Client acquisition

Setting a growth goal is about much more than picking a percentage -- firms need to dive deeper to understand what it will really take to hit that goal, says Bob Lewis of The Visionary Group -- and they need to make sure they have people who can bring in the new business they need.

For years, accounting firms have relied on firm partners to use their personal and professional connections, charisma, and contacts to “make it rain” — to bring in new business and revenue that would enable the firm to grow and succeed.

Get working on it now, before the filing season rush begins.

A college student client may not initially provide a lot of income for the firm, but with the right guidance, there could be a big return on investment.

Tax pros share how they handle estimate-seekers and price shoppers.

Technologies like AI can help firms take their client onboarding to the next level.

Accountants also report relatively low churn among their client base.

Frequently we are asked to prepare a formal proposal. This is usually done when the client or prospect is considering multiple firms and the decision will either be made by a board of directors or when the person making the decision feels the need to tangibly back up their decision.

A handy checklist for figuring out which prospects will benefit most from client accounting services.

Withum’s managing partner and CEO sends a weekly Monday morning email and at least one new client email a week to everyone in our firm.

It all starts with the client onboarding process.

A merger put Assurance Dimensions in the lead, while Marcum LLP led among large firms.

The virtual curriculum aims to introduce younger staff to the skills and ideas they need to bring in new business.

Marketing in the profession is undergoing a revolution, fundamentally changing how firms promote themselves and develop new business.

Just as the rising generations of accountants have very different characteristics from the baby boomer generation, so does the rising generation of clients, according to Sarah Dobek of Inovautus Consulting.

And Deloitte maintains its strong performance from the first quarter.

As an accounting firm, you are only as good as people perceive you to be.

The key is to focus on the firm’s top two tiers of clients, says Rainmaker Companies’ Adelaide Ness.

To garner a return on your firm’s content, it must be picked up by search engines, then viewed and acted on by readers.

Use idea filters for a big impact.