Firm & Practice Management

6 Ways to Create a Good First Impression and Win the Client
 

6 Ways to Create a Good First Impression and Win the Client

Posted: April 17, 2017
Making a good first impression at a client meeting requires doing some prep work before the event and following up promptly afterward. This article offers six tips to start building a productive relationship.

 How to Articulate Your Value to Small Business Owners
 

How to Articulate Your Value to Small Business Owners

Posted: April 14, 2017
In case you haven’t heard, the service of preparing individual tax returns has become commoditized, and the real growth opportunities for an accounting practice is developing deeper relationships with many of the small businesses you already serve. But how?



How to Identify and Deepen Key Relationships
 

How to Identify and Deepen Key Relationships

Posted: January 23, 2017
The first in a five-part series, this article outlines five key tips for reviewing business relationships with clients, prospects and sources of referral with the goal to strategically plan routine touch points that will deepen your existing relationships.

How to Work Better With Nonprofit Clients
 

How to Work Better With Nonprofit Clients

Posted: January 20, 2017
An entrepreneur shares his expertise on how to navigate the nuances of working with nonprofit clients. Learn the tricks he’s picked up along the way to deliver high-quality services to nonprofits.

6 Steps to Sales Success
 

6 Steps to Sales Success

Posted: January 17, 2017
Sales is a process that requires a strategic and disciplined approach. Accountants who invest in these strategies will achieve a greater level of sales success.

Aiming at Your Target Market
 

Aiming at Your Target Market

Posted: January 12, 2017
Many firms feel that by targeting a specific segment of the marketplace, they will forego other revenue growth opportunities. But, in fact, quite the opposite is true. Targeting enables partners to attract a more captivated audience for the firm’s services.

How CPAs Can Capitalize on Change
 

How CPAs Can Capitalize on Change

Posted: January 6, 2017
Think beyond the typical functions of an accountant: See yourself as more than a trusted advisor. This kind of mentality will add longevity to the CPA’s career and keep firms thriving into the future.

Set Goals That Won’t Lead Employees Astray
 

Set Goals That Won’t Lead Employees Astray

Posted: December 15, 2016
Although aggressive goals can spark great accomplishments, they can also lead to bad behavior by employees who may be willing to bend or break rules in pursuit of those goals.