Speaker: Gordon Gilchrist

Webinar Content

The world of marketing, like everything, seems to be changing ever faster and as we move our businesses forward into 2012, we can all agree that the need to focus on Practice Development is even stronger, trading out of some difficult conditions. It's not just about generating leads nowadays, it's about generating quality leads and being able to convert these leads into sales. 

During this series of four webinars, Gordon will be constantly bringing you new and successful ideas and opportunities from firms around the world.

Key Topics
 

1. New services that clients are welcoming.
2. The latest benchmarking:
   a. Financial
   b. Client Surveys
   c. Staff Research
   d. IT
3. Management succession issues.
4. Maximising the Lifetime Value of your Clients:
   a. Cross Selling
   b. Up Selling 
   c. Client Referrals
5. Technology
   a. Workflow Development
   b. Client Portals
   c. Social Media
6. Marketing
   a. Niche development
   b. Focusing marketing efforts
   c. Materials and websites
   d. Direct and indirect marketing
   e. Networking for the impatient
   f. Resources – how much ?
7. Selling for accountants – it can be done!
   a. Things you need to know before you can sell successfully
   b. The process of successful selling
   c. Value Pricing – one way to really make money
8. Maximising Sales
   a. Chargeable hours
   b. Charge out rates
   c. Recoveries
9. Managing WIP and Debtors
   a. Different billing cycles
   b. Turnaround
   c. Various Payment Options
10. Keeping jobs on track and on budget
11. Overcoming price resistance