Accounting Practice Business Development Blog


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Jan/14

24

Marketing for Accountants – A Painless Way to Teach Business Development Skills to Associates and Managers

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 and managers obtain these skills?

Here’s my modest suggestion:  Since 2008 I have written over 150 blogs/newsletters dealing exclusively with accounting practice business development that appear on this website.  I send one or two out each month.  It’s always been (and will continue to be) free.

Have the associates and managers in your firm sign up to automatically receive these postings.  A lot of firms that do this then schedule, say, 15 – 30 minutes after each is received to get together and talk about the subject and how it applies to their firm’s particular circumstances.  Perhaps this process would work for you …

Over time they’ll gain business development insights they never would have otherwise acquired and in the long run this will positively impact the firm’s acquisition of new clients.  Everybody wins.

Tell them to simply send an email to acctbizdevel@aweber.com and it will all happen automatically.  They don’t even have to fill in the subject line or type a message.

Simple, yes?

Best,
Craig

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2 Comments for Marketing for Accountants – A Painless Way to Teach Business Development Skills to Associates and Managers

Emma Ramsay | February 20, 2014 at 4:20 am

Hi Craig,

I agree completely with you – many firms especially accounting firms can underestimate the difficulties involved with obtaining new clients. As you said the fastest ticket to partnership is to demonstrate an aptitude for business development. Something that really works for us when we are advising accountancy firms – is to increase their use of LinkedIn. It is a great resource that can benefit any firm. Please have a look at our website to see how using LinkedIn can help you target new clients – http://www.kelsopr.com/linkedin-webinar
Regards, Emma

Brumbaugh CPA | May 13, 2014 at 10:18 am

This seems like a good idea, not only is it free, but it has a regularity about it, so a firm can continue to improve their marketing strategy.

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