5 Often-Overlooked Keys to Client Retention

5 Often-Overlooked Keys to Client Retention Download the PDF Tips provided by Jean Caragher, Capstone Marketing Know why clients leave your firm.  In research conducted by CPA Trendlines clients indicate that the #1 reason they’d change CPA firms is “poor client service, attentiveness” (at 70%). But CPAs rate “poor client service, attentiveness” only at 22%. … Continue reading

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Managing Growth Effectively Requires Firms to Possess the Right Plan, the Right People and the Right Clients

Managing Growth Effectively Requires Firms to Possess the Right Plan, the Right People and the Right Clients By: Jean Marie Caragher Download the PDF Managing growth is one of the biggest challenges faced by executives at middle-market accounting firms. It falls just behind staffing issues and succession planning on the list of obstacles faced by … Continue reading

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Jean Marie Caragher on Marketing

Jean Marie Caragher on Marketing Download the PDF The Big Trend Focused marketing efforts including niche marketing and working targeted prospect lists. Many firms are using these marketing strategies with mixed results. True niche marketing requires a champion, a dedicated team, a marketing plan and budget, and implementation. Working targeted prospect lists requires ongoing, consistent … Continue reading

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Motivating Partners

Motivating Partners By Jean Marie Caragher, President, Capstone Marketing Download the PDF Capstone Marketing recently conducted an online survey that was completed by 34 CPA firm managing partners.  When asked, “Other than ‘lack of time’ what is your greatest challenge in marketing your firm?” 35 percent responded, “Motivating partners to be more active marketers.”  Here … Continue reading

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Survey: Despite Staffing Woes, Most Firms Not Willing to Turn Down Clients

Survey: Despite Staffing Woes, Most Firms Not Willing to Turn Down Clients Download the PDF Even though managing partners list a shortage of professional staff as the greatest challenge to marketing their firms, most are not turning down new work or shedding clients to ease the situation, according to the results of a recent survey. … Continue reading

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Accountability: Greater Impact from Personality or Culture?

Accountability: Greater Impact from Personality or Culture? By Jean Marie Caragher Download the PDF During a recent conversation a consulting colleague said, “Managing partners with a marketing orientation are less likely to hold partners accountable.” I was intrigued since I hadn’t thought about accountability – a big issue in the accounting profession – by personality … Continue reading

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The missing ingredient of growth: Does your firm need to hire a marketing director?

The missing ingredient of growth: Does your firm need to hire a marketing director? By Jean Marie Caragher Download the PDF Firms of all sizes are placing a greater emphasis on obtaining new clients. Research conducted by the Association for Accounting Marketing and Hinge Research Institute revealed that high growth CPA firms employ more marketers, … Continue reading

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Four Factors of Successful Accounting Firm Marketers

Four Factors of Successful Accounting Firm Marketers By Jean Marie Caragher Download the PDF Over the years I’ve had the opportunity to interview many people, including Association for Accounting Marketing (AAM) Hall of Fame inductees, AAM Volunteers of the Year, and Marketers of the Year (an award sponsored by CPA Practice Management Forum). I always … Continue reading

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