Sales and Marketing

In my early days I would get many leads for clients who told me they were switching accountants because they believed they were paying “too much tax.”

A significant amount of planning is typically involved before most major events. For example, the D-Day invasion was planned and scheduled with extreme detail months before its execution on June 6, 1944. Likewise, accountants each year experience a tax season that requires detailed planning and precise execution.

Too many firms are looking for value in all the wrong places

Branding. Advertising. Sponsorships. Those three activities were once the heart of accounting marketing. While they are still important, they are not currently driving most marketing activity. Today, it’s all about growth.

McGladrey LLP has changed its name to RSM US LLP and launched a national advertising campaign to promote the new brand.

This is my 100th Art of Accounting column and I cannot believe it. When I started I was hoping I would be able to write 25 or 30 such articles. I have now reached 100 and still have plenty more to go.

Expressing gratitude can mean more than good manners in a professional services practice: The right kind of thank you at the right moment can also increase your business. What should you give and when?

If you haven’t figured it out yet, people who are dealing with issues outside of your office not only struggle to provide value from their role, but they inadvertently interrupt the value provided by your entire organization. There is a story whirling around the college football arena about this exact issue.

In my practice I have always tried to generate additional revenue from existing clients.

Exploring the role of CRM systems at accounting firms