Client acquisition

Developing new business is tough enough for professional services firms, but when those services happen to be accounting, things can get even tougher.

Boomer Consulting has joined forces with the Business Learning Institute, a strategic learning partner and talent management consultancy, to develop the Anticipatory Accelerator, a two-day workshop to help accounting firms identify client opportunities.

Take back your reputation.

Many colleagues I talk to have as many or even more ideas than my partners and I had, but they are afraid of not succeeding with them, so they do not try.

While you will never find these commandments on two stone tablets, they should provide you with direction as you seek to develop your practice.

Periodically, every farmer will go around and pluck the low-hanging fruit so that it doesn't spoil. Well, the same principle applies to effective professional service marketers.

Low-hanging fruit is great — until it dries up.

These days, the cost of securing an accounting degree is rather exorbitant. Well over $100,000 at most private colleges. And lots of hard work to boot.

Since professional services are intangible, the prospect is most likely probing for assurance to offset their natural skepticism.

Despite gentle nudges, love taps and tactics to shorten the cycle time, the process is slow and the lag time is painful.