Practical Ideas for Growth

There’s no doubt the way firms and their professionals conduct business development has – and continues – to evolve. Has your team kept up? Whether it’s an expanded – or complete removal – of the geographic footprint they formerly served and mined for prospects or adapting to a virtual selling environment, the game has changed. Knowing and understanding who your buyers and clients are - and what their needs, pain points, and preferences are - is crucial in the new environment. How can firms go even deeper in their relationships to remain competitive? Christian Moises, Inovautus Consulting's digital marketing advisor, shares his insight with Sarak Dobek. 

We love when we have a “recovering CPA” join our conversation because they can speak to both sides of the growth effort. As we know, the need to find your and your firm’s unique - your differentiator, your & - has always been important to a professional's success. With the evolution from compliance to advisory coupled with the challenges – or shall we say opportunities – presented during the COVID-19 pandemic, that need has really become front and center. Why is it so crucial and what can professionals and their firms do to stand out? John Garrett of "The Green Apple Podcast" shares his insight with Sarah Dobek. 

Social media is such an invaluable tool in any firm’s growth strategy, whether they have a marketing professional on staff or not. Managing – automating - your social media posting is key to maximizing this (mostly) free and easy way to connect with clients and prospects. But you have to find the right tool, because we know posting something every day to multiple networks is time-consuming. Inovautus Consulting Client Advisor Katie Renelt shares her insight with Sarak Dobek.

With a nearly 20-year history in the accounting marketing profession, from past president of the Association for Accounting Marketing (AAM) and now the newest member of its Hall of Fame to a recent promotion to managing director of marketing at EisnerAmper, a Top 20 firm in the country, Kristen Lewis has a lot of insight to the world of accounting marketing:

• The biggest evolution in accounting firms in relation to marketing and business development (sales)?

• Advice for partners in working with their marketing and sales professionals?

• Guidance for marketing professionals building their careers?

• The biggest marketing opportunity accounting professionals continue to miss out on – and how can they finally leverage it

Cross-selling is a technique many firms talk about but seem to always have difficulty executing. Unfortunately, the hesitancy to do this actually causes clients to go elsewhere where another accountant was proactive and looking at the big picture. So how can firms get past this resistance to generate new revenue from existing clients by offering them more within their own organization?

Ty Hendrickson shares some challenges firms are facing - and how to overcome them!

Many firms are becoming more aware of the importance of Diversity, Equity, and Inclusion (DEI) in their marketing and business development efforts, but many professionals aren’t sure exactly why, where, or how to start.

Bonnie Buol Ruszczyk, found and owner of bbr companies, shares some guidance on how firms can bring DEI into their day-to-day operations.

As the world begins to reopen, what can accounting and advisory firms do to stay ahead of the game and emerge from the COVID-19 pandemic stronger than ever? Allan Koltin, founder of Koltin Consulting Group, shares what he's already seeing - and what he expects to unfold!

Having a clearly defined growth goal with an actionable plan to get there is only part of the strategy to build your revenue. The other biggest – and oftentimes most difficult – component is making sure your partner group is in alignment working together to achieve that common goal and each one understanding their roles to get there. 

Check out how Courtney DeRonde, managing partners with TDT CPAs and Advisors, P.C., overcame this common challenge!

Your blog and e-alerts have provided steady content to clients since last March courtesy of all the COVID-19 relief options and legislation (and ensuing changes and clarifications). You've set the expectation now, so how will you keep that content engine going as things return to normal? 

Check out the tips Christian Moises, digital marketing advisor with Inovautus, recently shared on staying in front of your clients with Sarah Dobek! 

What does growth mean to you? How do you approach growth? What's been your a ha moment in taking on growth and marketing responsibilities? 

Check out the thoughts Chris Zingalli, a principal at Janover, recently shared on developing a growth mindset during Practical Ideas for Growth with Sarah Dobek!