Business development

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.

One thing I am good at is leveraging something I did.

The pro skateboarder has defined his career by taking risks, and he championed a similar business strategy during his keynote address at the AICPA Engage conference in Las Vegas.

There are lots of potential missteps that can trip you up along the road to making your firm more visible to the right prospects.

The Association for Accounting Marketing presented awards in categories such as advertising, branding, business development and PR campaigns.

If a firm doesn’t effectively address obstacles, it will not be able to grow at a satisfactory rate.

What is the right stuff to become a partner?

This perspective has been written for CEOs at CPA firms doing $50 million to $100 million in annual revenue with quality profits per partner who want to make their firms bigger, better, stronger and more profitable.

How can marketing teams ensure their firms’ websites effectively generate leads and provide useful information for clients?

When it comes to the extremely important business of selling professional services, why do we often choose to shun goal setting?

The accounting profession is undergoing seismic changes. How can a firm thrive in such an uncertain environment?

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.