Next month I’ll be presenting on the topic of How the Fastest Growing CPA Firms Spend their Marketing Dollars at the MSCPA’s Practice Management conference. If you’re a CPA, I’ll hope you attend!
While the research this article (and presentation) is based on is from CPA firms, I believe the basic principles are true for all of professional services firms, so everyone, please, read on!
I have been giving a presentation on networking to young professionals for a couple of years now. I always feel good about motivating young people to try networking by encouraging them to focus on building their skills and confidence first knowing that building their networks will naturally flow from their continued efforts. If they attend events thinking new clients will flow quickly, they will get discouraged and quit because their discomfort isn’t worth the lack of benefit. (more…)
It has taken you years to build your firm’s client base. Some clients you had to work hard to win and some practically fell in the front door. Some are an exact fit for what your team does best – and others are not. Some pay your current billing rates without discounts or write-offs, and some quietly get the best deal in town (maybe too good!). In the lifespan of any firm, there comes a time when firing clients is the right thing to do. But how do you decide which clients to let go, and what process should you follow to communicate your decision? (more…)
A longtime friend and mentor, Brenda Sleeper, has a fantastic saying to refer to celebrating wins in business. Her motto is to “Ring the bell!” and to do it frequently. Let’s explore why, when, and how. (more…)
One or multiple partners in your firm are 6-24 months away from retirement. Generational demographics and industry trends make this a near certainty.
I know this, and YOU know this. Do your CLIENTS know this? (more…)
Carol Dweck gave an amazing TED Talk presentation “The Power of Yet” that inspires this month’s post.
She begins her talk about a high school that gives the grade “not yet” instead of “failing” so that students understand that they are on a learning curve, not at a dead end. (more…)
It’s a rare CPA or other professional services professional who got into their field to network and bring in more clients. But it remains a necessity and so it is best to begin to train your staff for these skills early. Below are a few ideas to get your staff training for effective networking skills started in the right direction. (more…)
Book Review – Quiet: The Power of Introverts in a World That Can’t Stop Talking
First things first – yes, this book is worth the read. It is a business book so its main focus is on work environments but in the final chapters it also touches on personal/marital relationships with introverts and educating/raising introvert children.
In Boston there’s a funny saying “You can’t get there from here” because the roads are a bit crazy. We are apparently famous for our twisting/turning former cow paths, one-way streets, and roads than change names on a whim. It seems to me that professional services leaders sometimes feel this way about marketing. Which is too bad, because with a bit of up-front discussion, there can be clear path.