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Accountant Client Acquisition Advanced Training
By Bruce Prokopets
Continuing education is a fact of life for CPA's, but why doesn't this
normally extend out to client acquisition for most accountants.
Frank Tirelli, who once held the position of Vice Chairman at
Deloitte & Touche, has launched a web site devoted to nothing but
expanding one's accounting practice. The site itself is aptly named
CPA Client Builders
(www.cpaclientbuilders.com ),
and contains a full array of services and training designed to
dramatically increase one's customer base.
Traditionally, aggressive client acquisition has been taboo in most
professional service areas such as the law and accounting. With the
accounting ranks swelling, many professionals are now exploring
ways to creatively increase their business. Tirelli was well known at
Deloitte as someone who was constantly thinking out of the box.
His abilities as an innovator were prized by not only the partners of
the firm, but its elite client base. Herbalife, one of Deloitte's larger
clients ultimately recruited Tirelli to run the firm after the untimely
death of Mark Hughes, CEO and founder of the diet industry giant.
When questioned about his philosophy of business growth, Tirelli
was rather matter of fact in his response. ¡°There are too many
promotional avenues out there available to accountants, and if you
aren't using them your competition will be¡±, says Tirelli. ¡°You have
to explore new promotional techniques and find a comfort level.¡±
The site itself has, among other things, a publication section. The
reports and CDs, which are offered, focus on market research,
internet marketing and client referral systems. One can also hire
CPA Client Builders for search engine marketing services
management that generates client leads.
Tirelli decided to partner with a company well known for its success
in the business growth field. In Touch Media Group
(www.intouchmediagroup.com), is an online marketing firm which
specializes in generating website visitors, leads and customers for its
business clients. The company, considered by many as one of the
premier search engine marketing firms in the US, conducted a
nationwide research project to establish why companies hired on
accountant over another. ¡°The information we discovered is both
startling and exciting¡±, said Bob Cefail, Chairman of ITMG. ¡°I can
tell you this, any accountant who has access to this data will have
decided advantage over their contemporaries¡±.
In the past, CPAs had to rely on customer referral as a primary tool
of client growth. With the advent of search engine marketing and
other high octane online marketing techniques, a CPA can rapidly
expand their client base. This is what gets both Cefail and Tirelli
excited about their program. ¡°If you want to grow, and do it fast,
nothing is stopping you now¡±, concludes Cefail.
Bruce Prokopets
Executive Editor
Press Direct International
About the Author
http://www.cpaclientbuilders.com
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