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 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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Tweet We’ve all met (or heard about) those accountants who have a natural talent for business development. They’re the ones consistently finding and signing up “A” level clients and maintaining a profitable book of business of $1,000,000 or even considerably more. I’m now going to tell you their secret … the one thing they all […]

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Tweet Becoming proficient at marketing accounting services is the key to earning hundreds of thousands of dollars in additional career earnings when compared to traditional passive business development practices.  If this is a goal you wish to achieve you can do it.  Just like Claire is.  You’re already smart enough and know enough.  But, it […]

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Why Create a Marketing Plan?

Tweet You’d like to add clients, build revenue, make more money and increase the value of your practice but don’t really have a plan to do so.  Most practitioners address this challenge by simply adding new clients with little regard to a bigger, longer term picture. This is not how the most financially successful accountants […]

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Tweet What a terrible title this is!  Nobody wants to confront the reality that some accountants just won’t be able to bring in new revenue like other practitioners can.  But, it’s a truth that should be faced both by both individual accountants and managing partners. After all, nobody goes into accounting because they want to […]

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Tweet Becoming recognized as an accountant who is an expert in a given area is a proven path to obtaining premium clients and higher fees. Typically, these “Visible Experts” – a phrase coined by Lee Frederiksen at Hinge Marketing – are initially recognized internally by members of their firm.  Then, their expertise brings them local […]

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Tweet Why do your clients stick around?  What motivates them to continue to use your services?  This is an important question, especially as it applies to your best clients.  The value of a high revenue client, when extended over 5, 10 or even 20 years can be enormous, so taking a few simple steps to […]

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Tweet Whether you are employing charts and graphs to enhance the persuasiveness of your proposal to a prospect or to help a client understand the often complex nuances of an accounting-related concept, visuals are a powerful tool. Well done charts and graphs can really help tilt a competitive opportunity in your direction.  Not only do […]

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Tweet With tax season (and, hopefully, some time off) in your rear view mirror, we’re back to talking about how to make your accounting practice both larger and more profitable. Today’s post describes a novel path to increased revenue, but one that is fairly easy to set up.  It also has the benefit of serving […]

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