Professional Services

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16 Jun: Business Development Wisdom from Ramon Ray: How Accounting Firms Can Deliver a Differentiating Brand Experience

For more than two decades, best-selling author Ramon Ray has been helping accounting firms stand out and drive revenue. Now, more than ever before, he says it’s critical that firms develop a brand personality that they bring to each interaction with a prospect and client. He insists it’s the only way to stand out in an ultra-competitive marketplace and minimize client attrition. He provides four tips on to achieve this. 1. Build a Brand With nearly 1.25 million accountants and auditors in the United States, one could say the market is saturated. And that makes it difficult to stand out….

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09 Jun: Danny Estrada Shares How to Maximize Engagement at AICPA Engage

As you prepare to attend AICPA Engage next week, take to heart these words of advice for getting the most from the event. Danny Estrada – Founder of E Squared, a CRM strategy and management consulting firm – has attended the conference every year since 2013, and is eagerly anticipating this year’s gathering in Las Vegas. Why AICPA Engage is a Must-Attend Event AICPA Engage brings together professionals from technology, business development, and marketing disciplines, along with principals and partners of accounting firms. By sharing their unique experiences and perspectives on common issues, they provide interesting and proven approaches to…

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05 Jun: FICO Survey Reveals Fintech, Customer Loyalty, and Cross-Selling Surprises

FICO recently conducted an online survey of 1,012 consumers age 18 to 50-plus about their relationships with financial services organization. “When we put this survey together, we had a specific story we had hypothesized that we would be able to tell about fintech, disruption and the arrival of Silicon Valley,” said Alex Johnson, Senior Marketing Manager, FICO, in a recent American Banker webinar. But what Alex discovered is that the facts interfered with the story. The threat from non-traditional financial institutions isn’t nearly as grave as many in the financial services industry think it is. Only 2% of the survey…

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16 May: Sikich Partner Reveals How Professional Services Firms can Avoid 3 Common Implementation Pitfalls

Ray Beste could easily share an oral history of CRM. As a Partner at Sikich, a leading professional services firm, he has worked with Microsoft Dynamics CRM since its beta version in 2002. Today, he is the partner in charge of the Microsoft Dynamics CRM/365 service area for Sikich. For nearly 20 years, he has guided the implementation of CRM systems at leading organizations across North America, so he is well acquainted with the most pervasive CRM implementation challenges. He outlines the most common pitfalls he’s witnessed and how to dodge them. 1. Expecting Technology to Fix Process Issues Graduating…

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12 May: CRM for Professional Services: EY Shares 4 Steps to Increase Adoption

Between the two of them, Chris Hergesell and Randy Batson have nearly a half century of experience building better client relationships through technology. As Executive Director at Ernst & Young, Randy is responsible for growing and managing Salesforce.com and Microsoft Dynamics capabilities. As Executive Director – Customer Operations and Performance Improvement, Chris leads enterprise transformations that use digital technology to improve selling efficiency and effectiveness. They know what it takes to create a CRM that sales and business development professionals eagerly embrace, and share their best ideas to achieve this: 1. Build CRM around your sales process. Randy bemoans a…

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28 Apr: 4 Ways Professional Services Firms Can Use CRM Data to Enhance Client Loyalty

In an increasingly competitive marketplace, knowledge is power – and revenue. Consider the 2016 DemandGen Report B2B Buyer Behavior Survey. It reveals that 93% of buyers said that the winning vendor “demonstrated a stronger knowledge of our company and its needs.” Both prospects and clients want to feel like they’re your only focus. If you can effectively demonstrate that during the sales process and beyond, you’re going to win both their sale and loyalty. However, that doesn’t mean that you must spend hours staying abreast of what a prospect or client wants most.  You just need to leverage CRM data….

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05 Apr: Technology Separates High-Growth from No-Growth Professional Services Firms

What differentiates professional services firms that are growing from those that are not? Above anything else, it’s the adoption of technology. Consider a just-released survey by Hinge Research Institute of more than a thousand professional services firms generating at least $1 million annually. The most successful, those that are growing 20% year over year, pointed to technology as the primary reason they are outperforming their competitors. Of these high-growth firms: They were nearly three times more likely than no-growth firms to reference their use of technology as a differentiator. They listed technology as their number one differentiator; it even outranked…