Posts By
Katie Tolin
Katie Tolin is the president and chief growth guide at CPA Growth Guides. She’s a former in-house marketer having spent time at regional, super-regional and national accounting firms. Today she helps CPA firms drive top-line revenue and profitability through data-driven marketing strategies. She’s a past president of AAM, a former marketer of the year and was inducted into the Accounting Marketing Hall of Fame.
“It takes 20 years to build a reputation and five minutes to ruin it. If you think about that, you’ll do things differently.” ~Warren Buffett Branding has always been instrumental to CPA firms, but it has not always been intentional. A firm’s brand was likely developed by chance over the…
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Could your growth rate be higher with better pipeline management? If you’re like most businesses, the answer is “yes.” Companies with effective pipeline management saw a 15% increase in revenue growth according to a Harvard Business Review study. Even more staggering, that number increased to 28% when businesses could master…
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How are you going to grow? Where will you focus your efforts? By how much will you grow and how is that potential revenue split amongst niches, departments or team member? Many accounting firms know they need to grow. However, they don’t know what exactly that looks like. And, unfortunately,…
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The Association for Accounting Marketing’s Marketing Achievement Awards recognizes outstanding achievements in accounting marketing. The AAM-MAAs are awarded to firms finding the best, most innovative ways to connect with their clients and prospects. The following AAM-MAA Winner Spotlight highlights BKD, LLP’s 2021 win of the Video and Multimedia with a…
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The Association for Accounting Marketing’s Marketing Achievement Awards recognizes outstanding achievements in accounting marketing. The AAM-MAAs are awarded to firms finding the best, most innovative ways to connect with their clients and prospects. The following AAM-MAA Winner Spotlight highlights Adams Brown, Strategic Allies and CPAs’ 2021 win of the Video…
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The Association for Accounting Marketing’s Marketing Achievement Awards recognizes outstanding achievements in accounting marketing. The AAM-MAAs are awarded to firms finding the best, most innovative ways to connect with their clients and prospects. The following AAM-MAA Winner Spotlight highlights MSPC CPAs & Advisors, P.C.’s 2021 win of the Video and…
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The success of business development executives is directly related to the data they have at their fingertips and how it can be used to reach out to prospective customers. Seems easy to say, but the art of navigating these areas is complex. Actually, it’s getting even harder now with people…
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When a new client joins your firm, this is the time to reinforce the fact that they made the right decision. The client should feel joy at the thought of working with you and begin to see firsthand all that exceptional service you touted during the sales process. Unfortunately, that…
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Business development today looks different than it did just two months ago. The way you meet with a prospect is different. The services you thought a client was interested in have changed. Your approach needs to be even more helpful and advisory than ever before. While your business development activity…
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With increased competition in the accounting industry, more firms understand the need to infuse sales into their culture. Instituting a Pipeline can help your firm accomplish this. Instituting a Pipeline in 6 Steps: 1. Create a Pipeline Document Develop rules around what gets added, how it gets added, who adds…
Read MoreWelcome to CPA Growth Trends — your source for information, insights, tools and best practices to drive growth within an accounting firm.
What a Business Development Executive Does
with Danielle Reynolds, Business Development, Manager with Whitley Penn
A business developer’s day involves a myriad of activities from external meetings with business owners and referral partners to scoping calls for initial client connections.