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 Because if you don’t it can cost you hundreds of thousands of dollars! Let me illustrate this with an example: Frank and Patricia both have relatively small practices.  Each collected fees of $200,000 in CY2014.  Both want to grow their books of business. When he gets a break Frank has plans to make a […]

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Tweet Being perceived as the go-to person, the expert, i.e. the “brand” in a given niche gives you a huge advantage over other accountants competing for that pool of prospects. Here’s how one of my clients – Jean – is focusing her accounting marketing efforts to become The Expert. The niche she’s targeting is digital […]

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Tweet There is a partner in one of my San Francisco client firms who is really, really accomplished.  She’s great at accounting marketing, technically competent, diligent, organized and provides great client service to a large book of business. So why was she just informed by a long time client – 7 years – that they […]

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Tweet No, this isn’t about taking time to do business development during your busiest period.  That’s not happening. Instead, I want to tell you about a tax season accounting marketing trick that almost all of my highest revenue clients who serve for-profit entities employ because it routinely provides an infusion of new (and potentially significant) […]

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A focused network of prospective clients, referring professionals and people of influence can add tremendous value in your accounting marketing to attract new, premium clients.

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Tweet If you’ve been in the business for a while you know that – all things being reasonably equal – accountants who are the most adept at accounting marketing make the most money and wind up as equity partners in their firm. That’s because accounting, like every other form of professional services, places a premium […]

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Tweet Every practitioner who is engaged in accounting marketing is aware of how providers of all types of goods and services are turning to social media as an increasingly important component of their marketing efforts. Which leads to the question:  Should providers of accounting services be getting on the same bus? Can you add new […]

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Tweet Here’s the scenario: Your new client opportunity is a two year old cutting edge digital advertising firm that is cash positive, growing rapidly and looking like it will be a real success.  They’ve outgrown TurboTax and are now in the market for an accounting firm.  Unfortunately, you’ve been told that you are competing against […]

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Tweet The element that drives most accounting firm marketing is that people need the services of professional accountants.  There is no choice for most consumers.  Producing accurate P & L information is a daunting task and the tax codes are too complex. In light of this reality, the vast majority of accounting business development is […]

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Tweet In the 1984 movie Ghostbusters Rick Moranis played Louis, a geeky and somewhat repellant accountant.  Throughout the movie he would attempt to drum up more business by occasionally asking people, “Who does your taxes?”   Not surprisingly, this approach wasn’t successful. So how do you ask someone if you can handle their accounting needs? How […]

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