Hugh Duffy

In a smaller firm, should the owner of the firm be the "rainmaker?"

These 12 steps should help firms capture more 'diamonds.'

Behavioral retargeting may help increase conversions among potential clients.

If you thought YouTube only featured videos of cute babies and stupid pet tricks, think again.

How much do you really know about clients' satisfaction with your firm and its services?

When was the last time you called a client just to find out what's new or different?

While you will never find these commandments on two stone tablets, they should provide you with direction as you seek to develop your practice.

Periodically, every farmer will go around and pluck the low-hanging fruit so that it doesn't spoil. Well, the same principle applies to effective professional service marketers.

These days, the cost of securing an accounting degree is rather exorbitant. Well over $100,000 at most private colleges. And lots of hard work to boot.

Since professional services are intangible, the prospect is most likely probing for assurance to offset their natural skepticism.

Despite gentle nudges, love taps and tactics to shorten the cycle time, the process is slow and the lag time is painful.

With technology and cloud accounting, does it matter where your office is located? The answer is: Absolutely.

Reverse-engineering your sales approach by looking at things from the eyes of the prospect can boost your effectiveness.

How many times does your target audience need to be exposed to a message before it triggers a response?

When you start marketing your firm using a variety of marketing tactics at once, you will soon realize that all leads are not to be treated equally.

Rainmaking can be fun if you follow a process designed to improve your batting average.