Last month we talked about the fact that workload compression is forcing us to change and modify our staffing models, but in many cases, we’re still barely making it through tax deadlines. As we come to grips with the fact that staffing will remain a key challenge for the foreseeable future, we’re forced to look … Continue reading How to Fire “D” Clients
After just emerging from yet another tough deadline, many of you may be asking yourself this question. While I am sure that most firms would love a few more qualified and fully trained people on hand at busy times of the year, this is an extremely tall order. That leaves you to consider the … Continue reading What’s the Real Issue: Not Enough Staff or Too Many Clients?
Very few firms today have a well-defined “path to partner.” This creates both challenges and opportunities for today’s younger professionals with aspirations of partnership. The challenge is in that it can be hard to understand just exactly what you need to do to make partner. Conversely, the opportunity is that you can define your … Continue reading Future Partners: Chart your own Course!
Now that the crush of the tax deadlines are behind you, it’s time to once again think about marketing. But not just any marketing – I want you to think about marketing to your top clients. Over the past several months you have been “heads down” focused on getting the work out the door and … Continue reading Go see your top clients….Now!
Recently, Colleen and I had to choose a moving company. We had it in our mind to make only one call –to the company that moved us from Minneapolis/Milwaukee to St. Louis and then from St. Louis to Chicago many years ago. We had a positive experience with them and the price was competitive. Let’s … Continue reading Salesmanship Matters
Last week Tuesday I was having a hard time figuring out what to make for dinner. It was almost eight PM, I was very hungry, and I had a pregnant wife on her way home from the trenches of corporate life. I walked to the store and pulled up my recipe app. I must have … Continue reading Keeping Marketing Quick and Easy but also Effective
Whether you are a managing partner, partner, director, senior manager, manager, or in any other role in a public accounting firm, you are typically required to meet certain goals or performance benchmarks to be deemed effective and competent in your role. A basic example would be billable hours or CPE. However, simply meeting your billable … Continue reading Embrace the Power of Goal Setting in 2015 and Achieve Great Things
It’s a privilege and honor to be included in the 2014 list alongside so many influential people in our industry!
I recently began a new client relationship with a partner who told me he hadn’t seen much growth in his practice over the past several years. However, unlike many of my clients who aren’t sure of why their practice growth has stalled, he knew precisely what was happening. He equated the stall in growth to … Continue reading Are you Finding Enough time for Client Development?
I hear this question all the time from clients. The answer usually is a function of how much success do you want to realize? To grow a practice at an average pace of 6-7% a year the answer is usually 2 to 3 marketing activities a week. And to drive an above average rate of … Continue reading How Much Time Should I Spend on Marketing?