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Accounting Business Development Successfully Climbing the Networking Ladder By Bill Taylor II, Corporate Ladders You already know that networking is an integral part of building your accounting practice and book of business.  It helps build your personal brand, provides a source of potential leads and referrals, and well you are expect to.  But suppose I told you that you have been doing this networking thing wrong the whole time?  That in your stacks of business cards there could be a potential goldmine of business opportunities you may have overlooked.  Upon reflecting, you may ask yourself “How did I miss that...
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Corporate Ladders recognized with Gold Award as the Best Legal Business Development Coaching Firm in the state by the New Jersey Law Journal!Allendale, NJ, December 20, 2016 (Newswire.com) - ​​​​​​​​​​ Corporate Ladders earns top award from prestigious New Jersey Law Journal: Gold Award for “Best Lawyer/Law Firm Business Development Coaching” in New Jersey. Each year the New Jersey Law Journal polls its readership to identify the best service providers in a variety of categories. The results are tabulated based on voting by the readers of the New Jersey Law Journal and the legal community. Corporate Ladders was selected as the best...
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I'd Really Like You to Be My CPA, but I've Already Engaged Another Firm BY BILL TAYLOR You have a great reputation, excellent credentials, plenty of practical, relevant experience, and you went to all the right schools. I think you may just be the perfect CPA for me and you are exactly what I am looking for to help with my business. But I just signed an engagement letter with another firm. Huh? Those of you who have read my articles before have likely assumed that this prospective client made an uninformed decision to hire the “wrong” CPA since they had...
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Maximizing your Tradeshow Investment thru Training By Bill Taylor, Corporate Ladders Exhibiting and attending tradeshows is an important form of marketing and sales for many companies.  Businesses rely heavily upon these opportunities as a means of acquiring new leads and potential clients.  When the many direct and indirect costs of a participating in a tradeshow are calculated, especially on a cost per lead basis, the investment can be quite substantial. To be considered, there is the rental of the space and services at the tradeshow venue, a booth or stand of sorts (some are quite elaborate and can be very expensive),...
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Six Steps to Successful Business Development By Bill Taylor, Corporate Ladders As a practicing attorney, you are focused on building your book, “making rain,” and navigating your way to partner.  As the managing partner you are focused on building top line revenues for your firm.  As a sole practitioner, you are focused on building your business into a vibrant law firm.  While unique in some respects, all three situations require the knowledge and effective deployment of good business development techniques. Business development is an art not a science.  While proper techniques can be taught, it is the creativity and skill of...
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Corporate Ladders Named as one of NJ’s “Best Lawyer/Law Firm Business Development Coaching” Firms in New Jersey Law Journal’s 4th Annual “Best Of” Survey ALLENDALE, NJ,  February 11, 2016:  Corporate Ladders earns Bronze Medal for “Best Lawyer/Law Firm Business Development Coaching” in New Jersey Law Journal’s 4th annual “Best Of” survey. Each year the New Jersey Law Journal polls its readership to find the best service providers in a variety of categories.  The results are tabulated based on voting by the readers of the NJ Law Journal and the legal community.  Corporate Ladders was selected as one of the best legal business development coaching firms...
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An olde quote no doubt, but not without meaning in today’s challenging and hyper fast business environment.  Popular once again as a quote from the popular HBO series “Game of Thrones” loosely translated this Latin quote states: The lion doesn’t care much about the opinions of sheep.  How it applies to an attorney’s approach to business development, revenue growth, and empowerment is the topic of this article. Thinking about your efforts as a business developer, are you more like the lion or do you appear instead as one of the sheep?  Let’s take a look.  On one hand, there are attorneys...
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Working with accounting professionals, a common challenge we often encounter is a CPA's inability to secure an engagement and their frustration of not understanding why this happens. Analyzing these situations has led us to uncover that one of the main reasons for not securing an engagement is a fear of climbing! While acrophobia is the fear of heights, "climbaphobia" is our word for the fear of going higher up in the client's organization to reach the ultimate decision maker. This fear is responsible for many lost dollars and in this article we examine how "climbaphobia" negatively impacts securing new business for...
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One of the keys to success for companies is choosing the right person for the job. Selecting the right people greatly improves your chances for success-whether you are building a CPA practice, staffing a client team or climbing Mt. Everest. I recently finished reading a book entitled "Undaunted Courage" about the Lewis and Clark expedition. Most everyone can recall learning about Lewis and Clark in high school. Not much was written about Lewis and Clark before the expedition, and it is rarely mentioned that they were handpicked by President Thomas Jefferson. The book details the expedition and describes the qualifications of...
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How many times have you heard someone say, “Mind your own business?” For accountants, especially in these economic times, that just may be sage advice. We have seen many practitioners get so wrapped up “in their practice,” they never seem to spend any time working “on their practice,” often leading to missed opportunities, errors and sub-par results. While it is easy for professionals to get caught up in the daily ins and outs of their practice, especially in smaller firms, finding a good balance is key. That is not to say you should not focus a substantial part of your energies...
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What do John Wooden, Don Shula, and Casey Stengel all have in common? All these men were great coaches, maybe more than just great, perhaps even legendary. Wooden compiled a record as a college basketball coach that stood until just recently. Don Shula remains the only pro football coach ever to coach a team to an undefeated season and win the Super Bowl. Casey Stengel took the New York Yankees to five consecutive World Series titles from 1949-1953. Show me a terrific coach and I will show you an outstanding people developer. You see, the coach is not the athlete who...
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Will your answer surprise you? When you speak with potential clients for the very first time, they are often looking for reasons to either qualify or disqualify you for the engagement. Throughout the conversation, the client’s criteria checklist is continually consulted and reviewed. Client criteria lists take many forms; they may be written or reside purely in the client’s mind, but one by one the key criterion are evaluated as “qualified,” “not qualified” or “unsure.” As topics, concepts, situations and/or experiences are discussed and reviewed, the client determines whether your approach resonates with him and if more information is needed to make a decision.  Listen to yourself ... who do you sound like? This...
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Our firm recently delivered an on-site business development program for a large insurance consulting company which focused on the value of building trust based relationships. We highlighted results from a survey conducted by Miller Heiman that singled out lack of trust as the #1 reason prospects do not buy from a certain provider.1 In fact, lack of trust was cited by over 50% of respondents as the single most important reason buyers turned down a service provider. In contrast, and by a vast margin, the second reason given for not selecting a firm, no need for the services, accounted for only...
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WOW, whatever happened to the telecom business? The excitement sure is not what it once was. The pool of talented people just does not come knocking on the doors as they once did. There was a time not too long ago when the best and the brightest were doing whatever they could to be “in telecom.” Word got around and once they got in, they told their friends and their friends wanted in too. Now, not so much…. So what do you reckon happened to make it that way? Well some of the reasons are controllable and others just are not....
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