Are You the Smartest Person in the Room?

An astute observer of human nature once stated, “People don’t care how much you know until they know how much you care.” While the original author of that statement is not definitively known, it has been repeated by many of the best minds in business. What does it mean? And more...
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Accounting Firms: What to Expect When Expecting E-Newsletter Results

I recently emailed results of an e-newsletter blast to a CPA client of ours.  They replied with a simple question “Is this normal?”.  Good question, I thought to myself. Email communications are a great way to inform and engage your audience and there is a lot of emphasis on the...
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Are You Still Talking? What’s Wrong with Accounting Firm Business Development

Did you know that the sales process of many professional advisors is fatally flawed? Are you one of them? Think about your presentation. Think about how you explain your firm, your services, and your key differentiators.  Think about all of the things you say and how wonderfully...
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Are you Incorporating Accounting Firm Best Practices or Joining the Cult of the Average?

I came across a Ted Talks video today that got me thinking about the overuse of the term “Best Practices” in the accounting profession. While I understand the meaning of the term and have been known to use it myself from time to time, I have always been troubled by the common use...
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Catalyst CPA Marketing – Client Success Story – Cassady Schiller

Transcription I am David Lingler. I am a Director of Business Valuations and Consulting, here at Cassady Schiller & Associates, in Cincinnati, Ohio. We recognized internally that as a 35 to 40-person firm, we could not continue to grow just on the referral networks of the...
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From Marketing to Business Development – Taking Stock of Your Marketing Foundations

From Marketing to Business Development The Cost of Waiting – Taking Stock in Your Marketing Foundations The relationship between marketing and business development has been dissected over the past few years. Many focus on making the distinction between the two. But the symbiotic...
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From Marketing to Business Development – Part 2

From Marketing to Business Development The Cost of Waiting – Why Marketing Can’t Take a Backseat Which should come first, marketing or the business development? Many firms believe the answer is always business development. The impact of sales is immediate and identifiable. New...
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Spring Marketing for CPA Firms – You don’t build a house with a shovel

Spring Marketing – Part 3You don’t build a house with a shovel The successful completion of almost any job requires the right training and the right tools. You wouldn’t spend thousands of dollars training a builder in the sciences of structural engineering and...
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Spring Marketing for CPA Firms – Educate and Empower

The success of your summer months will depend largely upon your ability to do just that – convert knowledge into opportunity.
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Inspirational firms and leaders sell the “why”

This video from a 2009 TED talk has recently gone “viral” in many business circles.  Let’s take a look at Simon Sinek’s “Golden Circle” and how understanding this important concept can propel your firm to inspirational status. Most people...
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