Business development

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

Highs, lows, curveballs and surprises are routine for every business, including accounting firms. Pandemics, however, are not routine (thankfully!). This crisis tests and provokes us all to the extreme.

Despite the coronavirus, firms can’t afford to stop looking for prospects

Your clients' businesses evolve over time — and the business environment in which they operate changes as well, especially at a time like this.

This year all playbooks have to be discarded and a fresh start needs to be developed.

There are no fixed rules and you can grow your firm in many ways.

As the owner of an accounting firm, it is crucial to keep a strong direction for your practice and to anticipate and accompany growth.

Many firms organize a summer retreat that they are now postponing or canceling. Whether they are held or not, I recommend not canceling the preparation process.

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.

The current pandemic offers opportunities for firms that are ready to change.