Accounting Practice Business Development Blog


Here’s where you can learn how to become a superior business developer.
I want more clients!


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Tweet For those of you who have slugged through all six parts of this series I have prepared a couple of semi-templates that should make creating a proposal somewhat easier.  One is for a Letter Proposal and one for a Formal Proposal. You can download them here. I trust you are all surviving busy season.  […]

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Tweet In Part 1 of this blog series we looked at some general best practices for creating winning proposals.  In Part 2 we concluded the best practices overview and began looking at a common informal proposal format which is essentially a 2 – 3 page business letter.  Part 3 continued our examination of the “letter […]

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Tweet In Part 1 of this blog series we looked at some general best practices for creating winning proposals.  In Part 2 we concluded the best practices overview and began looking at a common informal proposal format which is essentially a 2 – 3 page business letter.  Part 3 continued our examination of the “letter […]

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Tweet In Part 1 of this blog series we looked at some general best practices for creating winning proposals.  In Part 2 we concluded the best practices overview and began looking at a common informal proposal format which is essentially a 2 – 3 page business letter.  Part 3 continued our examination of the “letter […]

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Tweet In Part 1 of this blog series we looked at some general best practices for creating winning proposals.  In Part 2 we concluded the best practices overview and began looking at a common informal proposal format which is essentially a 2 – 3 page business letter. Today’s post explores the letter proposal composition in […]

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Tweet The goal for this multi-part blog is that at the conclusion of the series you will have both short form (essentially a 2 – 3 page business letter) and long form (more detailed and formal) proposal templates that will maximize the probability you will prevail among those competing for the prospect’s business. Last week […]

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Tweet Jennifer’s prospect says, “We’re impressed with what we’ve heard.  Here’s a list of our requirements and we’d like you to prepare a written proposal.  Can you have it to us by the end of next week?”  “Of course I will,” Jennifer assures them. Once back the office she pulls up the firm’s proposal template […]

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Tweet The classroom training freshly minted accountants receive doesn’t prepare them for the challenges they will face when trying to find and sign up new clients.  And yet, we all know that the fastest ticket to partnership (assuming requisite technical skills are there) is to demonstrate an aptitude for business development. So, where do associates […]

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Tweet Right before Christmas I wrote a blog titled “3 Keys to Winning New Clients in 2014,” and noted that the keys relate to the initial, or marketing phase of winning a new client.  Today I want to address one aspect of the next phase – sales – where you undertake the process of converting […]

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Tweet Since 1996 I’ve advised hundreds of clients how they can build their accounting practices.  In every instance there are two basic phases: first we have to attract prospects (marketing) and, second, we must convert these prospects into clients (sales). Today’s blog focuses upon the marketing phase, and its purpose is to identify three effective […]

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