Client acquisition

It’s tough enough to grapple with sexual harassment in the workplace. It’s more complex when clients are involved.

This perspective has been written for CEOs at CPA firms doing $50 million to $100 million in annual revenue with quality profits per partner who want to make their firms bigger, better, stronger and more profitable.

When it comes to the extremely important business of selling professional services, why do we often choose to shun goal setting?

Taxpayers who prepare their own returns can sometimes end up being new clients.

The Big Four firm had the larger number of new clients for the year, but the Seattle firm netted the most.

A merger with Denver-based Hein gave the West Coast giant 33 new clients.

Simple steps to spending all day with your favorite, most profitable clients—who happily refer you to their peers.

FrontDesk digitizes paper-based tasks such as updating client information or collecting signatures for engagement letters

Price is a one-dimensional sales pitch. Your firm is either the lowest priced or you’re not.

Or do you just want to carp about the one that got away?

Brand research can help you determine where you’re creating value and what’s most important to potential clients.

It is significantly more expensive to attract a new client to an accounting firm than to invest in client retention.

Clients buy something they need or solutions to problems, not hours. Here is a situation that has actually occurred in a client’s legal matter.

To be successful, a professional services firm needs to go where the money is.

What's the best way to evaluate the performance of your firm's employees?

Partners need to grow individually because that is what will propel the firm’s further growth.

Calculating ROI on a firm’s efforts starts with picking the appropriate statistics.

Many of the larger CPA firms have not delivered on the trusted business advisor promise. Nor will they in the foreseeable future.

The marketing guru will create tools focused on helping firms expand their practice and profits.

As a follow-up to last week’s column on determining what to charge, this column will explain a way to determine your hourly rate should you decide to bill using that method.