Professional Services

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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…

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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….