Entries by The Whetstone Group

Your Future Firm Starts Now: Success Strategies for Launching New Services – Part 3

We are taking a closer look at a process firms can use to evaluate and develop new services to meet clients’ needs and create new sources of revenue by building a more consulting-based practice. On Sept. 21st we introduced steps 1 and 2 – Research Market Needs and Evaluate and Prioritize.  Oct. 3rd we examined […]

Your Future Firm Starts Now: Success Strategies for Launching New Services – Part 2

We’re continuing our look at a process firms can use to evaluate and develop new services to meet clients’ needs and create new sources of revenue by building a more consulting-based practice. September 21st we introduced steps 1 and 2 – Research Market Needs and Evaluate and Prioritize.  In this post we introduce steps 3 […]

Unlock Professionals’ Potential by Redefining Your Firm’s Training Approach

For so long, firms have searched far and wide for solutions to their business development challenges. Young, and not-so-young professionals have participated in what I would, by no scientific means, guess is millions of hours of business development training programs. These programs are touted as creating superstar rainmakers in order to solve the firm’s new […]

Client Loyalty

CPA firms of all shapes and sizes are taking a long look at their client service process. And it’s no wonder, considering that client service is THE differentiator among CPA firms and is the linchpin in client loyalty. CPA firms often rely on revenue numbers, realization and chargeable hours to determine how business is going. […]

A Physical Therapist’s Guide to filling your CPA Firm’s Pipeline

If I created a list of Frequently Asked Questions from among my clients at the top of the list would be this: “What’s the most effective way to fill my pipeline with opportunities?” Everyone wants to know the secret. The secret is—there is no secret. There is no one best-practice, one-size-fits-all, guaranteed to work solution. […]

The Hard Truth about Soft Skills

“We’re in a relationship business.” I’ve heard this more times than I can count during the 20+ years I’ve worked with CPAs firms. It’s the one constant in the CPA profession. But, I wonder…have we devalued relationship building? We have access to limitless technology tools as a means of communicating and finding the information and […]

A Friendly Reminder about Marketing Budgets

If you’re one of those firms that has been getting by without a marketing budget you may ask yourself why you need one. Let’s say that last year you sponsored golf holes at a number of different outings. You have people out networking in the community and serving on boards. You took your clients to […]