Business development

I am a strong proponent of partner retreats and offsite meetings.

To get started building your team of entrepreneurs, consider some “assembly instructions.”

Great leaders accept responsibility and look at the mistakes of others or their own as a teaching moment.

The pandemic may rule out in-person business development, but that doesn’t mean you should stop reaching out.

We need to excite clients, potential clients and staff. For this, we need marketing skills.

The changing times and an economy in constant flux are causing clients to shift expectations for their accounting firms.

Making the case for professional sales in today’s accounting marketplace.

As an accounting professional, these are tough days. But that doesn’t mean your practice can’t grow during this season.

You can’t have a bunch of B, C, D or even F clients if you want it to be an A+ practice.

It is important to develop a specialty, but it needs to be balanced with the needs of the practice and your interests.

Knowing what buyers need, where they do their research, and what influences their decisions are all key to a firm’s success.

Highs, lows, curveballs and surprises are routine for every business, including accounting firms. Pandemics, however, are not routine (thankfully!). This crisis tests and provokes us all to the extreme.

Despite the coronavirus, firms can’t afford to stop looking for prospects

Your clients' businesses evolve over time — and the business environment in which they operate changes as well, especially at a time like this.

This year all playbooks have to be discarded and a fresh start needs to be developed.

There are no fixed rules and you can grow your firm in many ways.

As the owner of an accounting firm, it is crucial to keep a strong direction for your practice and to anticipate and accompany growth.

Many firms organize a summer retreat that they are now postponing or canceling. Whether they are held or not, I recommend not canceling the preparation process.

Some firms may think now is not the time to be reaching out to new clients -- but they can't afford not to keep prospects moving through their pipeline, says business development consultant Art Kuesel.

The current pandemic offers opportunities for firms that are ready to change.