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Marketing Growth Strategies for Accounting Firms – Marketing Machine Webinar Part 1
Wednesday saw us present Part 1 in a 3-part webinar series, 10 Steps to Building a Marketing Machine for Growing Your Accounting Firm. READ FULL ARTICLE
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Why marketing is not a ‘creative’ pursuit – It’s so pragmatic you can build a ‘marketing machine’ for your accounting firm
Many people believe that marketing is the domain of ‘the creative types’ in advertising agencies and innovative companies like Apple and Google. READ FULL ARTICLE
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Advice on choosing a name for an accounting firm
Over lunch today I was reading some news via Feedly in my web browser, when I came across this blog topic on AccountingWeb.co.uk: READ FULL ARTICLE
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Elements of Influence – Marketing and Selling Tips for Accounting Firms
Last Thursday we conducted our monthly free webinar, this one entitled, “Elements of Influence – What Leads to a Client Saying ‘Yes’.” You can view the video of the recorded webinar here. We looked at how Robert B. Cialdini’s 6 influence principles (as outlined in his brilliant book, “Influence – The Psychology of Persuasion“) can be applied by accounting firms in their marketing and selling. READ FULL ARTICLE
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Play to Your Strengths: Why Some Accountants Can Sell, While Most Can’t, and How to Assess Your Own Potential
You can click here to view a recording of this webinar READ FULL ARTICLE
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Going for Growth: Webinar about the New No.1 Challenge Facing the Accounting Profession
Last Thursday we presented our first ever webinar. It was entitled, Going for Growth: The New No.1 Challenge Facing the Accounting Profession and How to Address It. Hundreds of accounting firms from around Australia, as well as firms from the U.S., U.K., New Zealand and Zimbabwe logged in to learn why it is that many accounting firms struggle with growth, marketing, business development, rainmaking and whatever other euphemisms you choose to use to refer to “selling” additional services to existing clients. Feedback from attendees rated the webinar 4.1 out of 5 (83%). To view a recording of this webinar (1 hour 7 mins) click on the video to the right (if you’re reading this on our site), or click here (if you’re reading this article via your RSS reader). Please add your Comment below if you’d like to discuss the contents of the webinar, or feel free to email us via the Contact page (link at top of page). READ FULL ARTICLE
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Why Negative Perceptions of ‘Selling’ are Holding You Back
In my experience in dealing with hundreds of accounting firms around Australia over the years, I have noticed that those firms that have one or more effective ‘rainmakers’ who are great at finding new clients for the firm and effective at up-selling existing clients onto additional services, prosper and grow well above the industry average growth rate. READ FULL ARTICLE
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3 Ways to Grow Your Accounting Firm – But Where’s the Leverage?
The ’3 Ways to Grow Your Business’ formula explains that to grow revenue, you can either find more clients, sell to them more often, and/or increase the average transaction value. It’s a simple formula but it’s very useful when analysing where the leverage points are for growing your business. READ FULL ARTICLE
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Accounting firms’ challenge of selling additional services
Over the past 18 years I have worked in and around professional service firms, including industrial design firms, business and marketing consultancies, a medical device research and development start-up, a business software development consultancy, and accounting firms. Each of these businesses has had one thing in common: ‘selling the intangible’; they are ‘knowledge firms’ employing, as Peter Drucker coined it many years ago, ‘knowledge workers’ who create, develop and use intellectual property (IP) to create value for clients. READ FULL ARTICLE
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