What A Difference 30 Years Makes!
This post was originally entitled “What A Difference 20 Years Makes!,” but as my good friend Mark pointed out, my math sucks moose eggs, so I have edited it to reflect the corrections. I am sooo embareassed. (Yes, that one was on purpose) *************** I was digging through some files, researching for data to include… (2 comments)

Brainstorming Hour – Cross Selling And Up Selling
We had another great, mind boggling, session yesterday with the brainstorming hour. Talked almost the entire hour about cross-selling, upselling and referring, and how to meet the requirements of IRC §301.7216. I was shocked at how few folks really understood the requirements of §7216, or were even aware of its existence. If you are not… (0 comment)

From 20 To 10 In One Short Year.
How I reduced Client Churn, And How You Can Too! Your clients didn’t sign with you just because they liked the way you described your services, or how well you understood the tax code. As a matter of fact, your clients don’t care a hoot about the fact that you can recite complete passages of… (0 comment)

Niche And Practice Specialization Mentors
The first rule of Rainmaker Marketing is that you must be recognized as an expert who can solve the needs of your target market. Key that to read “you must be an expert on the needs of your target market.” That short paragraph implies two very important requirements. You must be recognized as an expert… (0 comment)

Get New Clients By Thinking Fast And Slow
This post was inspired by The Heart of Conversion Rate Optimization – ‘Net Features – Website Magazine and an analysis of Daniel Kahneman’s book, Thinking, Fast And Slow, as excerpted by Frank J. Babetski, for the Central Intelligence Agency (CIA). We’ve all been there. Working on a prospect, or talking to a client, and they… (0 comment)

Grow Your Accounting Practice With Human Resource Services
Inspired by Human Resource ROI from the Custom Accounting Services’ Blog at http://www.custom-accounting-services.com/blog/2015/5/26/human-resource-roi Most accounting practitioners are stuck in a rut, quietly performing the services they can handle with the skills they learned back at school in Accounting 101, or maybe 102. That, and a little bit of tax practice they learned by starting with… (0 comment)

Cause Related Marketing And The Strategy Challenge
This post was inspired by the Morgan Stanley Strategy Challenge at http://www.morganstanley.com/strategychallenge/index.html I’ve talked many times about how I opened up each of my four offices using the same method, canvassing business neighborhoods and making cold calls on unsuspecting prospects. It was hard laborious work, but it worked. When I began in Cartersville, I didn’t… (0 comment)