Apr 23 2014

Marketing Versus Selling Versus Business Development

2014-04-23T12:55:57-05:00April 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

2021-03-05T08:40:42-06:00June 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

2019-10-29T08:27:41-05:00November 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

2021-02-23T14:09:26-06:00March 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 [...]

Mar 24 2010

Developing Winning Proposals – Part 1

2021-02-23T14:17:40-06:00March 24th, 2010|Marketing, Sales|

Have you noticed that at nearly every major accounting conference, there seems to be a session on how to develop effective proposals? It also happens to be one of the topics that we are asked most frequently to offer our advice on. Because this continues to be on the minds of our clients, we wanted [...]

Oct 6 2009

Retaining Clients – What Does It Really Take?

2009-10-06T22:43:30-05:00October 6th, 2009|Marketing, Sales|

According to the 2009 AICPA PCPS CPA Firm Top Issues survey (http://tinyurl.com/ydx8alr), the most significant concern facing CPA firms today is client retention.  This is certainly a shift from previous years, where the quest to find and retain talent were the top concerns of the profession.   Clearly, this is due to the recession, increasing competition [...]

Sep 23 2009

Social Networking – a Year Later

2009-09-23T20:26:30-05:00September 23rd, 2009|Marketing, Sales, Web/Tech|

It’s hard to believe, but our blog, Inspired Ideas, celebrates its first birthday today.  In the inaugural post, I shared my epiphany about the power of social networking – in particular my exposure to the LinkedIn platform (www.LinkedIn.com) – and how I really believed that the groundswell of web-based networking and communications tools would drive [...]

Sep 2 2009

Top 3 Business Uses for Twitter

2020-06-08T14:34:07-05:00September 2nd, 2009|Marketing, Sales, Social Networking, Web/Tech|

One of our most popular training sessions this year has been our course entitled, “Embracing Social Networking in Your Firm.” The session covers the most popular social networking technologies including LinkedIn, Facebook, and of course, Twitter. Twitter is a tool that allows people to know the answer to the question “What are you doing?” Twitter [...]

Aug 26 2009

Back To The Business Development Basics

2019-10-29T11:18:54-05:00August 26th, 2009|Marketing, Sales|

Recent economic conditions have caused us all to refocus on our marketing and business development strategies. It used to be that firms struggled just to keep up with the work that they had and were more focused on recruiting staff than generating new opportunities. The tide has certainly shifted and marketing and business development are [...]

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