Client acquisition

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.

Low-hanging fruit is great — until it dries up.

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.

High-growth firms consistently have long-term “game changer events” planned in the future, with action plans that have strategic executive accountability.

The Big Four firm netted almost three times as many new engagements as any other auditor.

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

What’s holding your accounting firm back? Chances are it’s not your marketing, your business model or your methods holding your firm captive.

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

Being available is essential for maintaining and strengthening relationships with clients…and everyone else you interact with professionally.

When people get overwhelmed with too many choices, they usually take the safe way out and decide not to do anything.

Peter Weitsen and I started our practice, MendlowitzWeitsen LLP, on July 1, 1988. My life has been enriched every moment of our partnership, which continues even now as part of WithumSmith+Brown, PC.

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

Marketing success, or success in any endeavor, does not just appear. It needs deliberate planning and execution.

A merger in Salt Lake City puts two local auditors ahead of the pack.

Done right, it's the first step to innovation for accounting firms.

Do you see the gleam of understanding and interest in the eyes of your listeners when you tell them about your services? Or do they just stand there, numb and uncomprehending, wishing they were somewhere else?

Accountants need to really understand their clients' perspectives to live up to their 'trusted advisor' status, says Geni Whitehouse.