Sales and Marketing

Every Monday morning, Bill Hagaman, our firm’s managing partner/CEO, sends an email to the over 850 people at our firm. His email a few weeks ago hit the mark on providing value as the distinguishing factor in getting new business.

Ninety percent of the accounting industry is tied to compliance services in areas such as accounting, audit and tax, but don’t look there for encouraging signs of industry performance.

If we lived in a perfect world, the salespeople in your firm (and if you’re a principal, that’s probably you) would have an endless supply of qualified, ready-to-be-sold prospects itching to sign a contract with your company. Sadly, that world does not exist.

Let’s not ignore the 500-pound (orange or blonde, you pick) gorilla in the room. Like ’em or hate ’em, Hillary Clinton and Donald Trump are on everyone’s minds right now. And with the election just a few short weeks away (can’t get here soon enough in my opinion), the chatter around them is going to increase significantly.

BKR International shares the quickest ways to shrink your business

BKR International shares the quickest ways to shrink your business

My friend Al is a sole practitioner with seven staff members and a thriving audit practice, besides the typical tax and small business tax clients. He is getting older, and while he has no plans to retire and is actively trying to grow his practice, he periodically meets with larger firms to see if there is an interest in acquiring his practice when that day comes. By doing this he stumbled on a fantastic business development formula.

You have a great reputation, excellent credentials, went to all the right schools, and plenty of practical, relevant experience. I think you may just be the perfect CPA for me and you are exactly what I am looking for to help with my business. But I just signed an engagement letter with another firm. Huh?

Thomson Reuters has introduced Thomson Reuters Checkpoint Marketing for Firms Social Media Infographics and Fun Facts, with visuals that tax and accounting professionals can use on social media every week.

How do you gain the trust of your current and prospective clients, as well as colleagues, subordinates and others with whom you do business or want to do business?