ACCOUNTANT CLIENT ACQUISITION ADVANCED TRAINING
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