Art is thrilled and honored to be named to Accounting Today’s 2018 Top 100 Most Influential People in Accounting with so many esteemed leaders in the accounting profession! Click here to view a PDF version of the list: The Top 100 Most Influential People in Accounting _ Accounting Today
What’s more important to your firm – someone who can do the work or someone who can sell the work? It’s a chicken-egg conundrum to be sure. In the opinion of many marketers, neither could exist without the other in today’s competitive accounting marketplace. But, if that’s the case, why are our recruiting and retention … Continue reading Recruitment and Retention of Business Developers
When I started Kuesel Consulting almost five years ago, it was just me. I did everything from paying the bills to keeping track of my expenses to invoicing, sending out my own newsletter and managing my own technology. Of course, I also was the sole service provider to my clients, and the only salesperson for … Continue reading Lessons Learned about Leverage
Yesterday, a great friend, Nicole, earned one of the highest honors in the accounting marketing world – marketer of the year. This is essentially an award given only to 1 out of 800 accounting marketers nationwide once a year. It’s a huge honor and she is as deserving, if not more, than every previous award winner I’ve ever … Continue reading My Friend Nicole and Mutual Trusted Advisors
I can’t think of a better day to create a short list of clients you’ll fire than the day after a major tax deadline. On this day, the pain and frustration of dealing with “D” clients is fresh and it presents the perfect opportunity to “right size” your practice. Still, too few of us are … Continue reading Today’s a Great Day to Fire “D” Clients
This time of year it’s hard to be proactive with your clients. With deadlines looming, you are pushed into “critical needs” mode. However, because you are interacting with so many clients and pouring over details of their financial and business situation, the opportunities for being proactive are virtually endless. Faced with a bounty of opportunities … Continue reading Who’s on Your A.B.S. (After Busy Season) Call List?
Ah, Valentine’s Day. It’s a day to show your love and affection for someone special in your life. But are your clients part of the celebration? Most of you probably say no, but I argue they should be. Now, I’m not suggesting you run over to Walgreen’s and get some Charlie Brown valentine cards, rather, … Continue reading Are you showing your clients the love they deserve?
I just got off the phone with a coaching client who set a goal for herself of 10% top line growth or about $350,000 of new revenue. In the simplest of worlds this may lead you to believe that her practice consists of a $3.5M client base. However, in her world, this assumption is far … Continue reading Don’t forget about attrition when considering your 2018 revenue goals
My accountant, Adam, is my hero. As a small business owner focused on his craft, I have neither the time nor skills to maintain the financial aspects of my company. My hero makes sure everything is taken care of for me. From taxes to cash-flow planning to monthly statements to year-end tax planning to … Continue reading I Can’t Live without my Accountant. Can your Clients live without You?
After the crush of busy season is over, it’s the perfect time to get out and have meaningful discussions with your clients. Discussions that go beyond the technical or project that you’ve recently working on with them. Questions that probe wants, fears, pains and build rapport on a personal level. Get an update on how … Continue reading It’s Client Development Time