Do you have a faceless website?
As a marketing consultant, I spend quite a lot of time looking at accountants’ websites, either on behalf of a client to review their competitors or as part of my marketing initiatives. Frequently, I come across ‘faceless’ websites, i.e., websites that don’t give me the names of the key people in the firm, let alone […]
Identifying additional fees during tax season
In addition to carrying out the routine tax and accountancy compliance work, the coming weeks should also be used for identifying additional fees during tax season. You may want to circulate this article to anyone in the firm who is involved in a client charging role! It’s one of the busiest times of the year for […]
Maximising your client relationships
How to add value to existing client relationships In the quest to grow your practice it is common to focus your marketing on attracting new clients. However, you could be alienating your existing clients and missing out on ways to further develop your relationship with them. There are several benefits to implementing a proactive client […]
Client survey feedback – delivering results
Having talked about the many reasons for carrying out a client survey in previous blogs, I recently implemented one for Momentum. It has been four years since I last carried out a survey and I was keen to understand why my clients used me, how they benefited from my services and also if I needed to […]
Raising your practice’s profile
The main source of new work for most accountants and professional services firms is word of mouth referrals. However, as well as getting a good recommendation from a friend or business associate, most people will want to do their own homework on you, before they make contact. Having a strategy for ongoing profile raising activities means that potential new clients can ‘check you out’ themselves, before starting a conversation with you.
Systems to make your marketing happen
Does your marketing happen on an ad-hoc basis, reacting to whatever opportunity comes your way? If so, the chances are you are wasting money on activities that are not helping you communicate with your target audience and therefore helping to generate new enquiries and sales. In a previous article, ‘Communicating with Clients’, we mentioned different […]
Recruitment – how to attract the right candidates
Whether your recruitment plans are aiming at partners or trainee accountants, your firm needs to appeal to future employees just as much as you’re trying to appeal to new clients. This article sets out how to attract the right candidates with your marketing activities. People are more selective about where they work, especially those in […]
Getting staff involved in marketing
Many partners feel it is their responsibility to promote their practice and in doing so can overlook the additional resources they have at their fingertips – their staff. For many marketing and client communications activities, you don’t need to be a partner or a ‘marketing specialist’, just being well organised and a good communicator can […]
Common accountancy marketing mistakes
I’ve been working with accountancy firms for 20+ years and over that time I consistently come across the same issues, no matter what size of the practice. Below is my top 5 common accountancy marketing mistakes. How many are you guilty of?! 1. Assuming everyone knows what you do – even your clients Trust me, […]
How effective are your internal comms?
As a partner or director, how effective do you rate your internal communications? Ask yourself, “How well do we keep our staff informed of what’s happening in the practice?” Give yourself a score out of 10, 1 being poor and 10 being excellent. Now the acid test. Ask your staff the same question! Based on […]