Content area
Full Text
CPA firms need to maintain a proper pipeline of prospects to hit growth goals, according to Larry Bildstein, CPA and president of The Whetstone Group, which primarily consults with CPAs on growth planning, including niche planning and marketing assessments, sales training, direct mail/telephone lead generation, and proposal development.
The Marion, Iowa-based consultancy has noted that most accounting firms understand the importance of setting a growth goal, but rarely have accurate expectations, says Bildstein, citing that many have set a 10 percent growth goal, but don't consider all the factors that contribute to the goal such as gross new business, one-time projects that need to be replaced, lost clients/average useful life of clients,...