How to Position Yourself as Partner to Your Client?
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There is lots of advice these days for practice owners to avoid being positioned as commodities – but there is very little assistance on how to actually make this transition, when it is needed! Often, we are in the position where we are approached by a client who at least on the surface just wants a […]

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Are You Feeling Chained To Your Practice?
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Is your Practice in Phase I or Phase II? Firstly, a couple of definitions: “Phase I” refers to the state of a practice where the owner is very much the driver. Without the owner’s constant presence daily – billing, handling client demands, delegating work etc. – very little would get done. In this case, the […]

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How to Price Tax & Accounting Services?
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Many practice owners do great at getting organic referrals from their clients. Some have even grown their practices via this type of word of mouth alone. These referrals are usually already sold on the practice, before they even come in, so they are often easy sales. While all of this is great news for the […]

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Do you Prefer to Market Passively or Proactively?
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Marketing can be divided into the following two categories: Passive – this traditionally included mailings to businesses and residents in the area, radio, TV etc. Nowadays, they also include online directories, website, SEO, AdWords, Facebook ads etc. They are passive in that you usually pay someone to create them for you and then you sit back […]

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What is the Test of an Entrepreneur v Practice Owner? 
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Entrepreneurs have 90% of their attention focused on the top few lines of their income statement rather than on cost cutting. That is one of the true distinctions between an entrepreneur and someone who simply owns a business. Not that cost cutting isn’t a sensible idea.. but the problem with it is – it doesn’t […]

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New model of Presenting Bundling & Billing for Client Services:
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The bundling of services model involves engaging clients for more than bare minimum services. Practice owners know what business clients really need because, as with any area of information specialty – law, real estate, marketing etc. – the professional knows better than their clients what information they need. For tax & accounting clients, this will vary […]

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Want to Develop more Business Consulting services for your Clients? 
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The US Bureau of Labor Statistics says the demand for small business coaching industry is expected to grow by 83% in just the next 3 years. Masterminds, one-on-one coaching and mentorships have exploded in the past few years and many of you have clients who are seeking these advisory services for their businesses. This is […]

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How to Close More New Clients!
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One of the most difficult objections practice owners (or any business actually) face in delivering their services is people who say “let me think about it”. Now although it does not happen that much with new clients who are referrals; with the current use of many other forms of marketing, – in particular, online marketing, […]

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Five Reasons Why it’s a Good Idea to Grow Your Practice!
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Most practice owners know they need to engage in marketing their practice. However, the first step to being able to market your practice, is to first and foremost, have a strong enough desire to grow your practice. Many practice owners are so heavily involved in servicing their clients, that they have little time or energy to […]

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How Not to be Just Another Commodity?
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We’ve all heard of content marketing, right? The importance of giving our clients information they can immediately use to better their situation – in this case, their financial and tax situation. With entrepreneurship reaching very high levels of popularity these days and many going out to work for themselves – particularly in fields such as the […]

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