Business development

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.

With offices closed, and staff and clients scattered, maintaining relationships (and sanity) can be hard.

Chuck McCabe of The Income Tax School explains the art of getting selected for a media story.

The exit of David Knoch is the latest change at the growing and rapidly pivoting tax-focused IBD formerly known as HD Vest.

As the trusted advisor, you need to assume the role of the point person, or integrator.

Marketing directors and partners at accounting firms share the same goal: advancing the firm’s brand and helping it achieve specific growth and profitability targets.

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.

The Avantax Wealth Management parent views HK Financial as another way of working with CPAs and tax professionals branching into the field.

Start 2020 by firing yourself as the boss, CEO or managing partner. Then rehire yourself. As the new, CEO what would you do to justify the confidence you had in you?

How about a “Christmas” letter about your practice, describing how you did professionally, what you wish you had done and what you now resolve to do next year?

Today’s complex and highly integrated business environment often requires multiple stakeholders to take part in decision-making.