Business development

There are things more powerful than relationships when it comes to driving referrals.

Price is a one-dimensional sales pitch. Your firm is either the lowest priced or you’re not.

Mail or forward information to clients to let them know they are on your mind.

Today, at many smaller firms, client service partners generate, on average, about 1,500 to 1,600 billable hours per annum.

Brand research can help you determine where you’re creating value and what’s most important to potential clients.

A recent study from the job site Indeed found that “business analyst” was the most in-demand financial profession among small business hirers, followed by “business development manager” and “data analyst,” but “accountant” didn’t even make it to the top 10 list.

To be successful, a professional services firm needs to go where the money is.

In the accounting profession, the “product” isn’t always tangible.

Partners need to grow individually because that is what will propel the firm’s further growth.

Just as no ship would sail without navigational tools, no successful professional services firm would attempt to grow their business without a solid sales and marketing strategy.