Posts Tagged ‘Sales’
IN ORDER TO TAKE YOUR PRACTICE TO THE NEXT LEVEL, YOU MUST LET GO OF BELIEFS THAT HOLD YOU BACK.
In our last post, we discussed the need for a clear process to help you price, sell, and deliver your new advisory services for clients. When your process communicates the value you offer, you are on the brink of achieving major success. There’s just one more step, and we’ve saved the best for last. The truth is,…
Read More3 Ideas to Amplify Your Business Development Efforts
Want know what it takes to grow your business? Here are 3 concepts for business development that are worth sharing. Ask the Right Questions One of the best sessions we attended at AAM 2018 was Focus Groups from Hinton Burdick’s Kacey Jones. We’ve been talking about it for years – your success in business development…
Read MoreTHE KEY TO CLIENT ENGAGEMENTS IS REFRAMING “SALES” AS “COMMUNICATING VALUE.”
In our last post, we talked about how the accounting industry has been disrupted. High-volume, low-profit services such as tax returns are being pushed out by large commercial organizations, leaving small and medium-size accounting firm owners to work increasingly harder for decreasing profits. The solution is to allow your business model to adapt by following these…
Read MoreFour Steps to Faster People Development
“Leadership, like swimming, cannot be learned by reading about it.” — Henry Mintzberg With the Baby Boomers (born 1946 to 1964) retiring at a clip of 10,000 per day, the skills transfer necessary to get the next generation ready to take over the reins is monumental. Most leaders have a limited amount of time available…
Read MoreNever again sell anything. Ever.
How would you like to comfortably engage in a conversation with an existing or prospective client and end up with a very profitable engagement without selling a thing? Seem like an unrealistic dream? Not only is it possible, but when you totally, completely drop the idea of selling, it can actually become quite easy. The…
Read MoreDeveloping a Culture of Growth in Your Firm
Many firms we talk to struggle to determine the best business development approach. Does it make sense to hire full-time sales people? Can’t we expect our marketing director to make sales for us? How will we compensate a full-time sales person? Here are some ideas to keep in mind when embarking on the process of…
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