Client acquisition

Making the case for professional sales in today’s accounting marketplace.

EY and BF Borgers made good showings for the quarter.

Your clients don’t want to have to pick up the phone and wait four days for an answer.

It is important to develop a specialty, but it needs to be balanced with the needs of the practice and your interests.

Knowing what buyers need, where they do their research, and what influences their decisions are all key to a firm’s success.

Gale Crosley shares how Top 100 Firm Grassi & Co. wrote the book on reinvention.

EY leads among the largest auditors in the first quarter of 2020.

Some firms may think now is not the time to be reaching out to new clients -- but they can't afford not to keep prospects moving through their pipeline, says business development consultant Art Kuesel.

You can still reach out to prospects even in the midst of the coronavirus pandemic.

Attracting new clients is vital for growth, but retention is even more important.

As with 2018, mergers made a major difference for many auditing firms – but not all.

Chuck McCabe of The Income Tax School explains the art of getting selected for a media story.

It’s a cultural issue, largely, but it doesn’t have to stay that way.

Tax season is the time of year when every other tax professional is focusing on completing returns for their clients, leaving the marketing field open and ready for you to dominate.

A slow quarter for the biggest firms saw lots of small gains for smaller auditors.

From blogging and social media to email marketing and prize drawings, preparers share how they lure in new clients.

Setting a growth goal is about much more than picking a percentage -- firms need to dive deeper to understand what it will really take to hit that goal, says Bob Lewis of The Visionary Group -- and they need to make sure they have people who can bring in the new business they need.

For years, accounting firms have relied on firm partners to use their personal and professional connections, charisma, and contacts to “make it rain” — to bring in new business and revenue that would enable the firm to grow and succeed.

Get working on it now, before the filing season rush begins.