So, you’ve been put in charge of a business development team (or maybe you’ve been supervising one for a while), and you’re wondering how you can truly measure their success and identify areas of improvement. What do you really need in a BD report? What can the information tell you about their progress, and what … Continue reading Coaching your BD Team: Tips and Tools for Leveraging Meaningful Reporting
If you’re just starting out in business development or you’re looking to redouble your efforts after a long pause, designating the ideal amount of time for BD can seem like a guessing game. You want to ensure the time and effort you’re investing is going to pay off, because your time is extremely valuable. Just … Continue reading How much time should I spend on Business Development? There’s a formula for that!
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
Art is thrilled to be included with so many thought leaders that are shaping the future of our profession. Read more in this special publication by Accounting Today.
Recently, I had lunch with a mentor and we were talking about a mutual client. He was telling me how he recently recommended to them to start an “innovation fund” to fuel growth in consulting services. Then, a week later, I was at a conference and a Top 25 managing partner talked about his firms’ … Continue reading Do you have an Innovation Fund at your Firm?
