Business development

What’s holding your accounting firm back? Chances are it’s not your marketing, your business model or your methods holding your firm captive.

Reverse-engineering your sales approach by looking at things from the eyes of the prospect can boost your effectiveness.

If you don’t like change, you’ll like irrelevance even less.

How many times does your target audience need to be exposed to a message before it triggers a response?

I was once asked, “Why is growth important?” My short answer was it comes down to perspective. Do you want your firm to be relevant and be a disruptor, or do you want your firm to be irrelevant and be disrupted? Without growth, your firm will certainly be the latter.

Many colleagues and clients get tangled in the daily merry-go-round that consumes much of their time while pushing aside creative, innovative and big picture thinking about their business, how they got there and where they are going.

When you start marketing your firm using a variety of marketing tactics at once, you will soon realize that all leads are not to be treated equally.

It’s one thing to take the time and effort to create a well-conceived marketing program designed to grow your accounting firm and it can be quite another to get critical stakeholder buy-in.

Peter Weitsen and I started our practice, MendlowitzWeitsen LLP, on July 1, 1988. My life has been enriched every moment of our partnership, which continues even now as part of WithumSmith+Brown, PC.

Art Kuesel on how proper allocation can help a business grow early and often.