Filling Your Pipeline in a Slow Economy

Source: Accounting Today

In this article, Gale Crosley reports that while International Financial Reporting Standards will rev up demand for accounting services, its effects may be a few years away.

In the meantime, Crosley suggests some practical actions to keep revenue up:

• Become more disciplined about planning for growth. Up to now accountants were able to wait for clients to come to them. Crosley urges partners to seek sales training and coaching.
• Training young people in sales may be a good long-term strategy; however, it will not produce much in the short run.
• Consider using professional sales people, though it might take a year to see real results.
• Provide clients help in benchmarking as a means of cost control.

For the complete article, click here and select the article “The Market’s Slowing Down—But You Don’t Have To” in the November 3, 2008, issue.

From Accounting Today, November 3, 2008, SourceMedia Inc., One State Street Plaza, 27th Floor, New York, NY 10004, 800-221-1809.