Client acquisition

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.

If firms aren’t proactive, it’s all too easy to drive away clients and lose business (text version).

If firms aren’t proactive, it’s all too easy to drive away clients and lose business.

Firms operate based on myths while enduring realities such as slow growth, low profitability, client losses and employee losses.

With a few notable exceptions, the last three months of the year were slow for auditors attempting to land new Securities and Exchange Commission engagements.

In your stacks of business cards there could be a potential goldmine of business opportunities you may have overlooked.

Acquiring high-quality clients can prove difficult -- which may help explain why so many firms are willing to serve clients that don't provide much value.

Accountants who want to grow revenue by adding new services should look to the cookie for a few lessons, according to Katie Tolin, a member of the Association for Accounting Marketing’s Hall of Fame and founder of CPA Growth Guides.