to boost their SEO ranking and communicate with clients online. A blog is a collection of articles or posts which are targeted to a particular industry. For firms, it is a communication tool that can be used to provide online clients with...
The secret of sales success often comes down to having two goals; to get in the door and to secure the prospect. Getting in the door To get in the door, try a the three-step approach of: Try to make direct contact with the prospect. Are they approachable? If so...
Many accountants feel that a prospective client should be ready and able to sign with them after one meeting. In an ideal world, this would be the case, but in reality, it can take a number of meetings before a prospect feels ready to sign. Here are some tips to...
Most prospects find it difficult to evaluate an accounting firm. They understand little or nothing about the accounting process itself and so do not feel they can evaluate a firm simply by asking the right questions. Because of this, many clients may look to use external measures to evaluate an...
Motivation is the fundamental driving force behind successful marketing. Motivation is fueled by the desire to grow, and the belief that you can engage larger clients and provide them with the services they require. This desire and confidence is the root of the marketing mentality. Many accountants these days pay...
The key to successful client relations, and therefore to continued growth, is to develop a client-centred approach throughout the firm. This helps to create a dynamic, entrepreneurial feeling within the firm and enthusiasm and interest within the client base. This in turn will ensure a steady stream of quality referrals....
Have you ever heard the expression “you never get a second chance at a first impression”? It may only take a quick glance, a lingering look or perhaps their overall experience in your reception area for your clients to form their underlying opinion of your services. For some clients, the...
The role of partners is often difficult, and accepting that careers are changing is not easy. To prosper today, partners must be tough, competent professionals who can provide services to present clients, and develop new business. Partners should be responsible for future issues confronting clients, promoting value-added services, and maintaining...
