What Intelligent Automation can do for CPA Firms

We are on the precipice of the fourth industrial revolution which is set to change everything about the way we work.  A big difference between this revolution and the previous three is the type of work that is going to be automated. Previously, physical work was the target for automation, but this time it’s cognitive…

How to scale your firm without hiring

Professional services firms have historically scaled by hiring.  The traditional model has most firms hiring to keep up with the demand generated from new clients.  This sets firms up for a number of traps, but the biggest drawback is firms lose considerable efficiency when growing this way.  Everything from client acceptance to service delivery starts…

Scaling services starts with the bottleneck

For as long as I can remember, I’ve been trying to figure out how to make processes work faster.  Along the way, I’ve helped countless businesses streamline operations with my ability to find the best way to do this to help them scale. In this article, I’m going to talk about the key to scaling…

How to make your product sales process repeatable

In previous articles I showed you how to build your product sales process and talked about the differences between hunting and farming.  In this article, I want to share what I’d recommend when it comes to achieving the first big step in building an effective product sales process – repeatability. Background If your product sales…

Product Sales: Hunting vs Farming

There are two primary ways of generating leads for your product business: hunting and farming.  Hunting is when you are proactively reaching out to prospects following your product sales process and farming is when you are investing in direct marketing activities that ultimately bring the leads to you more reactively. Both of these activities are…

How to build a sales process for your product

Too many product companies view sales as art rather than science.  I reject that notion.  Product sales should be developed as a process with predictable and repeatable results. In this article, I’m going to walk you through how you can develop a sales process for your product.  When complete, you should have the ability to…

How to effectively manage product pricing

I want to talk to you about the challenge of establishing effective product pricing.  This phase of building a product experiences a lot of chicken and egg type situations, for example, if I don’t know what people will pay, how will I know how much I can charge? You may be worried that if you…