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Jun 27 2019

An Introvert’s Guide To Creating Deeper Client Relationships

2019-11-01T16:43:23-06:00June 27th, 2019|Leadership, Marketing, Personal Development, Sales|

In my work, I get the opportunity to meet many professionals who are working on being more successful business developers – and for good reason. An ability to build a strong network and develop new business yields many benefits. It allows you to provide a tangible contribution to top line revenue for the firm. It [...]

Oct 5 2018

An Introvert’s Guide To Creating Deeper Client Relationships

2018-10-05T12:24:18-06:00October 5th, 2018|Leadership, Marketing, Personal Development, Sales|

In my work, I get the opportunity to meet many professionals who are working on being more successful business developers – and for good reason. An ability to build a strong network and develop new business yields many benefits. It allows you to provide a tangible contribution to top line revenue for the firm. It [...]

Sep 29 2017

Four Steps to Faster People Development

2017-09-29T08:50:31-06:00September 29th, 2017|Current Affairs, HR/Organizational Development, Leadership, Next Generation, Personal Development, Sales|

"Leadership, like swimming, cannot be learned by reading about it." — Henry Mintzberg With the Baby Boomers (born 1946 to 1964) retiring at a clip of 10,000 per day, the skills transfer necessary to get the next generation ready to take over the reins is monumental. Most leaders have a limited amount of time available [...]

Oct 21 2015

Tried and True Referral Relationship Tenets – And a New Idea!

2015-10-21T13:17:57-06:00October 21st, 2015|Client Retention, Sales|

As firms focus on growth, referral sources continue to rank at the top of the list for developing new client opportunities. Referral relationships take time to develop and nurture and are built on a foundation of trust that we tend to protect like a parent protects their children. Because we hold referral relationships so dear [...]

Mar 18 2015

Stop Giving Away Your Services!

2015-03-18T10:34:38-06:00March 18th, 2015|Client Retention, Communication, Sales|

As far as we’ve come as a profession, we still encounter CPAs who struggle to bill for services delivered (and/or time incurred) beyond the scope of their original engagement. And, young people are not being taught the valuable skill of managing scope and resetting expectations with overruns, so the issue perpetuates. Even worse yet, your [...]

Apr 23 2014

Marketing Versus Selling Versus Business Development

2014-04-23T12:55:57-06:00April 23rd, 2014|Marketing, Sales|

In public accounting, we often use “mixed” terms when describing marketing and selling activities and now the combination of marketing and sales activities is referred to as “business development.” The challenge is that these terms are used interchangeably; often causing confusion and disappointment because they are not defined properly. This causes firm leaders – and [...]

Jun 27 2012

Close More Ideal Business by Selling to Target Accounts

2012-06-27T13:00:55-06:00June 27th, 2012|Client Retention, Marketing, Sales, Social Networking|

Anyone who walks in the door willing to engage your services is not necessarily the next RIGHT client. Conceptually, most of us agree with that statement.  However, very few of us practice this in reality - especially given the slow recovery from our recent economic downturn and the struggle many firms are experiencing retaining their clients [...]

Nov 17 2010

Find out How to Serve Your Clients Better this Busy Season

2019-10-29T08:27:41-06:00November 17th, 2010|Client Retention, Communication, Marketing, Sales|

Many of our CPA friends will be meeting with a large number of clients over the next several months.  To maximize this face-to-face time, take the opportunity to find out how your clients feel they are being served, what your team may be able to do better, and what additional services you could provide them [...]

Mar 31 2010

Developing Winning Proposals – Part 2

2019-10-29T08:30:53-06:00March 31st, 2010|Marketing, Sales|

In last week’s blog post, Michelle Baca presented the first four steps for developing winning proposals, which focused on the internal preparation of your proposals.  This week, Krista Remer will complete the series on proposals by sharing steps five through seven with a focus on how to actually deliver your proposal and then follow up [...]

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