Five Ways to Improve Your Pricing…and Profits

Let Marketing and Business Development Lend a Hand

Price is a component of the buying decision. You aim to make it less of one, but when all things are created equally, price is typically the tie breaker. This leads to spreadsheets with multiple variables, guesstimates on hours and blended hourly rates all with the hope of coming up with a price that makes the prospect happy and satisfies your firm’s realization goals. All of this work is done at the engagement level by a partner or partners who will oversee the engagement. Read more

How Much do CPA Firms Spend on Marketing?

In this industry, you often hear people share that firms spend between 2 and 4 percent of revenue on marketing. Well, what number is it exactly? And what is included in that calculation? These are important factors for a firm to properly benchmark how they stand in relation to the industry.

A few years ago, the Association for Accounting Marketing (AAM) partnered with the Hinge Research Institute to better figure that out. Firms were asked to submit their spending, as a percentage of revenue, in specific categories that it felt should be included in a budget. And they are conducting this survey again now to be released in 2017.

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Who Owns Product Management in Your Firm?

When it comes to strategically growing a CPA firm, there are three equally important components – marketing, business development support and product management. You can probably name the person(s) who are responsible for marketing in your organization. You know who is responsible for selling. But who owns the product management function? Most people can’t answer that question. Read more

Enhance Your Growth Sustainability

What do top growth leaders do to enhance the sustainability of growth within a firm? While firms are seeing growth organically and through merger and acquisition, it is organic growth that is imperative to long-term success. If you understand what it takes to drive this growth, your firm can achieve year-over-year revenue increases. Read more

Use Online Client Feedback to Improve Your Firm

Does the thought of conducting a client satisfaction survey scare you? You aren’t alone. Many accountants are afraid of getting less than stellar reviews. But guess what? Your clients are giving you feedback whether you asked for it or not – and that feedback is available for all to see online. And there is nothing you can do to stop online sharing, nor should you want to. Read more

Will You Hit Your Growth Goal?

Planning produces better results

Your firm has come up with a growth goal. It may have stemmed from discussions around client attrition, charge hours and changes in your clients’ businesses. Your partners agree that a 7 percent goal sounds reasonable. So you drop that number into your budget without really looking at how that goal will be achieved. Now what? Read more

Create a Culture that Supports Growth

You’re working to develop a culture within your firm that supports growth at every level. One where everyone understands what you are working toward and their role in the process. One where team members are encouraged and rewarded for putting the goals of the firm before personal ones.

This is a great goal that will produce benefits to your firm for decades to come. However, it won’t be easy. Chances are it will take a few years to make such a monumental shift. You will have many issues that you’ll need to address and things to implement. And you’ll need to make some tough decisions. If you are going to bet the growth leader your firm needs, focus on: Read more

Why You Need to Manage Your Personal Brand

You have a personal brand whether you’ve given any thought to it or not.

In simple terms, a brand is the benefits delivered to your customers. This expands to individuals, as well. Personal branding is about the talents and abilities you have and the way you act, and interact, with others. It’s how you approach the work you do and the people you encounter. Read more