Professional Services

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28 Sep: 4 Ways An Automated CRM Can Help You Become More Client Centric

Customer Relationship Management (CRM) systems are inherently designed to help businesses better manage and serve their clients. But as the go-to place for documenting your client relationships, agreements, and notes, it’s safe to say that these systems can easily become overflowing with information. And according to CSO Insights, of the top 10% of sales organizations with a core CRM, only 44% have a CRM adoption rate above 90%. Even the best sales teams aren’t taking the necessary time to enter in their customer data. So how can we fix CRMs to do what they were intended and allow our businesses…

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06 Sep: 4 Things CRM Automation Accomplishes for Your Professional Services Firm

Across professional services firms, CRM adoption is less than 10% even though most implementations are considered successful. In fact, 60% of CRM projects fail to meet expectations. Those organizations that describe themselves as ‘not happy with our CRM results’ struggle to solve that problem. And that’s largely because they’re focused on the technology and how to get their users entering information into the CRM system. The real focus should be on how CRM improves business development and client interactions. CRM automation has been shown to trigger widespread CRM adoption because it automates nearly all the work users need to perform….

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17 Aug: How to Make a Convincing Business Case for CRM at Your Firm

You know that organizations adopt customer relationship management (CRM) systems with good reason. CRM systems are the conduit to better understanding your clients and their specific needs. And that positions you to properly align the right people with the right accounts. Just as important, a CRM system captures invaluable details about prospect relationships, such as who within your firm knows the prospect and what conversations they’ve had to date. Simply put, the information stored in your CRM system can equip your firm to more effectively pursue new business with both existing and prospective clients. With so much to gain from…

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09 Aug: Can CRM Help Your Firm Grow? Research Says Yes – and Here’s How

While many elements factor into business development, many firms are finding that customer relationship management (CRM) software is playing a key role. That’s because business development today requires more than prospecting and making cold calls. In fact, these days, firms increasingly drive new business – both from existing and new clients – by developing and nurturing relationships with key influencers and decision makers. CRM software can enhance these efforts. Research shows that organizations can expect to see ROI of $2.50 to $5.60 on every dollar invested when CRM is properly integrated. Moreover, it’s been shown to significantly improve lead conversion,…

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08 Aug: Is CRM Automation the Missing Link in Your Marketing and Business Development Departments?

Sophisticated organizations call upon both marketing automation and CRM systems to power their marketing, business development, and sales efforts. However, many organizations overlook an easy way to amplify the impact of these technologies. Read on to understand how CRM automation serves as the linchpin of modern B2B marketing and business development departments. What is CRM Automation? As the name implies, marketing automation is designed for use by marketers. Customer relationship management (CRM), on the other hand, is usually the system of record for sales teams. In most organizations, it’s used to capture and manage an organization’s information about prospects and…

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21 Jul: The Big List of Business Development Resources for Accounting Firms

If your accounting firm is like others, it is investing more in marketing and business development to ensure a competitive edge. With so much riding on your efforts, it’s essential to stay at the top of your game. To help you get started, we’ve pulled together the following list of valuable resources. On the Go Resources AAM’s AAMplify! [podcast] Tune into this podcast delivered by The Association for Accounting Marketing to hear discussions on timely topics such as Managing Your Firm’s Pipeline Process, Marketing’s Role in the Client Experience, and The Vital Skills of Growth Leadership. Accounting Today [podcast] This…

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30 Jun: Executive Director of the Association for Accounting Marketing, Lauren Clemmer, Gives 5 Trends That Should be on the Radar of Every Firm

Lauren Clemmer, executive director of the Association for Accounting Marketing, has been immersed in accounting marketing and business development for more than a decade, and was recently named one of the most powerful women in accounting. For the past two years, she has worked with hundreds of accounting firms to help them advance their business development and marketing efforts. Over the course of her career, she has witnessed remarkable transformations in the marketplace. Here, Lauren outlines the most pressing trends that accounting firms need to keep in mind to stay relevant with their clients and prospects. 1. Customer Experience Rises…

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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…