Running a Firm (824)

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Warm Up Cold Calls With a Two-Step Marketing Approach

Is your firm or practice going to the school of hard knocks with cold-call telemarketing? We all know a "warm" lead is much better than a stone-cold lead, so wouldn't your marketing efforts improve if you "warmed" up your calls? As the old saying goes, "You can catch more flies with honey than vinegar." Cold-call telemarketing is about as smooth as molasses and as bitter as vinegar. To warm up your approach and improve your effectiveness, try a little honey. While I clearly recognize honey is more expensive than vinegar, the value of a new client is well worth the extra effort. Read more...

Leading Edge Honors CCH's Bergstein

David Bergstein, CCHThe Leading Edge Alliance, an international professional association of accounting and consulting firms, has selected CCH's David Bergstein as the 2011 recipient of its "On the Edge" Innovation Award. The award recognizes industry leaders for their vision and significant contributions to the accounting profession. Bergstein, CCH's director of strategic relations, is a 25-year veteran of the accounting field.

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Rea & Associates Promotes Three

rea logoRea & Associates, an accounting and consulting firm based in New Philadelphia, Ohio, has promoted three CPAs to principal and elevated three others to director-level positions. The three new principals are Chris Ricker, Kyle Stemple and Chad Welty.

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Making More Money Per Partner

The universal measure of profitability in accounting firms is average income per partner. Another universal tool is the annual Rosenberg National MAP Survey. It's a must have for running your firm. In the 2010 survey, Rosenberg identifies his "Elite" firms which are the 54 who had income per partner of more than $500,000. Not bad considering it is based on 2009 economic data in the middle of the recession.

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How to Better Connect With Prospects

Dale Carnegie may have been the first person to say that people buy on emotion by saying, "When dealing with people, let us remember, we are not dealing with creatures of logic. We are dealing with creatures of emotion, creatures bristling with prejudices and motivated by pride and vanity." Over past few decades, many behavioral economists and marketing gurus said that we do buy emotionally, and then subsequently rationalize our purchase decision. The challenge is knowing how to use the proper techniques to connect with your prospects in a fashion that captivates their emotional desires, and compels them to do business with you and your firm. Read more...

Special Report - Document Management: Winning the War Against Paper

Document Management: Winning the War Against Paper Sponsered by CCHThe Progressive Accountant will help your practice win the war against paper…

The Document Management: Winning the War Against Paper special report provides best practices from your peers in the tax and accounting profession about how document management can help you better manage and grow your practice.  We also include suggestions from vendor experts CCH, cPaperless, SmartVault, Thomson and Doc-IT about the types of software and services available to tackle this vital practice improvement.

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Can The Sole Practitioner Beat The Big Guy?

Each and every day, small businesses compete directly against the big guy and succeed. This is done by changing the rules of the game and competing selectively. Over time, the small entrepreneurial firm becomes one of the big guys and we forget about their rags to riches story.

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Mentor Plus Starts Coaching Program

Mentor Plus and Corelytics have joined to launch a Coach Incubator Program for accountants and other business advisors. The goal is expand their business mentoring mindset, skills set and toolset.

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Practical Tips for Using Social Media

Everyone is interested in social media. But while most people use these platforms in their personal lives, many remain baffled about how to effectively use them in business. Read more...

Clients Vote with Their Feet

Jason BlumerJust as you can't stop a client from leaving the firm, I question whether you can keep an employee from "stealing" a client? A blog post from Jason Blumer, chief innovation officer, Blumer & Associates CPAs asks the question, Does your firm really own a client relationship?

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