Despite a lousy economy, it’s nice to see “leading edge” accounting firms acquire new business systematically, almost like there was no economic downturn at all.  In fact, it’s great to see small accounting firms stick to their marketing plans and fight thru this economic storm like it did not exist. 

At the same time, I have heard from some firms that pulled in the reins last summer and are now struggling with high client attrition rates in certain industry sectors (e.g., real estate, construction, manufacturing, etc.).  In fact, I received a long email from a client earlier this month who pulled the plug on marketing last summer and is now trying to cry on my shoulder about how his practice had too many construction clients…blah…blah.  And because the practice declined so quickly, he can’t really sell the practice for a fair price either.  In response, he got some tough love from me back within the hour about how his marketing expense reductions cut into the bone and did not trim any fat.  Much to my surprise, he agreed.   

Would you like to learn more about improving your marketing and practice development initiatives? We plan to discuss lead generation, internet marketing, and selling accounting services in today’s economy. 

As for a bit of background on me, I’ve been teaching and writing about accounting practice development since 2003.  Each day, I’m in the trenches talking with small accounting firms around the country discussing marketing, rain making, practice management, developing a niche, building a practice versus buying a practice, and related topics. 

I look forward to your participation.