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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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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Four Tips for Holiday Marketing for CPA Firms

Holidays are for Growth Think the holiday season is simply filled with lost production time? Think again. The holiday season is a great opportunity to network and create opportunities for growth. As we approach Thanksgiving and Christmas and your firm is likely in tax planning...
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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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From Marketing to Business Development – Part 1

From Marketing to Business Development Making marketing initiatives truly impact the practices of your management Part One – Translating marketing into practice Within accounting firms, there is frequently a chasm between marketing and sales. Business development has...
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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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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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Tax Season Marketing Part Two – Maximize referrals and cross selling opportunities

Tax season is great time to get referrals and to present ideas for tax planning.
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Tax Planning Opportunities for 2011

Tax season is a great time to highlight planning opportunities for clients. The right planning opportunities will lead to reduced liabilities for your clients and post busy season work for your firm.  Here’s a few planning opportunities you would do well to discuss with...
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Tax Season Marketing Part One – Maximize Your Client Contacts

Tax Season Marketing Part One – Maximize your client contacts While marketing may be the last thing on the mind of many CPA’s during tax season, it is probably the best time of the year to identify client needs and present new services. How well your staff identifies client...
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